SMA Actionable Intelligence February 2011

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The Sales Management Association invited me to introduce the topic of sales enablement for one of their regular webinars. This slide deck is my portion of the hour long webinar.

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SMA Actionable Intelligence February 2011

  1. 1. Actionable Intelligence for the Sales OrganizationBuilding Better RelationshipsBetween Buyers & Sellers<br />February 10, 2011<br />Presented by:<br />Lee Levitt<br />Sales Transformation Specialist<br />www.thoughtsonselling.com<br />lee@levitts.net<br />The Sales Management Association – © Copyright 2011<br />
  2. 2. Actionable Intelligence for the Sales Force<br />Key Talking Points<br /><ul><li>Seller Versus Buyer
  3. 3. The Opportunity
  4. 4. Intelligence In…
  5. 5. Intelligence Out…
  6. 6. Where to Get Started</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 2<br />
  7. 7. Seller Versus Buyer<br />Shifting Dynamics<br /><ul><li>Access to information
  8. 8. Commoditization of offerings
  9. 9. Challenging economic environment</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 3<br />
  10. 10. Seller Versus Buyer<br />Voice of the Customer – Sales Rep Preparation<br />Source: IDC 2010<br />
  11. 11. The Opportunity<br />Create Healthier, More Profitable Relationships for Buyers and Sellers<br /><ul><li>A new sales paradigm
  12. 12. Which end of the value spectrum?
  13. 13. Arm your sales people with “actionable intelligence”
  14. 14. Provide the organizational support to ensure their success
  15. 15. Capture intelligence to make better business decisions</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 5<br />
  16. 16. Intelligence In…<br />Empowering the Sales Organization<br /><ul><li>What is “sales enablement”</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 6<br />
  17. 17. Intelligence In…<br />Empowering the Sales Organization<br /><ul><li>What is “sales enablement”</li></ul>Sales Enablement is the delivery of theright information at the right time in theright place in the right format to theright person to help move anopportunity forward.<br />Source: IDC 2010<br /> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 7<br />
  18. 18. Intelligence In…<br />Empowering the Sales Organization<br /><ul><li>What is “sales enablement”
  19. 19. Key components of sales enablement:
  20. 20. Who to call on
  21. 21. When to call on them
  22. 22. How to engage
  23. 23. Process before technology
  24. 24. Who owns the process, who assists?
  25. 25. Some technology & process resources:
  26. 26. Who to call on – Lattice Engines, InsideView
  27. 27. When to call – xPeerient
  28. 28. How to engage – Corporate Visions, LeveragePoint, Stratascope</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 8<br />
  29. 29. Intelligence Out<br />Empowering the Organization<br /><ul><li>The Voice of the Customer
  30. 30. Better product planning, targeting, pricing, forecasting
  31. 31. Process before technology
  32. 32. Is your VOC consistently captured?
  33. 33. Account planning – do you know your SOW?
  34. 34. Some technology resources:
  35. 35. Capturing “tribal knowledge” – Savo, Kadient, SFDC
  36. 36. Sales dashboards – SFA, BI tools
  37. 37. Pricing support – LeveragePoint</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 9<br />
  38. 38. Where to Get Started<br />Your Strategic Opportunity<br /><ul><li>What support would benefit your customers? Your sales people? Your support people?
  39. 39. Pick “meaty” and bounded targets
  40. 40. New product launches, new rep onboarding, competitive threats, partner support
  41. 41. Build multi-disciplinary group
  42. 42. Ensure support of executive team & key stakeholders
  43. 43. Develop key metrics & KPIs
  44. 44. Celebrate successes</li></ul> © Copyright 2011 Lee Levitt and The Sales Management Association <br />Slide 10<br />
  45. 45. Thank You!<br />Lee Levitt<br />781.972.1720<br />lee@levitts.net<br />The Sales Management Association – © Copyright 2010<br />

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