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Sales edgeone sales summit october 10 v3
1. Improving Sales Productivity
Strategies and Tactics
SalesEdgeOne Sales Summit/ October 6, 2010
Andrew Rudin,
Managing Principal, Outside Technologies, Inc.
arudin@outsidetechnologies.com
2. Key Problem to Solve
Increase sales output per dollar spent.
3. Why “No thanks. We’re good
for now . . .” is a recipe for
sales disaster. . .
4. Customers tell us . . .
% of US & European customers selecting a given
selling activity as “most destructive.”
35% = too much contact
20% = lack of product knowledge
9% = lack of business or industry knowledge
8% = sales style “too aggressive”
8% = forgotten or ignored after the sale
20% = other
Source: McKinsey, 2009 n = 1,252
5. Every Selling System
. . . can fulfill its purpose in less time and at
a lower cost.
. . . creates the need for new supporting
systems.
. . . creates new selling problems.
6. Case #1
“I don’t care how you make your number,
as long as you make it.”
7. Risks:
Dependency on cash cows
Fat, dumb, and happy
Planning? What planning?
No portfolio. Risks are concentrated
11. Risks:
No validating opinions
Bad assumptions
Ability to understand the informal network
Failure to connect with broader buying
community
“All eggs in one basket” syndrome
12. Tactics for managing risks
1. Accept
2. Eliminate
3. Reduce
4. Share
5. Transfer
13. Opportunities to improve sales
productivity . . .
Categories of selling risks of concern to sales
executives:
1. Economic
2. Competitive
3. Situational Awareness
4. Data integrity
5. Business process and workflow
14. . . . And some risks that are
emerging . . .
1. Data in the cloud
2. Social bookmarking
3. Social media policy
15. Andrew Rudin,
Managing Principal, Outside Technologies, Inc.
arudin@outsidetechnologies.com
website: www.outsidetechnologies.com
blog: www.outsidetechnologies.wordpress.com
703.371.1242 (mobile)
www.xeesm.com/andyrudin