7. 6
It’s the little details that are vital.
Little things make big things happen.
John Wooden
$XXXM
This Journey Starts and Ends
with Each of You
Editor's Notes
Well…2014 was about fielding ground balls – make sense? You’re probably saying what!?
Yea – it was about fielding ground balls.
What: Tied marketing lead goals to the sales plan by product and GEO
Why: so we were all focused on the same bookings outcome $300M
What: Invested in RMM for each remote office and finance/HR/office managers
Why: To support the local sales efforts and so each GEO could ensure alignment and optimized marketing spend based on their specific needs
What: Implemented lead re-architecture – a major 9 month collaborative effort across sales, marketing, products, DB, led by Chris Perrotti and his team
Why:
To provide you, our sellers with a view into the journey your prospects and customers take while they evaluate LMI.
To give you a deep view of the buying potential of a specific account vs. analyzing the actions of a single trialer.
To better prepare you for the value-based sales discussions we need to have
To swim the fastest they possibly can …swimmers pick their best
We have shortened the playbook – Instead of being good at a bunch of things – We want you to become great at a few
Joe Devito's focus on Bold led to $x bookings sold or influenced by Joe
Rescue focus for NA Ams led to 12% increase in sales Q1-Q3 YoY. In contrast to 2012 – 2013 saw a decrease in Rescue sales of 14% YoY.
Helped us improve targeted product trainings, rep led trainings, and which supports the product specialization focus for 2015.
What: We aligned sellers by product or Cloud to be more in concert with marketing and product teams
Why: This allows you to become an expert and trusted partner for your customers and prospects – it pushes your value above and beyond the initial sale
What: We organized NA Inside and Field sales teams into a true hunter vs. farmer model - separating New-New business from add-on
Why:
Focus - to allow the New-New business reps to bring in new customer logos and focus on growing our base
To allow our customer accounts reps or Account Managers to further penetrate the LMI account base and simply sell them more. Build more of a fortress of LMI products making it harder for competitors to penetrate and to also help increase retention
What: We will continue investments in IS.com and GoodData
Why:
To provide you with more proactive or predictive analysis so you can leverage views into customer behavior, product usage, prospect patterns to determine the best type of engagement and timing.
Focus on key sales inputs like ‘Connects, pipeline adds, pipeline growth…’ that are really incoming attributes that best predict top and consistent sales performance…
We have expanded our global sales training team
Rachel Newton – Product & competitive training
Jonas Master to help us with specific Sales Skill training
Continued investment in Sandler Training in 2015
Role Plays and Demo Certifications
Product Certifications
So what is your responsibility out of all of this – its simple – You need to use all of the assets we have given you and commit to getting better every single day. And is starts with Simply connecting to your customers - Better. (focus on those small details that can help contribute to our goal…)
What does this mean - Making dials or connecting without a plan won’t cut it – Just being number 1 in talk-time isn’t it. We can’t do what the person in front of us did just because…Can’t succeed the old LMI way – leads and accounts are finite, the low hanging fruit is higher up the tree or doesn’t exist – each lead has to be treated as such.
You need to fully commit to making the shift to value based selling continuing the pivot from trial conversations to business needs conversations.
By doing this you will
Connect to your customers business drivers, Better
Connecting to their buying process, Better
Knowing their pain, not just their needs, Better
Qualify in and out of dealer, Better
Sell against the competition, Better
Each of us needs to commit to becoming better overall sales professionals and holding ourselves to higher standards
When you return from kickoff and you’re sitting in at your desk and remember only one thing from this week – Its how important your contribution is to the $300M – the little things you do and your commitment to getting better every day is what will make the difference.
Thank you
