SlideShare a Scribd company logo
Engage Your Sellers. Inspire
Your Customers.
ChuckDulde,VP,CustomerValue,SAVO
Mary Konkol, Sr.Manager,ProductMarketing,SAVO
This presentation contains forward-looking statements
related to future growth and earnings opportunities. Such
statements are based upon certain assumptions and
assessments made by management in light of current
conditions, expected future developments and other factors it
believes to be appropriate. Actual results may differ as a
result of factors over which the company has no control.
Safe Harbor
Are you sure that when your sales
reps communicate that they are
relevant, unique and memorable
in the eyes of your customers?
EFFECTIVENESS
• Reactive to buyer
requests instead of
leading
• Unclear on political
position
• Lack a competitive
strategy
• Lack clear solution
differentiation
• Ineffective coaching
• Ineffective new sales
hire ramping
EFFICIENCY
• Can’t find essential
information
• Not sure how to
respond to a lead
• Too many data
repositories
• Building presentations
from scratch
• Writing proposals
from scratch
Typical Sales Productivity Drains
ENGAGEMENT
• Reps don’t “stand out”
from competitors
• Poorly communicate
differentiation
• Proposals focusedon
price not value
• Prospecting effortsare
ignored
• Follow-up
communications are
flat & valueless
Day in the Life of a Sales Rep using SAVO
12 AM 12 PM7 AM
10:30 AM
to 12:00 PM 2:00 PM
Prospecting
with Digital
Postcards
Prep for and
conducta
first call
Create
immediate
follow-up
proposal
Coaching
reinforcement
for today
Assemble
presentation for
key stakeholder
meeting
9 AM
Stakeholder
meeting
12:05 PM
Engagement
EffectivenessEfficiency
The Right Tasks, Tools, and Coaching
SALES PRODUCTIVITY Software Solutions
SAVO Sales
Accelerator Series
SAVO Sales
Enablement Series
SAVO Sales
Engagement Series
Get Personal. Sell Faster.
100 - 500Marketing Messages per Day
Source: Online Marketing Insights
Executives
We have great
products, services
and solutions!
Sales Reps
11%
of Executives Get Value From Sales Meetings
Source: CSO Insights
7%
of Reps Get a 2nd Meeting
Source: Forrester
80%
of Leads Are Sent Back to Marketing for Nurture
Source: Forrester
35%
of Annual Quota At-Risk
Source: CSO Insights
Strategy to Date? …More, Faster, Louder
More Channels
More
Beautified
Information
More Content Bundling
ATTENTION
ENGAGEMENT
PersonalFaceless
Sales Theatre
Introducing SAVO Inspire Digital Postcards
Header, Branding & Headline
Core Content
Personal
Introduction
Call to Action
What GOOD Looks Like
15
Now what?
Automated. Targeted. Consistent. Fast.
Copyright2003
Your projected revenue growth if you
sign by May 1st…2003…huh?
Subject
Matter
Experts
Marketing
Finance
Legal
78%
customize
manually
This is the
solution
we’ve been
looking for
Here’s how I
can solve
your
business
problem
How
targeted
is your
message?
Send. Track. Engage. Sell Faster.
• Instant Notification
• Live Monitoring & Triggers
• Detailed Activity
Results Traditional Inspire
Email Open Rates 3 – 4% 20 – 25%
Time on Message < 1 min > 6mins
Content Consumed < 15% > 60%
Thank you
Formoreinformation
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700

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Engage Your Sellers. Inspire Your Customers (SAVO)

  • 1. Engage Your Sellers. Inspire Your Customers. ChuckDulde,VP,CustomerValue,SAVO Mary Konkol, Sr.Manager,ProductMarketing,SAVO
  • 2. This presentation contains forward-looking statements related to future growth and earnings opportunities. Such statements are based upon certain assumptions and assessments made by management in light of current conditions, expected future developments and other factors it believes to be appropriate. Actual results may differ as a result of factors over which the company has no control. Safe Harbor
  • 3. Are you sure that when your sales reps communicate that they are relevant, unique and memorable in the eyes of your customers?
  • 4. EFFECTIVENESS • Reactive to buyer requests instead of leading • Unclear on political position • Lack a competitive strategy • Lack clear solution differentiation • Ineffective coaching • Ineffective new sales hire ramping EFFICIENCY • Can’t find essential information • Not sure how to respond to a lead • Too many data repositories • Building presentations from scratch • Writing proposals from scratch Typical Sales Productivity Drains ENGAGEMENT • Reps don’t “stand out” from competitors • Poorly communicate differentiation • Proposals focusedon price not value • Prospecting effortsare ignored • Follow-up communications are flat & valueless
  • 5. Day in the Life of a Sales Rep using SAVO 12 AM 12 PM7 AM 10:30 AM to 12:00 PM 2:00 PM Prospecting with Digital Postcards Prep for and conducta first call Create immediate follow-up proposal Coaching reinforcement for today Assemble presentation for key stakeholder meeting 9 AM Stakeholder meeting 12:05 PM
  • 6. Engagement EffectivenessEfficiency The Right Tasks, Tools, and Coaching SALES PRODUCTIVITY Software Solutions SAVO Sales Accelerator Series SAVO Sales Enablement Series SAVO Sales Engagement Series
  • 8. 100 - 500Marketing Messages per Day Source: Online Marketing Insights Executives We have great products, services and solutions! Sales Reps
  • 9. 11% of Executives Get Value From Sales Meetings Source: CSO Insights 7% of Reps Get a 2nd Meeting Source: Forrester 80% of Leads Are Sent Back to Marketing for Nurture Source: Forrester 35% of Annual Quota At-Risk Source: CSO Insights
  • 10. Strategy to Date? …More, Faster, Louder More Channels More Beautified Information More Content Bundling ATTENTION ENGAGEMENT
  • 13. Introducing SAVO Inspire Digital Postcards Header, Branding & Headline Core Content Personal Introduction Call to Action
  • 17.
  • 18. Copyright2003 Your projected revenue growth if you sign by May 1st…2003…huh?
  • 20.
  • 21. This is the solution we’ve been looking for Here’s how I can solve your business problem
  • 23.
  • 24. Send. Track. Engage. Sell Faster. • Instant Notification • Live Monitoring & Triggers • Detailed Activity Results Traditional Inspire Email Open Rates 3 – 4% 20 – 25% Time on Message < 1 min > 6mins Content Consumed < 15% > 60%
  • 25. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700