It’s 2017. Why Are You Still Selling Like it’s 1986?
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The B2B World is Changing. How has the B2B world evolved and what’s been the impact for Sales Execs? Can you really stay competitive today if you haven’t upgraded your sales methodology and processes?
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It’s 2017. Why Are You Still Selling Like it’s 1986?
- 1. #AccelerateQTC Brion Schweers - May 3rd, 2017 Katy Rudd It’s 2017, why are you still selling like it’s 1986
- 2. Vice President and General Manager, CPQ Solutions Brion Schweers
- 12. “Digital transformation has created unique marketplace challenges and opportunities, as organizations must contend with nimble competitors who take advantage of the low barrier to entry that technology provides” Rhys Grossman. "The Industries That Are Being Disrupted the Most by Digital" 2017-01-12
- 13. My Guiding Principles for a Successful Transformation Configure Deals, Not Products Buyer Focused, Not Sales Focused Manage Business Outcomes, Not Processes Real-time Recommendations, Not Just Static Rules Machine Entry, Not Manual Entry
- 14. APTTUS Unique Capability The Transformation Maturity Curve TODAY QTC Process Automation PROCESS Incentives to Optimize Behavior BEHAVIOR Machine Driven Insights to Maximize Outcomes INTELLIGENCE Deal Size
- 15. QUOTE CONTRACT REVENUEOPPORTUNITY ERP INTELLIGENCE BEHAVIOR PROMOTIONS COMMISSIONS REBATES X-AUTHOR PROCESS CONTRACT MANAGEMENT CONFIGURE PRICE QUOTE DEAL MANAGEMENT OMNI-CHANNEL E-COMMERCE ORDER MANAGEMENT BILLING MACHINE LEARNING Hi, I’m Max… How can I help you? Apttus Quote-to-Cash Built on the Apttus Intelligent Cloud™
- 17. Principal Sales Engineer Katy Rudd Demonstration How Apttus Quote-to-Cash supports the Subscription Economy
- 18. +28% Quote Quality Sales +7% Average Percentage Improvements Reported by Apttus Customers +26% Faster QTC Cycle +23% Faster Time to Quote +21% Reduced Rogue Discounting +11% Deal Closure Quote Volume +8% Deal Size +6% Win Rate+11% Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary. Apttus Configure Price Quote (CPQ) Increases Sales Revenues
- 19. Where are You on this List?
- 20. Sales Executive Track Sessions Vince Bryden - CRM for the Quota-Busting Sales Executive John Bruno – Supporting the Modern Sales Engagement Tom Banton, Steve Kretchman – Inspire to Transform… Michelle Asselin – Speed up your Deal and Optimize your Forecast Steve Sanders – Why Conventional Sales Tactics Kill Deals Greg McLaughlin – Achieve sales transformation and deliver overwhelming benefit Louis Columbus, Blake Williams, Frank Sohn, John Narbaitz – Why Omni channel should be your new best friend Ken Kroque – The Science of Sales Transformation Ravi Thota - Driving the Future of Digital Entertainment Amy Slater – Transforming hearts, minds and wallets are the keys to sales success Matt Amundson – Selling has evolved to focus on Account- level service from Day One
Editor's Notes
- I am the VP and GM of CPQ at Apttus and have been in the CPQ space for about 30 years.
- This slide is intended to be used by Product Managers and other employees approved to be discussing upcoming features and conveying roadmap items. If you will be discussing future releases, product roadmaps or demoing non GA functionality this slide should be inserted at the front of your slide deck in customer facing scenarios. This slide text should not be altered, however anyone using this slide does not need to cover the text on the slide word for word. A simple statement referencing safe harbor as it pertains to any forward looking statements that might be made during the meeting and that Apttus is providing any info in accordance with Safe Harbor statements on the slide.
- 1986 was a memorable year for me.
- I was honorably discharged from the US Army…
- …and started my career in sales - Selling paper!
- We sold lots of paper….
- … and we used lots of paper to sell paper.
- But then came the paperless revolution and companies like “Dunder Miflin” and their employees had to reinvent themselves…
- … I moved into various consulting roles and began helping people use technology to modify their processes and adapt to the competitive pressures they were faced with.
- The paperless revolution evolved into the digital transformation and many more businesses were affected by the change and the change was much larger than adapting to a paperless society. It was about using the digital information that was now available as a strategic weapon. In the analog world the only way to get this type of data was to research paper files and create massive spreadsheets. Now this information was “born digital”…
- So, these are my 5 guiding principles to ensure a successful transformation to the digital age: Early CPQ products were focused on companies that sold complex products, but today it’s the deal that is complex and a modern CPQ solutions must support that shift B2B sales has moved from sales focused activities to buyer focused activities. The internet has empowered buyers to engage you much later in the cycle. Your tools must be able to track that activity, so that your reps can align with the buyers stage in the sales cycle and not frustrate the buyer by sharing information that they have already collected, or contradicting what they have already learned The buyers are looking for results, focus on business outcomes rather than following a process – be a challenger! The abundance of digital information powers machine learning, which enable real-time recommendations on products and pricing Virtual assistants are becoming mainstream – they can reduce the cost of sales and increase the time the reps spend in the field
- … and this on provides a good example of how Apttus can help you with the transformation.
- It’s 2017 and the world has changed – we are rapidly moving to a subscription economy where anything can be sold as a service. At the same time new technologies are expanding and being adopted into all aspects of the quote to cash process. As Sales Leaders we must embrace these changes and challenge the norms to ensure the success of our teams and the company at large
- I am the VP and GM of CPQ at Apttus and have been in the CPQ space for about 30 years.
- In closing, I want to ask you where are you on this list? Its clear that executives across all industries are experiencing some level of digital disruption. As a result this is a key them for us this year in the sales executive track...
- We have assembled a diverse set of thought leaders and executives to share their knowledge and experiences with you.