PRESENTED BY
Sales Enablement
Jon Russo, Moderator
#B2BContentEvent

#B2BContentEvent#B2BContentEvent
For every 650 leads, 1 deal closes in 19 months
Cost of Poor Sales Enablement is $14M annually for $1B
firm
Sales Cycle Times are increasing over last 3 years
Why? Beating the Revenue
Odds
2
Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013

#B2BContentEvent
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Make
Decisi
on
-3 -1 +1 +2 +3-2
Customer Buying Process
60% done with
buying cycle
before contacting
a sales person
Marketing-driven Conversations Sales Enablement
60% of
qualified
deals end up
in NO
DECISION
Sales Enablement

#B2BContentEvent
PROBLEM FINDER
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Make
Decisi
on
“Why Change?” “Why You”
PROBLEM SOLVER
-3 -1 +1 +2 +3-2
• Make the status quo
unsafe
• Define new set of
needs
• Align w/ your
Strengths
• Here are the
problems
• How we solve them
better
• What value you
receive
5
Customer Buying Process

#B2BContentEvent#B2BContentEvent
Sales Process KPI – By Source
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiation
© Copyright 2013 by The Marseli Company, all rights reserved.
All Sources Marketing Sourced
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiatio
n
74% 50%
76% 65%
78% 70%
74% 72%
79% 74%
30% 13%

#B2BContentEvent
6
Q&A
Contact Info
@B2BCMO Jon Russo
@Jill_Rowley Jill Rowley
@FDonny Frank Donny
@TRiesterer Tim Riesterer