sales enablement: evolving from random acts to a holistic system

Sales Enablement: Evolving from Random Acts to a Holistic System where is your organization today?

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• What does sales enablement mean today? Trends and challenges

• Stages of the sales enablement lifecycle • The importance of technology and tools for better

alignment and scale • How to calculate payback

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Welcome/Agenda

Speakers

Chanin Ballance President & CEO, MobilePaks

Craig Nelson Founder & Principal, Sales Enablement Group email: cnelson@salesenablement.com www.linkedin.com/pub/craig-nelson/0/10b/8b6

Elizabeth Fox Senior Sales Enablement Manager, Tripwire

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Sales Enablement Today Trends and Challenges

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A lot of talk about definition…. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.” – Forrester Research

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Right information to the right people at the right time to support business outcomes including…

• Grow revenue organically and through acquisition • Create a consistent way to launch products, as

well as ramp new and current staff • Add new indirect and international sales channels • Scaling systems to support growing business • Integrate processes across the company

Sixty percent of B-to-B companies plan to increase their overall spend on sales enablement in the next fiscal year, and sales enablement tools is the highest priority budget item for them. —2013 SiriusDecisions survey

60%

LinkedIn and Sales Enablement

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2,953 job titles

mention it

30% increase in

job postings

(24 just last week!)

33 Groups 355

company profiles

Profile mentions up 20% since March 2013 —now at 85,929

Trends

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• Buyer is smarter: 70% of the buying process is done prior to speaking with sales rep (Source: SiriusDecisions)

• Sales rep, not sales advisors: 85% said that sales rep needs

the customer more than the customer needs the rep (Source: Sales Enablement Group)

• Reps are unprepared: B2B buyers think 70% of sales reps

are somewhat or completely unprepared to engage with them (Source: CSO Insights)

Organizational Challenges

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• Strategic vs. Random Acts of SE • Informational Overload • Methodical Approach

Stages of Sales Enablement Maturity Where is your organization?

Stages of Sales Enablement Maturity

Using Technology to scale sales enablement

Technology Requirements

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Sales team lacked consistency to position the product and pull prospect through the stages of the sales cycle

Example: $300MM Sales, 400 reps ROI continued

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What to gain • Reduce ramp time • Reduce sales cycle • Increase deal size • Increase win rate

Benefits for Maturing with Sales Enablement

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• A review of sales enablement, trends and challenges • A five step approach to maturity and what this means • The importance of technology and tools for better

alignment and scale • How to calculate payback and the importance of alignment

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Summary

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Q&A

Thank you for attending. Feel free to check out some of our other webinars on sales enablement at: http://mobilepaks.com/events-webinars/.

For more information, contact us at info@mobilepaks.com