How to break the status quo barrier (webinar may 1)
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The document discusses sales enablement and provides tools and frameworks to help organizations improve their sales execution. It introduces the SAVO Sales Enablement Maturity Model which evaluates organizations across 12 domains of sales enablement. It then shows how increasing sales enablement maturity can boost an organization's annual revenue growth. The document pitches a free maturity benchmark and also advertises an upcoming marketing and sales messaging conference in Chicago.
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How to break the status quo barrier (webinar may 1)
- 2. Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010
- 3. Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010
- 6. Scientist for Tipping Point Morton M. Grodzins
- 7. What was the difference?
- 8. What the best are doing different
- 9. 65/35
- 10. Make the Status Quo Unsafe
- 11. Don’t Call the Baby Ugly
- 12. Make me Smarter
- 15. 20 Questions
- 16. “While our access to raw information has grown exponentially, our time to process this information has declined rapidly, which has placed an unprecedented premium on the act of meaning-making.” George Dyson (Futurist)
- 17. Risk Aversion
- 18. Are you messaging for a decision?
- 21. Haven’t got time for the pain…
- 23. The pains I’m living with… Are bigger than the pain of change…
- 25. Contrast = Value
- 27. The Hero Model The Hero Model • The world is normal • Something changes • Hero struggles • Enter: the mentor • Hero accepts the quest based on The Hero with A Thousand Faces by Joseph Campbell
- 28. Distinct Point of View
- 30. Distinct Point of View
- 32. Who are you going to be?
- 33. Ma# Guido, Vice President – Alliances & Business Development
- 34. Sales Enablement “ Treasure Island” Benchmark X Maturity $ Map X X X $ Value $$ $$$ X X Blueprint $ Success X $$ $
- 35. What’s In Your Sales ExecuBon Gap? Profitable Growth IniBaBves Sales ExecuBon Buyer Decision Asset Management S CompeBBve Intelligence O Sales Process Messaging CRM C I A Workforce L Go To Market Management Strategy NEW PRODUCT LAUNCH Sales Enablement Program Management Knowledge Management Collaboration
- 36. SAVO Sales Enablement Maturity Model M&A GTM New Product Strategy Launch Workforce CRM Mgmt Asset Knowledge Mgmt Mgmt Comp Msging Intell Social Sales Collab Process
- 37. SAVO Sales Enablement Maturity Benchmark 12 Sales Enablement Domains Compe>>ve Intelligence New Product Launch Messaging Knowledge Management Mergers and Acquisi>ons Sales Process SE Program Management Social Collabora>on Customer Rela>onship Management Asset Management Go-‐To-‐Market Strategy Workforce Management
- 38. The Value of Closing the Gap % Annual Profitable Growth IniBaBves Sales Enablement = Revenue Enablement Revenue Growth High Maturity Mergers/Acquisitions High G E F 15.3 New Products/Services C REVENUE GROWTH A B 11.3 D New Channels/Geographies 7.8 Operational Excellence Low Low MATURITY High
- 39. Free Maturity Benchmark You will receive a free Maturity Benchmark to assess your sales enablement opera>ons.
- 40. Marketing and Sales Messaging Conference CHICAGO, SEPT. 18-20 ONLY $399 1. Marketing Messaging & Content Creation 2. Sales Conversation Delivery Billy Ben 3. Power Coaching Beane Zander Workshop
- 41. Q&A Slides and recording will be emailed to you. Continue the conversation on LinkedIn: http://www.linkedin.com/groups?about=&gid=4101593