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ESR Presentation from Sales 2.0 Conference, Boston


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Dave Stein\'s presentation at the Sales 2.0 Conference in Boston, May 21, 2009

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ESR Presentation from Sales 2.0 Conference, Boston

  1. 1. Dave Stein’s Presentation Sales 2.0 Conference Boston, MA – May 21, 2009 © 2009 – ES Research Group, Inc. All Rights Reserved
  2. 2. About ESR <ul><li>ESR is a research and advisory firm that covers the sales performance improvement market and its products, services and vendors.  </li></ul><ul><ul><li>Research on sales performance trends and best-practices </li></ul></ul><ul><ul><li>Benchmarking and measuring sales effectiveness </li></ul></ul><ul><ul><li>Evaluations of sales training approaches and providers </li></ul></ul>Dave Stein, ESR’s CEO, delivering this presentation live at the Sales 2.0 Conference.
  3. 3. Overview of ESR Client <ul><li>$50 million application software company </li></ul><ul><li>Sell to hospitals, imaging centers, radiology groups </li></ul><ul><li>Complex selling cycle. Average deal size $300k. Numerous deals over $1 million. </li></ul><ul><li>Competition: GE, Fuji, AGFA, etc. </li></ul><ul><li>Very strong marketing function </li></ul>
  4. 4. Business Challenge <ul><li>Inconsistent sales performance </li></ul><ul><li>Needed methodology/common approach </li></ul><ul><ul><ul><li>Very competitive, complex, political deals </li></ul></ul></ul><ul><ul><li>Ongoing qualification </li></ul></ul><ul><ul><li>Tracking complex deals over a year or more </li></ul></ul><ul><ul><li>Minimal and ineffective opportunity planning </li></ul></ul><ul><li> compliance </li></ul>
  5. 5. Solutions Considered <ul><li>Long list of well-known sales training companies </li></ul><ul><li>Typical event-based, tactical training </li></ul><ul><li>Solutions that weren’t Sales 2.0-based </li></ul>
  6. 6. Why The TAS Group? <ul><li>At that point, the strongest Sales 2.0 opportunity management front-end to SFDC. </li></ul><ul><li>Proven IP in competitive selling, politics, opportunity management </li></ul><ul><li>Compelling future Sales 2.0 technology direction </li></ul><ul><ul><li>Technology-enabled learning </li></ul></ul><ul><ul><li>Technology-enabled selling </li></ul></ul>
  7. 7. Implementation & User Adoption Challenges <ul><li>Skeptical sales VP (now a serious believer!) </li></ul><ul><li>CEO pressed hard to rush the training (ahead of methodology work) </li></ul><ul><li>Assessment of existing salesreps </li></ul><ul><li>Assurance that new hires would “fit” with new, accountable, disciplined approach </li></ul>
  8. 8. Results and ROI <ul><li>Quick, 6-month transformation </li></ul><ul><li>CEO: Despite a tough economic environment, “We grew bookings 35% during last 3 quarters.” </li></ul><ul><li>Strong competitive selling, value positioning, tracking of deals through the pipeline. </li></ul><ul><li>Acquired major competitor 6 weeks ago. Now $100 million company </li></ul><ul><li>Repeatable, pragmatic, technology-enabled sales process! </li></ul>
  9. 9. Best Practices <ul><li>Implementation in the right order: </li></ul><ul><ul><li>Objective assessment </li></ul></ul><ul><ul><li>Formal selection process/RFP </li></ul></ul><ul><ul><li>Methodology </li></ul></ul><ul><ul><li>Learning </li></ul></ul><ul><ul><li>(Sales 2.0) technology </li></ul></ul><ul><ul><li>Ongoing reinforcement/coaching </li></ul></ul><ul><ul><li>Measure, analyze, and adjust! </li></ul></ul><ul><li>Sales 2.0 training/effectiveness provider </li></ul>
  10. 10. ESR Resources Supporting This Approach <ul><li>ESR’s Sales Training Vendor Guide, Third Edition (active link) </li></ul><ul><li>Understanding, Defining, and Meeting Your Sales Training Requirements, Version 2.5 </li></ul><ul><li>ESR works with our clients to guide and support them through this entire process, especially vendor evaluation and selection. </li></ul><ul><li>ESR does not deliver sales training or consulting. </li></ul><ul><li>ES Research Group </li></ul><ul><li>PO Box 1356 </li></ul><ul><li>West Tisbury, MA 02575 </li></ul><ul><li>+1 (508) 313-9585 </li></ul><ul><li>[email_address] </li></ul>