3. SalesMethods – Guiding Principles Vision – The SFDC Sales Methodology Mission – Bringing High Performance Sales to SFDC Value – Passion, Expertise, Practical Visionaries Market – SFDC B2B Product – Native SFDC Software & Support services
4. SalesMethods – Drivers Frustration in driving our own businesses From a Consulting beginning – Taku Drivers: Failure of training model Sales Management marginalisation Delivery: Easy to use and engaging Built on acknowledged best practice Integral to current business process Everything you need on line We are a Software Company
5. Why Salesforce.com? Fastest growing CRM solution SFDC customer profile SaaS delivery model Partner strategy - welcoming Force.com development environment
6. SalesMethods – The People Steve Bale – Chairman - an economist who spent his early years in manufacturing and service organisations. Then embarking on a successful career in sales, marketing and general management. Key achievements are founding and growing Oracle's UK application business to £100 million; managing BEA's (fasted ever company to $1 billion) most successful region (Northern Europe) and developing and growing start- ups. He has vast experience in business oversight and has a clear understanding of what is needed to deliver success. Michael Conner: CEO - spent his formative years with Xerox where he was schooled in sales, marketing and general management. He latterly drove strategic change through quality and business transformation programmes. Recently he has operated at Board level in PLC's, driving change and growth on an international basis. He brings the skills, experience and energy to drive SalesMethods to success. Tom Stiling: GM Americas- Tom spent his formative years in the US Marines and has transitioned this discipline and rigour to his sales and general management approach. Holding senior sales and general management roles in early stage companies driving success in Crossview, Lumigent Technologies, EnterpriseDB, Curl Corporation, Bluestone Software, Seer Technologies, Broadway & Seymour. He has also been directly involved in raising over $500 million in funding and taking companies to initial public offering and beyond. Richard Gilder: GM RoW- spent his early years successfully in Xerox sales. Then managing Dell Computers indirect channels in the UK and creating a £100m outsourcing business within the Retail Banking sector. He then moved to the City as a Director of Business Development for a major investment bank. Latterly he has been involved in marketing and selling Open Source databases within a start-up organisation. He is a tenacious and focused experienced sales operator bringing early sales success at SalesMethods. Andy Larter CTO - A first class honours graduate in computer science, Larter is an IT specialist who understands the meaning of delivering business value through systems. He has worked on some of the most complex security and application developments and implementations in the world. He prides himself on delivering quality solutions on time and to budget and has insight into what good IT looks like and what turns software into a real business tool. Dr John Heaford - Head of Sales Methodologies - John holds a PhD in Cognitive Psychology and Computer Based Learning, and a post-graduate Diploma in Business Research. John pioneered the e-Learning concept in the UK and his book, The Myth of the Learning Machine became a standard reference in most British universities for many years. Over the past 30 years John has been responsible for Implementing corporate development programmes, with a focus on Methodologies and Skills for sales managers and all sales and sales support professionals. John heads and drives the methodology and training initiatives which are core to SalesMethods success. Steve Bale – Chairman - Steve is an economist who spent his early years in manufacturing and service organisations. He then embarked on a successful career in sales, marketing and general management. Key achievements have been founding and growing Oracle's UK application business to £100 million; managing BEA's (fasted ever company to $1 billion) most successful region (Northern Europe) and developing and growing a number of start- ups. He has vast experience in business oversight and has a clear understanding of what is needed to deliver success. Michael Conner – CEO Tom Stiling – Americas Richard Gilder – Rest of World Andy Larter – CTO Dr John Heaford – Head of methodologies
8. Continuous Improvement How to do it SalesMethods Impact Salesforce.com What to do Time The ‘How To’, not just the ‘What to Do’
9. The Value Stack SalesMethods Alignment Margin Protection Account Penetration Value Customer Retention Sales Effectiveness Sales Efficiency Time
10. Competing Forces Customers Business Drivers ValuMatrix Mutual Business Value 4x4 Questions -Reputation -Insight -Ambition -Resource Plan2Prosper Strategy for Sustainable Mutual Business Value BlueSpace Opportunity Mapping OrgChart Relationship Mapping Plan2Prosper
11. EnGarde Competitive Analysis ValuMill Proposition Generation 4x4 Questions - Qualification - Justification - Differentiation - Influence Plan2Close Action Plan to Win the Deal OrgChart Relationship Mapping Plan2Close
12. Sales Competency Assessment Kaizen Business Process Improvement Personal Development Plan Analytics Plan2Excel
14. The Dates and achievements June 2009 – SalesMethods Formed August 2009 – Partnership with SFDC October 2009 – Development agreement with COLT March 2010 – First Beta released (P2C) April 2010 – SFDC accreditation and release to COLT November 2010 first general release (P2P & P2C) December 2010 SalesMethods launched May 2011 SalesMethods USA launched Cloudforce 2011 OCP launch January 2012 P2E Launch Dreamforce 2012 Mobile launch
15. The SalesMethods Advantage Native to SFDC Built on world class principles and methods Enthuses the sales team with compelling tools Delivers a common language Aligns your business Gives line of sight and control Empowers Sales Management Improves Forecasting and pipeline quality Optimises key account performance Win more deals and optimise Market Share
The structure of each application is very straightforward.What drives the account development plan (the Plan2Prosper) are sixteen questions organised in 4 groups of four. Each group of four focuses on an essential element of a successful account plan – these being:ReputationInsightAmbitionResourceThe sales challenge is to answer each question positively by satisfying pre-determined criteria.In order to satisfy the criteria objectives are set for each question and tasks deployed that together deliver an action plan – the Plan2Prosper.To help you answer the questions are tools which deliberately reflect world class selling principles. As an example CompetingForces is based on Michael Porters classic piece of work that looks at industry profitability.
The structure of each application is very straightforward.What drives the account development plan (the Plan2Prosper) are sixteen questions organised in 4 groups of four. Each group of four focuses on an essential element of a successful account plan – these being:ReputationInsightAmbitionResourceThe sales challenge is to answer each question positively by satisfying pre-determined criteria.In order to satisfy the criteria objectives are set for each question and tasks deployed that together deliver an action plan – the Plan2Prosper.To help you answer the questions are tools which deliberately reflect world class selling principles. As an example CompetingForces is based on Michael Porters classic piece of work that looks at industry profitability.
We are fans of continuous improvement having lived through Quality in the 80s, business process re-engineering in the 90s and most recently six sigma.Our continuous improvement application, Plan2Excel, looks at both sides of the coin in terms of delivering high performance sales - people and processes.Kaizen tracks key performance indicators and builds plans to improve.Analytics is an aid for root cause analysis.Sales Competency assessment is a 180 review between the sales person and their manager the output of which is personal development plan.
