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Sales Effectiveness in a Sales 2.0 World

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Sales Effectiveness in a Sales 2.0 World

  1. 1. Trends in Sales Effectiveness in a Sales 2.0 World<br />
  2. 2. What’s happened in the markets?<br />You are here<br />NASDAQ<br />DOW<br />FTSE<br />
  3. 3. Not so much a recession as …<br />A restructuring of the economic order / creative destruction in action<br />Dislocated value creation – imbalance of value<br />Little innovation / reinvention<br />Unwillingness to self-disrupt<br />
  4. 4. Not so much a recession as …<br />A restructuring of the economic order / creative destruction in action<br />Dislocated value creation – imbalance of value<br />Little innovation / reinvention<br />Unwillingness to self-disrupt<br /><ul><li>Demands
  5. 5. Behavioral innovation – Apple, Amazon, Google
  6. 6. True Difference vs Differentiation
  7. 7. Real Mutual Value Creation vs Positioned Value</li></li></ul><li>What’s happened in the markets?<br />Are customers getting more demanding?<br />
  8. 8. How much do you trust business?<br />
  9. 9. How much do you trust business?<br />
  10. 10. Who do you trust?<br />
  11. 11. Who do you trust?<br />
  12. 12. People, Process, Technology – Today?<br />
  13. 13. Sales cycles are changing<br />
  14. 14. How long does it take to lose a sale?<br />?<br />
  15. 15. How long does it take to lose a sale?<br />
  16. 16. What’s happening to sales cycles?<br />2008<br />?<br />2009<br />
  17. 17. What’s happening to sales cycles?<br />2008<br />-23%<br />2009<br />
  18. 18. The Buying Cycle<br />The Selling Cycle<br />Identify Needs<br />Qualify<br />Visualize Solutions<br />Requirements<br />Evaluate Alternatives<br />Evidence<br />Negotiate Terms<br />Acquisition<br />Purchase<br />Order<br />Re-evaluate<br />Manage<br />
  19. 19. Changing Sales Engagement?<br />
  20. 20. Everyone’s in a hurry<br />Everyone is in a hurry!<br />
  21. 21. What’s changing with customers?<br />
  22. 22. Key Question #1<br />Why is the customer<br />about to say no?<br />
  23. 23. Much more collaboration<br /><ul><li> Internal
  24. 24. External </li></li></ul><li>And co-creation of value<br />
  25. 25. No more “One-size-fits-all” <br />
  26. 26. Are Sales People changing: What Motivates?<br />Compensation or Incentives<br />The thrill of the chase<br />Making progress or winning<br />Recognition<br />
  27. 27. What motivates Sales People?<br />The thrill of the chase <br />Compensation / Incentives<br />Recognition <br />Making progress or winning<br />
  28. 28. What most frustrates sales managers?<br />
  29. 29. Is this your sales team?<br />
  30. 30. For each task what’s the importance level?<br />
  31. 31. For each task what’s the importance level?<br />
  32. 32. What’s your opinion of CRM?<br />What’s in it for me<br />Primarily for management <br />Somewhat useful<br />I wish it never existed<br />Couldn’t live without it<br />
  33. 33. What’s missing from CRM systems?<br />Sales Methodology<br />Collaboration Tools <br />Account Management<br />Sales Process <br />Accurate Sales Forecast<br />
  34. 34. The ‘Agile Imperative’<br />
  35. 35. Software Development Analogy<br />Requirements<br />Waterfall Method<br />Analysis<br />Specification<br />Design<br />Coding<br />Testing<br />Deploy<br />Agile Method<br />Overall Strategic Development Plan / Oversight<br />
  36. 36. Agile Business<br />Management<br />Traditional Business Innovation<br />Strategic<br />Business Model<br />Product<br />Process<br />Technology<br />Deliver<br />Agile Method<br />Overall Strategic Development Plan / Oversight<br />
  37. 37. 10 Things to consider …<br />Re-conceive ‘value creation’ and values<br />Volatility is here to stay – ability to respond is critical<br />Demands Now Information now and metrics<br />Systems must provide “show progress” for sales<br />Enable easy sales process /methodology compliance<br />Fix the CRM forecasting problem – true smart data<br />Build-in predictive loss alerts / active coaching?<br />Facilitate transparent collaboration with customers<br />Maintain organizational agility – “Rightful Impatience”<br />Applied Innovation<br />
  38. 38. Innovation<br />
  39. 39. Our Spectrum of Methodology Innovation<br />Opportunity Management<br />Sales Process<br />Sales Performance Analytics<br />Account Management<br />Virtual Learning System<br />Collaboration<br />Opportunity Assessment<br />Automated Process Generation<br />Pipeline Snapshot<br />Business Strategy Map<br />On Demand Learning<br />Pulse: Enterprise Social Networks<br />Competitive Strategy<br />Step-by-step Sales Process<br />Pipeline Healthcheck<br />Opportunity Map<br />Testing & Certification<br />Collaboration Map<br />Political<br />Map<br />Accurate Sales Forecast<br />What’s Changed<br />Objectives Strategies Actions<br />Opportunity Management<br />Business Strategy Map<br />Buyer Decision<br />Criteria<br />Market Segment Analysis<br />Sales Velocity Analysis<br />Value Map<br />Account Management<br />Automated Coaching<br />Collaboration <br />Map<br />Automated Deal Coaching<br />Market <br />View<br />Sales Process<br />Crowd Sourcing <br />Questioning & Collaboration<br />Automated Deal Coaching<br />Automated Coaching<br />
  40. 40. Where can I see this?<br />www.thetasgroup.com/demos.html<br />Visit our Youtube Channel …<br />www.youtube.com/users/dealmakermagic<br />

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