ten slides in ten minutes - migration to enterprise sales
TRANSCRIPT
S S Ten Slides in Ten Minutes: Migration to Enterprise Sales [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham CP.APMP
May, 2015
How ready is your
Company?
2
A Company’s Success is determined by the Market
Source: www.melroseatteridge.com
Time
Revenue
Trajectory
with no
intervention
Turnaround
Consumer pressure
New competitors
New technologies
Competing products
Dropping unit prices
Reduce cost
Product innovation
Integrated company
Capable leadership
Awareness &
Intent
3
Enterprises are looking for Expertise, Flexibility and Simplicity
Service Flexibility and Expertise: Respondents said they are looking for solutions that are better designed to fit their unique needs, delivered with more flexibility and personalization and a higher level of technical and design expertise. Timely Service Delivery: The top demands of these IT decision makers are timely communication of status and issues, faster installation intervals as well as service implementation times. Proactive Service Management: Multinationals report that proactive notification of issues and better response times are the most critical areas in need of improvement, followed by improving mean time to repair rates. More Value and Easier Pricing: Survey participants noted they would like to see more value for the price of their managed services, plus receive price quotes in a timely manner and in formats which are easier to understand.
Source: Virtela Technology Services Incorporated
4
Key Process Categories Customers Focus People Capabilities
Themes Increasing Customer
Value Improving Performance
and Synergy Building Competencies
and Teams Enhancing Systems
and Processes
Maturity
Levels Key Process Areas (KPAs)
5. Optimizing Innovation and Transformation
4. Managed Relationship Management
Enterprise Influence
Quantitative Process Management
High-Performance Teams
Business Development System Integration
Infrastructure Management
3. Defined Solution Development
Organizational Tactics
Quality Management
Organizational Competencies Development
Business Development Processes
Support Systems
2. Repeatable Response Generation
Business Development Administration
Quality Control
Individual Skills Development
Sales/Capture Procedures
Work Environment
1. Initial Ad hoc
Mat
uri
ty
Identify the Maturity Gaps of Your Business Development Situation
5
Craft Proposal Client Adjudication Identify Qualify Delivery Submit
• Solid Win Strategy
• Bid Centre Support
• Organisational Teamwork
• Relevant Solution
• Selling on Value and not Price
• Industry
Knowledge
• Understanding of
Client’s Business
Strategy
• Good relationship
with Key
Decision-makers
• Resonating Win
Themes
• Solution
supporting
Client’s Business
Imperatives
• Building Track
Record
• Execution
Investment
• Robust Service
Delivery
• Professional
package
• Perfectly
worded
• On-Time
Submission
Robust Capture Plan Relevant Solution Resonating Submission
Professional Proposal / Bid Management Process
Support Tools must embrace the requirements of the Salesforce
Account Management must encapsulate the Client’s Organisation
Market
Management Relationship
Building Opportunity
Scouting
Prompts:
• Global trends • Industry knowledge • Unfolding
opportunities • Emerging risks
Prompts:
• Pedigree/s • Preferences • Requirement/s for
advancement • Resource alignment • Communication plan/s
Prompts:
• Wants vs. needs • Resourcing
requirements • Solutions vs. Risks • Ability to deliver • Competition
Account Managers
should be “Thought
Leaders” in specific
industries Account Managers
need to be articulate &
be the Single Point of
Contact [SPOC]
Account Managers
need to understand
the clients’ needs and
deliver against this
need
Abundance of
Solutions Selection of
Solutions
Mutually Agreed
Solutions
Client
Building mutually beneficial and sustainable long-term ‘relevant’ relationships
Relevant Solutions/Offerings - mutually agreed between ‘You’ and the Client
7
Sales Automation is a Business Strategy and must be addressed as such
Source: Learnitude Technologies
8
Salesforce involvement in the Systems/Tools selection process is an imperative
Salesforce Client
Sales Systems/Tools
• Salesforce Centric • Solution-based • Practical • Relevant • Simple
Support Tools must embrace the requirements of the Salesforce & Sales Leadership
Most Salesforce Automation
tools are built for the mass
market (product sales) and
require major customisation investment to
enable relevancy for Enterprise solution sales
NB:
9
If your Salesforce is without the above, likelihood they’ll eventually be without ‘Wins’
At a Minimum
The Magnificent 7: “Get it Done or Give Up”
10
As competition increases in a shrinking market, a strategic push for companies to re-orchestrate their business around a client-centric approach becomes more important.
National Offices: • agility to compete • local knowledge • Focused on practical &
realistic growth
Strategic Thrusts: Global with ‘possible’ Dire Consequences
Ensure this is not ‘lost in translation’
According to Forrester Research, 90% of customer service decision-makers believe that good service experience is critical to their company’s success, and the importance of customer experience is on the rise.
Strategic push into emerging markets