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Equipping(Your(Sales(Team(For(
Peak(Performance(With(Mobile=
Enabled(&(Integrated(Sales(
Resources((
#PeakPerformance,
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#PeakPerformance,
Follow,this,webinar,on,LinkedIn,&,Twi:er,
#PeakPerformance,,
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About,Demand(Gen(Report(
@DG_Report http://linkd.in/DG_Specialists
• Launched,in,2007,to,track,best,pracAces,in,lead,generaAon,
• Newsle:er,has,grown,to,more,than,26,000,readers,
• We,also,offer,a,menu,of,research,and,best,pracAces,reports,,
• New,audio/video,podcasts,at,DemandGenReport.com,
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#PeakPerformance,
Panelists,
Joe,Galvin,Chief,Research,Officer,Miller(Heiman(Research(InsEtute( ,(
MODERATOR:,Ma:hew,McKenzie,,Editor,,Demand(Gen(Report(
Emily,Shorter,Manager,,Industry,and,SoluAons,MarkeAng ,MicroStrategy((
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T h e N e x t L e v e l o f T r a n s p a r e n c y
A p r i l 2 8 , 2 0 1 4 J o e G a l v i n
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Decision Making
What,we,know:,,,\,50/50,
probability,
What,we,think:,,,\,I,always,pick,heads,
New$informa,on:$$$3$straight$tails$
Decision:,………?,
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What We Know and What We Think
InformaAon,and,Data,\,What$we$know%,PerspecAve,and,Knowledge,\,What$we$think(
When,we,add,to,what,we,know,,,,we,expand,our,perspecAve,of,what,we,think(
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Adding to What We Know
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Examples Exist Everywhere
Replaced,Baseball,Scouts,Judgment,with,,Facts,
“21”,MIT,Math,PhDs,,Crack,the,Card,CounAng,Code,
Wearable,Technology,
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Auto Analytics
…discipline of auto-analytics—the practice of voluntarily collecting and analyzing data about oneself in order to improve.
…with$wearable$devices,$mobile$and$computer$apps,$and$sophis,cated$data$visualiza,on…$monitor$our$office$ac,vity$…use$that$informa,on$to$make$beAer$choices$about$where$to$focus$our$,me$and$energy$
“effort,at,self\awareness”,
Source:,H.,James,Wilson,,Senior,Researcher,at,Babson,ExecuAve,EducaAon,,,,
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The Next Level of Transparency
Behavior$Modeling$
Funnel$Confidence$
The,Next,Level,of,Transparency,
Fuzzy$Funnels$
Outcomes,
Anecdotal$Percep,ons$
AcAviAes,
Miller$Heiman$Research$Ins,tute$Research$Note:$$Strategic$Themes$2014:$The$Next$Level$of$Transparency$
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The Next Level of Transparency
! Adds Precision to Customer Management - Accurate,Forecasts,- Funnel,Confidence,
! Allows the Sales Leader Greater Insight to Sales Behaviors - ConnecAng,Behaviors,,AcAviAes,and,Messages,with,Results,- Capture,Sales,ProducAvity,as,a,FuncAon,of,Effort,and,Outcome,
! Empowers Sales to Re-gain Control - Rapid,learning,through,shared,experiences,and,knowledge,
• Knowledge$Exchange,- Calibrated,standards,for,opportunity,modeling,
• Qualifica,on$Criteria$• Conversion$rate$by$sales$stage$• Sales$cycle$length$by$sales$stage$
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2014 Strategic Theme: The Next Level of Transparency
Sales Operations Customer Management
Sales Training Frontline Sales Manager
Sales Enablement Knowledge
Exchange
Sales Technology Social
Platform
Funnel,,Confidence,
Behavior,Modeling,
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The Levers of Productivity
Sales,Management,Channel/Region/Segment$
Sales,Manager,Frontline,$Quota$Bearing$
Salesperson,Field/Inside/Channel$
Chief,Sales,Officer,Revenue,$Expense,$Marketshare$
Sales(Performance$
Sales,OperaAons,Territories,$Metrics,$Comp,$Quota$$$$$$
Sales,Training,Process,$Skills,$Product,$New$Hire$
Sales,Enablement,Leads,$Knowledge,$Message,$Tools$
Sales,Technology,SFA,$Apps,$PlaXorm.$Mobile$
Infrastructure(Produc,vity$
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Strategic Infrastructure
Sales(Technology(SFA$ Learning$ Content$
Computer,,Tablet,,Smartphone,,,,,,,,,,,,,,,,,,,,,,,,,,,(((((((((((((((((Mobility,,CollaboraAon,,IntegraAon,,(
OperaEons(Market,assessment,,coverage,model,,territory/role,
definiAons,,quota,management,,
compensaAon,,funnels,,forecasts,,producAvity,,metrics,,reporAng,,
analyAcs,,
Where,We,Sell, How,We,Sell,
Training(Process,and,methodology,,
skills,,tacAcs,and,techniques,,
sales,mgmt.,,coaching,new,hire,producAvity,,market,,compeAtors,
,
Enablement(Value,,FAB,,posiAoning,,
comparaAve,,strategic,roadmap,,ROI/TCO,,
documents,,playbooks,,
presentaAons,,rich,media,,webinars,,virtual,events,,community,
,
What,We,Sell,
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9%, 7%,11%,
4%,
15%,
7%,
22%,
9%,
27%,
39%,
15%,35%,
0%,
20%,
40%,
60%,
80%,
100%,
<100%,Forecast, 100%+,Forecast,
91\100%,81\90%,71\80%,
Forecast Accuracy
Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$
Those that have strong forecasts for 2013 report higher accuracy
42%(greater$than$80%$
74%(greater$than$80%$
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Confidence in Funnel/Opportunity Data?
Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$
Organizations on track to achieve plan also have higher confidence in their opportunity data
22%,
12%,
22%,17%,
22%,
5%,<100%,Forecast,
10%,
12%,
14%,
20%,
20%,
14%,
100%+(Forecast,
<50%,
51\60%,
61\70%,
71\80%,
81\90%,
Funnel(Confidence((of,70%,or,greater,
44%,
Funnel(Confidence((of,70%,or,greater,
54%,
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©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 18,
2014 Strategic Theme: The Next Level of Transparency
Sales Operations Customer Management
Sales Training Frontline Sales Manager
Sales Enablement Knowledge
Exchange
Sales Technology Social
Platform
Funnel,,Confidence,
Behavior,Modeling,
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©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 19,
Building Blocks of Sales Enablement
Knowledge,Access,
InformaAon,Portal,
Content
Knowledge,Planorm,
Knowledge,Exchange,
Learning,Planorm,
CollaboraAon,Planorm,
Knowledge
Knowledge,Transfer,
InteracAve,
InformaAon,Center,
Information
Miller$Heiman$Research$Ins,tute$Research$Note:$Sales$Enablement:$Knowledge$Exchange$PlaXorm$
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Back to the Future
Tom,Siebel,–,Michael,Malone,1996,
….most,sales,force,automaAon,tools,don’t,work.,
….most,sales,force,automaAon,tools,on,the,market,do,nothing,to,help,the,salesperson,sell.,
….to,date,,most,of,the,applicaAon,of,computer,technology,to,the,selling,process,is,not,for,the,benefit,of,salespeople,,but,for,sales,management.,It’s,about,control.,,
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Increasing Levels of Transparency
Paper,Form,1984,
Spreadsheet,1990,,
Client,Server,1996,
On,Demand,2004,
SFA$Market$2012:$$4.7$billion$
Deploy,new,CRM,System,
22%, 53%, 25%,0%, 20%, 40%, 60%, 80%, 100%,
Completed,in,2012,or,prior,
2013/2014,
Not,planned,or,in,place,
Miller$Heiman$Research$Ins,tute$Research$Note:$Sales$Force$Automa,on$Transi,on:$Time$to$Transform$
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Visibility$and$Transparency$_$Reports$and$Dashboards$$
Sales(Force(AutomaEon:(Next(GeneraEon(
Sales Force Automation: Next Generation
SFA(
(FoundaEon(,
Accounts,,Contacts,
OpportuniAes,,
Funnel/Forecast,,
Territories,Sales,Hierarchy,
ICM(–Sales(
CompensaEo
n(,
Comp,Plans,,
CrediAng,Rules,,
Quota,Mgmt.,,
Commission,Statements,
Methodology(
AutomaEon(,
Account,Plans,,
Opportunity,Plan,,
Coaching,,
Team,Selling,
,AnalyEcs(
,Historical,Data,,
Capture,,,
PredicAve,,Modeling,
,ProducAvity,Metrics,
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Customer Management System
CRM/SFA,Internal,Data,Systems,MarkeAng,,Finance,,HR,
Knowledge,Exchange,Strategy,,Message,,Knowledge,
Data,
CollaboraAon,
Device,Laptop,(air),,Tablet,,Smartphone,
Mobile,
ApplicaAons,
App,
App,
App,
App, App, App, App,
Miller$Heiman$Research$Ins,tute$Research$Note:$Sales$Technology:$Accelera,ng$Change$
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Choose Wisely…
When,we,add,to,what,we,know,,,
we,expand,our,perspecAve,of,what,we,think(
The,Next,Level,of,Transparency,
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25
Dramatically Increase Sales Productivity !"Increase rep productivity and extract more value out of your SFA/CRM investment with advanced analytics and mobile enablement solutions "
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Your Current Sales Analytics Aren�t Enough"
Limited to current data within SFA/CRM systems
Scripting required for advanced mathematical operations and functions
Basic pie and bar charts
Silos of Current"Information"
Basic"Functions"
Simple"Visualizations"
Sales Data Support
Data Financial Data
Marketing Data
Analytical Data Store Addition +"
Subtraction -"Multiplication x"
Division ÷"Exponentiation bn"
Summarization"Min"Max
$
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Addition +"Subtraction -"
Multiplication x"Division ÷"
Exponentiation bn"Summarization"
Min"Max
Limited to current data within SFA/CRM systems
Sales Data Support
Data Financial Data
Marketing Data
Analytical Data Store
Basic pie and bar charts Scripting required for advanced mathematical operations and functions
27
Your Current Sales Analytics Aren�t Enough"
Silos of Current"Information"
Basic"Functions"
Simple"Visualizations"
$
Sales Data Support
Data Financial Data
Marketing Data
Analytical Data Store
Combine SFA/CRM data with data from different sources and
with historical data
Combine
Expand your analyses with accessible advanced analytical capabilities
ƒ(x)=∑{x + 2(2x + 3x)}""
Data Mining"Predictions"Statistics"
Financial Analytics"More…
Advanced Analytics
Expand
Visualize your data to spot patterns and identify trends
Visualize
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The Opportunity for Your Sales Organization"
Tablets have ushered in a new era of field sales capabilities"
Sales Capabilities"Sales teams are empowered with a combination of the device plus Sales focused Apps
Tablet features"Brought to life by a collection of technologies maturing at the same time
Apps GPS Multi-Touch Battery
Life Instant
On Flash Data Storage
App Stores Internet 3G/4G
Getting information to the sales reps has never been easier.
Location Driven Selling
Informed Actions and
Selling Light & easy
to carry Easy for
Sales Reps Great to share w/ customers
Sales data only a tap
away 10+ hours of
Selling Apps designed for Humans, not Geeks
$
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29
Customer Engagement in Its Finest Form"
Present Relevant and interactive information."
$
• Interactive, spontaneous conversations!
• Multimedia collateral on-demand!
• Customized visual insights
Hello, Relevant & Interactive.
Goodbye, Death by PowerPoint.
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Sales Productivity, Maximized."Take action in the field. Monitor activity and coach on delivery."
• Guided Selling!
• On-the-go processing: update opportunities and forecasts!
• Monitor activity at sales meetings by reporting on app info and content!
• Coach reps to improve delivery of messages on sales calls
$
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31
Hear how these great organizations have transformed how they sell."
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32
Free Ways to Get Started"
Custom Mobile App or Analytics Dashboard Prototype
The Free MicroStrategy QuickStrike !• Hands-on working session with our experts !• We build you a custom dashboard on web or mobile!• Your own data, your own custom processes
Training
Free workshop classes!• 45-minute on-site lunch and learn !• 90-minute hands-on class!• One-day workshops at locations worldwide
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Q&A,//,Panelists,
Joe,Galvin,Chief,Research,Officer,Miller(Heiman(Research(InsEtute( ,(
MODERATOR:,Ma:hew,McKenzie,,Editor,,Demand(Gen(Report(
Emily,Shorter,Manager,,Industry,and,SoluAons,MarkeAng ,MicroStrategy((
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#PeakPerformance,
Thanks,for,a:ending,this,webinar!,
,,
Download,and,view,this,presentaAon,at:,h:p://dg=r.co/peak=performance(