1.
Actionable Intelligence for the Sales Organization
Building Better Relationships
Between Buyers & Sellers
February 10, 2011
The Sales Management Association – © Copyright 2011
Presented by:
Lee Levitt
Sales Transformation Specialist
www.thoughtsonselling.com
linkedin.com/in/leelevitt
@leemlevitt

2.
Slide 2
Key Talking Points
Actionable Intelligence for the Sales Force
© Copyright 2011 Lee Levitt and The Sales Management Association
• Seller Versus Buyer
• The Opportunity
• Intelligence In…
• Intelligence Out…
• Where to Get Started

3.
Slide 3
Shifting Dynamics
Seller Versus Buyer
© Copyright 2011 Lee Levitt and The Sales Management Association
• Access to information
• Commoditization of offerings
• Challenging economic environment

4.
0%
5%
10%
15%
20%
25%
30%
Not
Prepared
Somewhat
Prepared
Prepared Very
Prepared
Source: IDC 2010
Voice of the Customer – Sales Rep Preparation
Seller Versus Buyer

5.
Slide 5
Create Healthier, More Profitable Relationships for
Buyers and Sellers
The Opportunity
© Copyright 2011 Lee Levitt and The Sales Management Association
• A new sales paradigm
• Which end of the value spectrum?
• Arm your sales people with “actionable intelligence”
• Provide the organizational support to ensure their success
• Capture intelligence to make better business decisions

6.
Slide 6
Empowering the Sales Organization
Intelligence In…
© Copyright 2011 Lee Levitt and The Sales Management Association
• What is “sales enablement”

7.
Slide 7
Empowering the Sales Organization
Intelligence In…
© Copyright 2011 Lee Levitt and The Sales Management Association
• What is “sales enablement”
Sales Enablement is the delivery of the
right information at the right time in the
right place in the right format to the
right person to help move an
opportunity forward.
Source: IDC 2010

8.
Slide 8
Empowering the Sales Organization
Intelligence In…
© Copyright 2011 Lee Levitt and The Sales Management Association
• What is “sales enablement”
• Key components of sales enablement:
• Who to call on
• When to call on them
• How to engage
• Process before technology
• Who owns the process, who assists?
• Some technology & process resources:
• Who to call on – Lattice Engines, InsideView
• When to call – xPeerient
• How to engage – Corporate Visions, LeveragePoint,
Stratascope

9.
Slide 9
Empowering the Organization
Intelligence Out
© Copyright 2011 Lee Levitt and The Sales Management Association
• The Voice of the Customer
• Better product planning, targeting, pricing, forecasting
• Process before technology
• Is your VOC consistently captured?
• Account planning – do you know your SOW?
• Some technology resources:
• Capturing “tribal knowledge” – Savo, Kadient, SFDC
• Sales dashboards – SFA, BI tools
• Pricing support – LeveragePoint

10.
Slide 10
Your Strategic Opportunity
Where to Get Started
© Copyright 2011 Lee Levitt and The Sales Management Association
• What support would benefit your customers? Your sales
people? Your support people?
• Pick “meaty” and bounded targets
• New product launches, new rep onboarding, competitive
threats, partner support
• Build multi-disciplinary group
• Ensure support of executive team & key stakeholders
• Develop key metrics & KPIs
• Celebrate successes

11.
The Sales Management Association – © Copyright 2010
Thank You!
Lee Levitt
www.thoughtsonselling.com
linkedin.com/in/leelevitt
@leemlevitt