The document provides strategic tools and frameworks for B2B sales teams to plan and execute sales in a post-COVID digital world with less in-person interactions. It outlines corporate strategy spectrums, dynamic competitive views using VRIO analysis, game theory to understand industry dynamics, persona mapping to understand buyers, and emphasizes adapting sales approaches to the new virtual engagement models. The key message is that these strategic tools can help overcome challenges from less human intelligence gathering by providing insights into customers and competitors in the new digital sales environment.
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
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Revegy and SiriusDecisions, Account Based Marketing and Account PlanningRevegy, Inc.
Key account planning is critical to the success of both sales and marketing – and ultimately the revenue of a company – yet few organizations are doing it the right way. Join Revegy and SiriusDecisions as they discuss the best ways to prioritize and determine key accounts and execute on strategies to market, sell and maximize engagement with your best customers.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
How to Overcome the Biggest Challenges Facing Ecommerce BusinessesRevenueWire
The ecommerce landscape is constantly evolving. Everything from new payment methods, billing models, partnership arrangements and innovative revenue sharing applications, when managed effectively, can increase the bottom line for organizations. This SlideShare explores common pain points felt by growing ecommerce businesses and how to overcome them.
Years of SiriusDecision research prove that B2B organizations with an aligned revenue engine grow faster and more profitably than their peers. Not coincidentally, the number of B2B professionals whose job titles include the word “revenue” is surging, because focusing on revenue signals an enlightened view of alignment.
The question is, what does this shift really mean when it comes to cross-functional execution? Fully realizing the benefits of revenue engine alignment has made Revenue Operations the new mandate for companies that want to outperform their peers.
In this presentation, Dana Therrien will explain why Revenue Operations isn’t just a title or an organizational structure; it's a mindset and strategy for the next phase of B2B growth. If you're a sales and marketing operations leader, don't miss this important discussion to:
- Understand what Revenue Operations means, what’s driving the trend and why now?
- Learn the benefits of a Revenue Operations approach and the impact on operational functions within your organization
- Learn diagnostics and actions your organization can take to implement a Revenue Operations approach
2nd Annual State of Revenue Operations ReportSales Hacker
What You'll Learn
- The current state of RevOps (survey results from 2,462 B2B practitioners!)
- The biggest challenges & barriers that hinder companies transitioning to revenue ops for the first time
- The steps companies are taking today to fix the customer journey & deliver a unified customer experience across their go-to-market teams (sales, marketing, customer success, and operations)
- Real-world examples & stories “from the field”, from world-class RevOps executives and practitioners
https://www.saleshacker.com/lp/2nd-annual-revenue-operations-report/
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Learn how to accelerate sales velocity and close more deals faster. This webinar covers the definition of sales velocity, factors that affect it, as well as tips on what you can do right now to increase your own company’s revenue growth.
A startup. SMB. A long-standing corporation. It doesn’t matter. You got sales objectives you gotta meet and the majority of sales goals include more deals closed in a shorter time frame. This is also known as sales velocity.
But how can we accelerate sales velocity? And how can we define it first?
Sales velocity is a sales metric. It explains the amount of revenue you can probably close on a particular day. In essence, the higher your sales velocity, the quicker your business growth.
Webinar covers three reasons why Sales Velocity is your key metric, five key reasons why your Sales Pipeline is slow, 11 different strategies for improving the Revenue Growth, and nine Closing Tactics to improve Sales Velocity.
SiriusDecisions Sales Enablement Market and Trends Survey RevealedSAVO
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Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
360insights' Webinar: 8 Essentials for a Successful MDF & Co-Op Marketing Pro...360insights
How can we as incentive program managers increase channel satisfaction with our MDF and Co-Op marketing efforts? Diane Krakora, CEO of Partner Path and 360insights' VP of Alliances, Steven Kellam recently got together to shed light on this very topic. We had so many questions that the webinar went quite a bit over its allotted time window, but that's good – it shows that channel marketing professionals are engaged. They want to know more, and they want to do better work. You can watch the replay of the webinar in its entirety by searching for the blog post on our site of the same name as this deck.
If an agency wants to innovate continuously its service offering, the role of a product owner is essential. We shared our current knowledge of how we have implemented the role of a product owner within Digital Marketing agencies.
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
Revegy and SiriusDecisions, Account Based Marketing and Account PlanningRevegy, Inc.
Key account planning is critical to the success of both sales and marketing – and ultimately the revenue of a company – yet few organizations are doing it the right way. Join Revegy and SiriusDecisions as they discuss the best ways to prioritize and determine key accounts and execute on strategies to market, sell and maximize engagement with your best customers.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
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The ecommerce landscape is constantly evolving. Everything from new payment methods, billing models, partnership arrangements and innovative revenue sharing applications, when managed effectively, can increase the bottom line for organizations. This SlideShare explores common pain points felt by growing ecommerce businesses and how to overcome them.
Years of SiriusDecision research prove that B2B organizations with an aligned revenue engine grow faster and more profitably than their peers. Not coincidentally, the number of B2B professionals whose job titles include the word “revenue” is surging, because focusing on revenue signals an enlightened view of alignment.
The question is, what does this shift really mean when it comes to cross-functional execution? Fully realizing the benefits of revenue engine alignment has made Revenue Operations the new mandate for companies that want to outperform their peers.
In this presentation, Dana Therrien will explain why Revenue Operations isn’t just a title or an organizational structure; it's a mindset and strategy for the next phase of B2B growth. If you're a sales and marketing operations leader, don't miss this important discussion to:
- Understand what Revenue Operations means, what’s driving the trend and why now?
- Learn the benefits of a Revenue Operations approach and the impact on operational functions within your organization
- Learn diagnostics and actions your organization can take to implement a Revenue Operations approach
2nd Annual State of Revenue Operations ReportSales Hacker
What You'll Learn
- The current state of RevOps (survey results from 2,462 B2B practitioners!)
- The biggest challenges & barriers that hinder companies transitioning to revenue ops for the first time
- The steps companies are taking today to fix the customer journey & deliver a unified customer experience across their go-to-market teams (sales, marketing, customer success, and operations)
- Real-world examples & stories “from the field”, from world-class RevOps executives and practitioners
https://www.saleshacker.com/lp/2nd-annual-revenue-operations-report/
B2B SaaS Revenue Growth: How to Accelerate Sales VelocityNemanja Zivkovic
Learn how to accelerate sales velocity and close more deals faster. This webinar covers the definition of sales velocity, factors that affect it, as well as tips on what you can do right now to increase your own company’s revenue growth.
A startup. SMB. A long-standing corporation. It doesn’t matter. You got sales objectives you gotta meet and the majority of sales goals include more deals closed in a shorter time frame. This is also known as sales velocity.
But how can we accelerate sales velocity? And how can we define it first?
Sales velocity is a sales metric. It explains the amount of revenue you can probably close on a particular day. In essence, the higher your sales velocity, the quicker your business growth.
Webinar covers three reasons why Sales Velocity is your key metric, five key reasons why your Sales Pipeline is slow, 11 different strategies for improving the Revenue Growth, and nine Closing Tactics to improve Sales Velocity.
SiriusDecisions Sales Enablement Market and Trends Survey RevealedSAVO
This presentation unveils SiriusDecisions’ recent sales enablement survey results, including trends and best practices to keep in mind as you look to improve sales productivity in 2014 and beyond.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
360insights' Webinar: 8 Essentials for a Successful MDF & Co-Op Marketing Pro...360insights
How can we as incentive program managers increase channel satisfaction with our MDF and Co-Op marketing efforts? Diane Krakora, CEO of Partner Path and 360insights' VP of Alliances, Steven Kellam recently got together to shed light on this very topic. We had so many questions that the webinar went quite a bit over its allotted time window, but that's good – it shows that channel marketing professionals are engaged. They want to know more, and they want to do better work. You can watch the replay of the webinar in its entirety by searching for the blog post on our site of the same name as this deck.
If an agency wants to innovate continuously its service offering, the role of a product owner is essential. We shared our current knowledge of how we have implemented the role of a product owner within Digital Marketing agencies.
My recommendations on how senior marketing leaders can increase the credibility/value of marketing and transform their organizations from being tactical & reactive to really strategic. It cuts through the marketing hype and gives real life examples from my time as CMO of Colt (FTSE250 IT/Cloud) and more recently as a strategic marketing consultant
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
This presentation was presented at #CustomerAnalytics Conference, Chicago 2014 by Maruti Peri, VP Sales.
BRIDGEi2i helps businesses extract each ounce of loyalty in today's “Age of the Customers” as customer loyalty keeps fighting an uphill battle with increased product choices and proliferation of prospective client information. To know more about BRIDGEi2i Customer Intelligence Solutions, visit http://www.bridgei2i.com/customer-intelligence.html
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Digital Marketing and Lead Generation for Startups. Focused on online lead generation, but also covering Outbound lead generation processes. Covers identifying target buyers; value proposition; website design for lead generation; content marketing; paid online ads; Search Engine Optimization, email marketing, social media marketing. Describes key steps in Outbound lead generation too - prospecting, prospecting tools, initial email contacts, follow-up and conversion.
This presentation outlines the growing differences between sales and marketing strategies that most B2B organizations are missing out. Poorly defined strategies, agreements and marketing-to-sales efforts are creating a deep impact on communication and collaboration to generate successful sales. As a result purchasing cycles of customers are taking time. Sales and marketing teams should come together to produce strategically combined efforts to generate effective networking among themselves. Here are the three effective strategies to align sales and marketing process to enable harmonious sales and marketing alignment. Read on.
Business Growth By Customer Acquisition and Loyalty MarketingAutoSyndicationUSA
The purpose of the Dynamic Growth Concepts is to help business owners and leaders hurdle the many stumbling blocks that impede progress and, all too often, knock
businesses and organizations completely out of the race. The most daunting obstacle blocking the path to success is what I call the cold, hard truth.
Call Mark @ Dynamic Growth Concepts because I want to help you learn the truth,
Organisations that thrive are putting their customers in the driving seat, delivering greater value and ensuring an easy, delightful customer experience, leading to an expanding and loyal customer base and improved, continuous profits.
"Over 50% of acquisitions had prior partnership relationships!"
Whether you are seeking to be acquired or to partner for revenue growth, the process is similar, a Partnering Process.
Better to be approached to be bought than to actively sell your company.
How do you do it?
Want to grow the 'Strategic Value' of your business?
Learn how to Increase your: ● Attractiveness ● Potential ● Revenue growth
While increasing your shareholder value!
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Post COVID B2B Sales Planning and Execution
1. Post COVID
Sales Planning and Execution
Strategic Lens and Tools for Achieving Success in a Digital world
2021
2. Sales - Origin
Today
Today
Proto-Germanic
source “salo”
1910
”Sales Representative”
Scandinavian source
such as Old Norse sala
1866
Word “Sale” Appeared in Text
Old English word
“sala - a sale”
Sale is a commitment between the buyer and the seller for a commodity to be exchanged for monetary consideration
Today - Sales as a skill is a Commodity
3. B2B Sales Value Chain
Stakeholder & Activities
Gather
Intelligence
Design
and Build
Pricing
and Position
Engage Prospective
Buyer Sell Deliver
Service
Post Delivery
Marketing
and Presales
Product and
Marketing
Marketing
and Finance
Sales, Presales
and Marketing
Sales and
Presales
Delivery
and Product
Delivery
and Support
Expenses
Revenue
Activities
Stakeholders
Business to Business Sales Value Chain
Feedback
to Innovate
Marketing
and Product
4. Post COVID
Dynamic Demand Profile Impact
B2B Sales
• Enable Remote and Virtual Sales
• from 10% to > 35% virtual engagement on the rise
• field sales sentiment dropped to 42% from 63%
• Enable Sales Analytical Capabilities
• focus on quality than volume of pipeline
• historical analysis is of little help
• Buyers need more help
• because they are struggling with new engagement
• need discovery and dialog from sellers
• Buyers are revising the buyers map
• catering for change in engagement model
• Buyers risk appetite has jumped from 20% to 33%
• trying new revenue generation channels
• resilience and continuity of operations driving the rollout
• ex digital workplace or securing remote working
• Marketing team is in a state of flux on how to position
• because engagement model has changed
• Sellers need to prepare demand profile and validate it with buyers
• because future is uncertain and no one knows what is ahead
• collectively walkthrough short, mid and long term needs
• get commitment to ongoing initiatives
• Domain Skills in Demand
• automation, cloud, agile delivery via Scrum and DevOps
Source: HBR, Gartner, Sales Academy, Forrester, Mckinsey, Forbes, BCG
Pre COVID
During &
Post COVID
Virtual Sales
Engagement
10%
35%
Buyers
Risk Appetite
20%
33%
5. • Economic activity is subdued, demand profile is skewed, slow recovery to begin in
next 1-2 quarters
• Sales Team to chase Need and Quality Based Rev.
• Sales based Revenue to be a no go zone
• Decoder & Yes Man type sales rep will do well
• Trusted advisor will prepare for pent up demand
• Sales rep with below par performance in past will struggle to survive, most reps will
miss targets
• Economic activity to rise sharply with pent up demand
• Some verticals to have “V” shape recovery
• Sales Team to chase Need and Sales based revenue
• CX is non negotiable for portfolio mix
• Consensus Builder and Decoder will do well
• Trusted Advisors to facilitate in meeting pent up demand
Low High
What
Sales
How
Product
Features
Differentiation
Sales Experience
Commercial Insight
Pre Covid
Post Covid
During
Pandemic
• Economic activity was upbeat, demand profile was bullish
• Sales Team chased Sales based and CX based revenue, suffered in quality
• Need based Revenue became 2nd
priority
• Consensus Builder and Yes Man type Sales rep
in respective zones did well
• Trusted Advisor created new territories
• Sales rep with below par performance survived
or shielded
Source: Gartner, Sales Academy, Forrester (Death of A B2B SalesMan), HBR, BCG
§ Ongoing pandemic has created a challenge for B2B Sales
Team in positioning their offerings, to go for innovation
or align with conserve cash sentiment.
§ By analysing What vs How Sales are executed, Sales
team can elevate the Sales and Buyers Experience with
Commercial Insights and instilling Confidence and
making it simpler and easier for Buyers to Buy.
Buyers
Experience
Ease
Solution
Aggregate
B2B Sales – Post COVID
Driving Acceleration
6. Post COVID
Key Strategic Tools for Sales Planning and Execution
Smarter Ways of Working in a Digital World
7. Strategic
Canvas
Corporate Business Sales
Post COVID Strategic Tools
Sales Account Planning and Execution
Corporate
Strategy
Spectrum
Dynamic
Competitive View
– VRIO
Persona
Mapping
Game Theory
Key Message
• In a Post COVID World, the interaction between Sellers and Buyers has moved from
in-person to online or video or a digital platform. It's paramount; Sellers adapt to this
new engagement model.
• Sellers and Buyers can leverage the following strategic tools to overcome the lack of
human interaction driven intelligence gathering and planning.
8. Conglomerate
Corporate Strategy Spectrum
Business
Strategy
Investment
Strategy
Corporate Strategy
Sharing of
Activities
Transfer
of Skills
Manage Uncertainties
Low Cost, Low Value
Exploit Uncertainties
High Cost, High Value
Restructuring
Portfolio
Management
• Corporate Strategy – ABC.. leverages Portfolio Management to grow its conglomerate
• Scope of business - Predominant (95%) focus on Retail Industry
• Nature of Resources - General instead of specialised
• Control – Financial is applied as it’s a mature business and uncertainties can be managed
• Corporate Office Size - Small
• Integration – In the mass grocery retail industry there is a move to be vertical so that cost and 3rd party contracts
can be managed. In other areas its horizontally integrated
• Online and Mobility – Leveraging economies of scale to reach and respond to changing customer behavior and
needs, online and mobility enablement has been provisioned
ABC…
Key Message
• Corporate Strategy Spectrum is the starting point for preparing any sales account plan.
• This will enable the Sellers to know how an organisation operates in that industry, where they are
heading in the future, and how the power structure works when it comes to execution.
• It can reduce the need to meet people in-person to know how the power structure works.
9. Competitive Advantage
Dynamic View
Resource/
Capability
Valuable Rare
Difficult
to Imitate
Difficult to
Organise
Competitive
Consequence
Performance
Core
Supply Chain
Competitive
Disadvantage
Comprehensive
Offerings
Market Share
Temporary
Competitive
Advantage
Above normal
Innovation Above normal
Brand Image
Competitive
Parity
Normal
Product pricing Below normal
Key Message
• Sellers needs to get a Dynamic
view of the Competitive Landscape
to know the market and its buyer's
position in the market.
• Since this is a Dynamic view
compared to the static view of
SWOT, this enables Seller's to
prepare their business plan and
focus on areas where they can
penetrate and compete.
10. Game Theory
Industry Interplay
30,70
20,70
25,70
Tesla Volkswagen GM Toyota
Tesla
Volkswagen
GM
Toyota
How to Find and Manage the
Market Equilibrium
?
Key Message
• Game Theory analysis is vital to know the next strategic move of Buyer and how the
market forces and their competition will respond.
• This analysis is key for predicting Buyers strategic direction, their spending profile for
CAPEX & OPEX.
• Knowing this will enable Sellers to target the wallet share of their Buyers.
• Buyers can embrace this view for a go-to-market plan or make a decision tree for a go-
no-go decision.
11. Sales Planning
Persona Mapping
Element
Behaviour in Sales
Fire
Action
Earth
Calm and Stable
Air (Wood)
Resourceful
Water
Emotional
Space (Metal)
Perfection
Buyer bold, data driven
relentless,
strategic
journalist in action price peddler
seeking
excellence
Seller
rainmaker, the lone
wolf
advisor,
bondsman
broker, challenger turtle in action advisor
Upside
passionate,
charismatic
determined,
patience
creative, intellectual storyteller
logical,
organised
Downside
Impulsive,
undiplomatic
lazy, deceptive
wasteful, take credit
of others
oversensitive, poor
decisions
deceptive,
arrogant
Risk Appetite high moderate high extreme consider
Win Desire high high extreme moderate moderate
Deal Loss loses cool
confusion,
worry
passes the blame cry, isolates aloof, denial
Engagement Style top down bottom up top down bottom up hybrid
Sales Approach hunting farming hunting farming farming
Comms Style
swift, visuals &
data driven
slow, structured swift, argumentative expressive, soft
emotionless,
clarity
Negotiation Style competitive accommodative collaborative avoiding
Deal Preference short term long term short term long term long term
Procurement decentralised centralised decentralised decentralised centralised
Marketing Control annual plan efficiency strategic profitability strategic
Individual Collective
Receptive
Sales
Engagement
Expressive
Turtle in Action
Water
Broker
Air
Sales Rep
Advisor
Earth
Rain Maker
Fire
Metal
Key Message
• Without the intelligence of the Buyer's persona, the sales execution effort will be challenging and
profoundly inefficient and ineffective.
• In a Digital World, it reduces the need for in-person interaction for knowing your Buyer's preference.
• Persona mapping is vital in addressing the risk of losing a sales representative.
12. My upcoming Book is Available for Pre Order at - Amazon.com
30% of Sale Proceeds will go to
The RCH Foundation
13. End of Document
Thank you
Disclaimer: This presentation acknowledges and gives credit to the work of others. Necessary validation has been taken to avoid copyright infringement.
Any instances that violate terms can be removed when notified. All discussed thoughts & opinions are my own & not that of my employer or others
parties.
Mr Vishal has more than 21 years of experience in Business and IT Advisory, focusing on providing advisory services to clients, securing lucrative
client engagements, and ensuring successful business transition. An able strategic advisor & business evangelist enthused by the potential of new
emerging business trends and technologies to deliver expandable and streamlined business solutions with a greater return on assets and investments.
Vishal provides commercial insights with a focus to create new growth areas and untapped market segments.
For further information or feedback, please contact:
Name: Vishal
Linkedin: http://au.linkedin.com/in/sharmavishal01