The document discusses strategies for transforming a sales organization. It identifies common reasons for needing transformation as underperformance, changes in market dynamics or strategy. It outlines areas that may need to be addressed including customer strategy, channel strategy, product strategy, marketing and sales alignment, sales culture, processes and tools, and performance management. Each strategy is then discussed in more detail with examples of how to define the strategy and potential downstream impacts.
In this article, the authors suggest that sales managers need to realize that not all sales visits to the customers will necessarily create value for the customer. Sales managers need to realize that different sales processes exist when dealing with customers and the key factor determining the sales process is got to be based on how much value a salesperson can bring to the customer. The
authors go on to identify three different types of sales processes and give reasons as to why value based segmentation is the best way to help your salespeople deliver value not just for their customers but also for themselves.
How To Quickly Attract High Value Clients And Create A Group Coaching ProgramKenny Goodman
In this presentation Kenny Goodman reveals his Client Accelerator Formula so you can attract high value clients and leverage your service delivery so you can create more freedom from your business.
This is an overview of a webinar sponsored by the EcSell Institute and LucidEra. It focuses on the 6 Pillars of Sales Productivity and the importance of measurement to sales success in this difficult economy.
8 Critical Success Factorsfor Lead GenerationGil.B
Until now, "lead generation" was associated with direct mail campaigns, sometimes supported by a flashy website, sporadic trade show appearances, intense email blasts or stabs at telemarketing, but with very little, if any, special attention brought to bear on the complex sale.
Meanwhile, marketers are constantly reminded that the company needs more sales leads NOW. Unfortunately, that immediacy often means sacrificing quality for sheer quantity.
A flood of ordinary, low-quality leads doesn\'t mean better sales - so why waste your time? The challenge is to adopt lead generation programs that will increase the odds of creating better sales leads, ultimately resulting in long-term, happy and profitable customers.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
As the VP of Sales, what metrics matter to you and your team? The experts at Base CRM will show you how to turn visual data into actionable insights.
Learn more: http://www.getbase.com
Maximizing service profitability at optimized cost to serve: Next generation ...Genpact Ltd
Stock prices are rising for companies with higher services than product revenue growth, which means that every company should be looking at optimizing their service delivery model for Aftermarket Services (AMS). The proper confluence of people, process, and technology will provide next generation service and business process execution.
In this article, the authors suggest that sales managers need to realize that not all sales visits to the customers will necessarily create value for the customer. Sales managers need to realize that different sales processes exist when dealing with customers and the key factor determining the sales process is got to be based on how much value a salesperson can bring to the customer. The
authors go on to identify three different types of sales processes and give reasons as to why value based segmentation is the best way to help your salespeople deliver value not just for their customers but also for themselves.
How To Quickly Attract High Value Clients And Create A Group Coaching ProgramKenny Goodman
In this presentation Kenny Goodman reveals his Client Accelerator Formula so you can attract high value clients and leverage your service delivery so you can create more freedom from your business.
This is an overview of a webinar sponsored by the EcSell Institute and LucidEra. It focuses on the 6 Pillars of Sales Productivity and the importance of measurement to sales success in this difficult economy.
8 Critical Success Factorsfor Lead GenerationGil.B
Until now, "lead generation" was associated with direct mail campaigns, sometimes supported by a flashy website, sporadic trade show appearances, intense email blasts or stabs at telemarketing, but with very little, if any, special attention brought to bear on the complex sale.
Meanwhile, marketers are constantly reminded that the company needs more sales leads NOW. Unfortunately, that immediacy often means sacrificing quality for sheer quantity.
A flood of ordinary, low-quality leads doesn\'t mean better sales - so why waste your time? The challenge is to adopt lead generation programs that will increase the odds of creating better sales leads, ultimately resulting in long-term, happy and profitable customers.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
As the VP of Sales, what metrics matter to you and your team? The experts at Base CRM will show you how to turn visual data into actionable insights.
Learn more: http://www.getbase.com
Maximizing service profitability at optimized cost to serve: Next generation ...Genpact Ltd
Stock prices are rising for companies with higher services than product revenue growth, which means that every company should be looking at optimizing their service delivery model for Aftermarket Services (AMS). The proper confluence of people, process, and technology will provide next generation service and business process execution.
This presentation will provide excerpts from the new ebook “Promoted to VP of Sales: The Year 1 Toolkit”. The ebook is free and provides symptoms, causes, and cures for why the average Chief Sales Officer only lasts 19 months in their role. Authored by Matt Sharrers and Greg Alexander of Sales Benchmark Index.
Product Marketing Framework for Product or Service LaunchJanet Jaiswal
A framework to launch a product or a service in either the B2B or B2C space. Shows step-by-step what to do and how to prepare to release a product to the market that's successful from the first day.
Also covers 7 lessons learned in launching online products and services in the past.
Management
13 Teams
__
Average talent teams that get along well with each other are more productive than gifted teams that don’t get along. It doesn’t matter how well a team with low emotional intelligence is in control of the numbers. They can’t even decide what to try to do.
14 Stress
___
Difficulties at work and in our relationships put us under stress. Stress makes it difficult for us to find solutions to problems. When we can’t find solutions to problems, we get more stressed. To get rid of this dead end, we need to know how to manage our stressful situations.
15 Marriage
____
The secret of long and happy marriages is sincerity in your feelings. If your marriage was not built on this basis of intimacy from the very beginning, it will begin to crack over the years. Even small problems become unsolvable. You have to be emotionally open at the beginning of the road.
16 Leadership
______
Leadership does not mean dominance. Leading your colleagues to a common goal and making them believe in the reality of this purpose. Successful leaders are those who can keep their team’s motivation alive for many years. You have to make them desire the work to be done.
17. Emotions Are All Normal
___
Anger, hatred, love, happiness… You can understand when and under what circumstances these feelings will emerge by following yourself. You may have these feelings depending on how you interpret the events you encounter. The important thing is to be able to react independently of your feelings. You may find yourself making promises that you cannot keep because you are happy, or you may resort to violence when you are angry.
18/ Being able to Express Your Emotions
____
Not everyone’s level of empathy can be very good. You may be in a difficult situation immediately. You may feel bad, but people may not understand it. In these situations, you may need to express your feelings a little more directly.
19/You Are Not Your Emotions
______
Keep doing what you need to do, no matter how you feel. Success is achieved by people who cannot give up no matter what their feelings and thoughts are. Don’t let your feelings affect your actions.
20/ Timing
__
As soon as you feel a different emotion, try to think before you act. Because emotional intelligence moves faster than rational intelligence, it can make you act irrationally and make you say any unnecessary words.
Thanks for reading
~ 𝗧𝗼𝗻𝗴𝘀𝗮 𝗚𝘂𝘆
Book:- https://amzn.to/3XsVTz2.
13 Teams
__
Average talent teams that get along well with each other are more productive than gifted teams that don’t get along. It doesn’t matter how well a team with low emotional intelligence is in control of the numbers. They can’t even decide what to try to do.
14 Stress
___
Difficulties at work and in our relationships put us under stress. Stress makes it difficult for us to find solutions to problems. When we can’t find solutions to problems, we get more stressed. To get rid of this dead end, we need to know how to manage our
One of the first steps to creating or refreshing your customer success strategy is to develop a holistic segmentation approach that allows you to deliver on customer needs in an affordable way. In this webinar, we'll explore frameworks and benchmarks to help you get started on crafting your strategy.
How to hire a perfect Channel Sales ManagerHireQuotient
1.Define the Role:
Clearly outline the responsibilities and expectations of the Channel Sales Manager within your organization. Consider the specific industry, products, and market you operate in.
2.Create a Job Description:
Write a detailed job description that includes the role's responsibilities, qualifications, expectations, and reporting structure. Be sure to specify whether it's a full-time, part-time, or contract position.
3.Identify Desired Qualifications:
Determine the qualifications you're seeking, including educational background, years of experience, specific industry knowledge, and the type of channel sales expertise required.
4.Utilize Job Posting Platforms:
Post the job opening on various job search websites, industry-specific job boards, and social networks such as LinkedIn. Make sure the job description is clear and compelling.
5.Screen Resumes and Applications:
Review the received resumes and applications to shortlist candidates who meet the basic qualifications outlined in the job description.
6.Conduct Initial Interviews:
Conduct initial phone or video interviews to assess the candidates' qualifications, experience, and suitability for the role. Ensure they have the necessary skills and expertise.
7.Technical Assessment and Sales Simulation:
Consider conducting a technical assessment or sales simulation exercise to evaluate the candidates' technical and sales capabilities.
8.Behavioral Interview:
In-person or video interviews are essential to assess the candidates' interpersonal skills, leadership abilities, and cultural fit within the organization.
9.Reference Checks:
Contact the candidate's references to verify their work history, qualifications, and performance in previous roles.
10.Onboarding and Training:
Provide a comprehensive onboarding process to help the new Channel Sales Manager understand the company's products, culture, and strategic objectives.
11.Continuous Feedback and Evaluation:
Regularly provide feedback and evaluate the performance of the Channel Sales Manager to ensure they meet sales targets and align with the company's objectives.
To read the full article, visit
https://www.hirequotient.com/how-to-hire/channel-sales-manager
Margaret Dawson defines integrated marketing and the required components of an integrated marketing plan. You can use this template to set up your marketing program for success. From performing a market analysis and SWOT to establishing the right strategies and objectives to establishing the right metrics - and then putting an action plan together based on all of that.
How to develop winning business strategy and create company identity. Develops an alternative view at how to conduct market and industry while focusing on how they converge to create opportunities. With this focus companies can look at the future of their industry and develop future state plans through the road mapping process laid out within the presentation.
AI for customer success - An Overview.pdfStephenAmell4
Customer success is a strategic approach where businesses proactively guide customers through a product journey to ensure they achieve their desired outcomes, thereby enhancing customer satisfaction, loyalty, and advocacy. It involves dedicated teams or individuals focusing on customer objectives from the initial purchasing phase through onboarding, usage optimization, and renewal, often utilizing data-driven methods to predict and respond to customer needs.
The relationship between Sales and Marketing is changing. Download our Sales Enablement brief to learn how Marketing can accelerate the transition and transform their relationship with Sales by equipping them with the tools they need to identify and qualify prospects, understand needs, propose solutions and overcome obstacles.
1. Transforming A Sales Organization
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
2. Why is change necessary?
Underperformance or a change of strategy due to market dynamics is often the
impetus for change.
Examples
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
Stagnant or declining
market share
Weak management
oversight and expertise
Value propositions
that don’t resonate with
customers
Channel confusion
Misalignment
of sales and marketing
Poor alignment of
roles & objectives
Lack of visibility and/or
predictability
in sales results
Poor
customer retention
Low
win rates
Lack of
lead generation
capabilities
Time management
Individual Performance
Sub-optimized
cost of sales
Sales process &
CRM adoption
Attracting and retaining top
sales talent
Low rate of
cross-sell
3. Sales Transformation Levers
One or more of these areas may need to be addressed to enable transformation
Customer strategy
Channel strategy
Product strategy
Field messaging (value prop)
Marketing & sales strategy
Develop and execute
sales strategies that align
to business priorities
Vision
Business priorities & macro goal setting
Community. collaboration & transparency
Leadership involvement & visibility
Communications & change management
Establish a strong sales
culture that is reinforced
by leadership
Organization structure & role
Customer/channel alignment
Account planning
Lead generation
Marketing/sales alignment
Engage the customer
with the right resources
and planning
Sales process
Territory/segment management
CRM
Analytics tools
Other enablement tools
Embed the right
processes and tools to
create a repeatable
formula for success
Onboarding
Talent development
Reporting & metrics
Activity management
Compensation &
recognition
Oversee team
performance and
development by setting
and monitoring goal
achievementChristy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
4. A misaligned go-to-market strategy means that we may not be delivering the right products to
the right customers via the right channels. Our strategy must take into account the competitive
landscape and regulatory environment in which we operate, and it should not ignore
downstream impacts to the sales team.
Defining Go-to-Market Strategy
Possible downstream impacts
• Resource deployment
• Customer engagement methods
• Talent development
• Metrics & management
• Motivation
• Supporting tools & technology
Customer
Strategy
Channel
Strategy
Product
Strategy
Sales
Strategy
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
5. Customer Strategy
Hunter Farmer
Segment D
Segment C
Segment B
Segment A
Win
Opportunity
Prospect
Customer
Segmentation
Sales Role
Alignment
Customer
Strategy
Sales
Pipeline
New
Existing
Acquisition
Retention &
Penetration
A
B
Customer strategy in a B-to-B environment relies on a well defined segmentation, sales
role alignment, and our position with current and prospective customers.
Tactics Tailored to
Customer Situation
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
6. Product Strategy
Value
Proposition
Feature
1
Feature
2
Feature
3
Feature
4
• Industry
• Geography
• Size
Considerations for
Product Selection & Configuration
Existing Customers & Prospects
Product strategy involves understanding how your products and services fulfill customer
needs and what customization may be required to address the specific needs of a
given customer.
Selection
Customer Alignment
Configuration
q Option A
q Option B
q Option C
q Option D
Feature 1
Product A
Who we are
What we do
Why we are different
Why it matters
Feature
1
Feature
2
Feature
3
Feature
4
Feature
1
Feature
2
Feature
3
Feature
4
Feature
1
Feature
2
Feature
3
Feature
4
q Product A
q Product B
q Product C
q Product D
q Option A
q Option B
q Option C
q Option D
Feature 2
q Option A
q Option B
q Option C
q Option D
Feature 3
q Option A
q Option B
q Option C
q Option D
Feature 4
• Market dynamics
• Competitive landscape
• Regulatory environment
(for appropriate industries)
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
7. Completion of a channel assessment helps uncover strengths and weaknesses as well
as opportunities to better leverage direct/indirect relationships.
Channel Strategy
Indirect
• What activities does a channel partner perform?
• How is the role of channel partners evolving in this industry?
• How do we work with partners and deliver the right level of support to customers?
• What actions are required to build the necessary relationships with those who influence
customer decision-making?
Channel Assessment
Direct
Product – customized products X X
Product – broad range of products X X
Services – breadth of services provided X X
Access to customers X X
Shares market and competitive info X
Responsiveness to customer needs X X
Conveys our value proposition X X
Transparent interactions with customer stakeholders X X
Risk of disintermediation X
Provides up-to-date forecasting X X
Additional Considerations
Field Sales Third PartyInside Sales
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
8. Relationship Mapping: Target Stakeholders
A relationship mapping exercise begins with an in-depth understanding of key customer
stakeholders, influencers and the networks of our sales and leadership teams.
Sue
Smith
Vice
President
Carol
White
Board
Member
Chris
Jones
Board
Member
Sam
Brown
Vice
President
Joe
Jones
Chief
Execu8ve
Officer
John
Smith
Chief
Financial
Officer
Target
Customer
Key
Influencer
Working
Rela3onship
Network
Rela3onship
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/
9. Thank you.
Please contact me for more information
Christy Aronson
christy_aronson@yahoo.com
www.linkedin.com/in/christyaronson/