Sales Enablement Conference

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For every 650 leads, only 1 deal closes in 19 months, costing $14 million annually for firms with $1 billion in revenue. Sales cycles have been increasing over the last 3 years. According to research, 60% of buying is completed before contacting a salesperson, and 60% of qualified deals end up with no decision. Sales enablement can help address these problems by finding problems with the status quo and positioning solutions, influencing earlier in the buying process through marketing-driven conversations.

Business Education

PRESENTED BY
Sales Enablement
Jon Russo, Moderator
#B2BContentEvent

#B2BContentEvent#B2BContentEvent
For every 650 leads, 1 deal closes in 19 months
Cost of Poor Sales Enablement is $14M annually for $1B
firm
Sales Cycle Times are increasing over last 3 years
Why? Beating the Revenue
Odds
2
Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013

#B2BContentEvent
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Make
Decisi
on
-3 -1 +1 +2 +3-2
Customer Buying Process
60% done with
buying cycle
before contacting
a sales person
Marketing-driven Conversations Sales Enablement
60% of
qualified
deals end up
in NO
DECISION
Sales Enablement

#B2BContentEvent
PROBLEM FINDER
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Make
Decisi
on
“Why Change?” “Why You”
PROBLEM SOLVER
-3 -1 +1 +2 +3-2
• Make the status quo
unsafe
• Define new set of
needs
• Align w/ your
Strengths
• Here are the
problems
• How we solve them
better
• What value you
receive
5
Customer Buying Process

#B2BContentEvent#B2BContentEvent
Sales Process KPI – By Source
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiation
© Copyright 2013 by The Marseli Company, all rights reserved.
All Sources Marketing Sourced
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiatio
n
74% 50%
76% 65%
78% 70%
74% 72%
79% 74%
30% 13%

#B2BContentEvent
6
Q&A
Contact Info
@B2BCMO Jon Russo
@Jill_Rowley Jill Rowley
@FDonny Frank Donny
@TRiesterer Tim Riesterer

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