Sales Enablement “The New Discipline”

Ken Powell VP - Worldwide Sales Enablement

Today’s CRISIS The Revenue Abyss Is Upon Us

2009-2011 Sales Performance Optimization Report

2008 2009 2010 Increasing Revenue Targets 85% 85% 92% Sales Reps Making Quota 58% 51% 59%

2000 Companies Surveyed Across Multiple Industries

Today’s Shift A Revenue Focus Like Never Before

Trend 2 The Marketing Shift

Trend 1 The Boardroom Shift

Trend 3 The Executive Shift

Compliance To Revenue Brand To Leads CSO/CMO To CRO

The Conference Board February 2010 Top CEO Challenge: Revenue Growth

The Emerging Need Revenue Performance Management

Marketing Sales

Old Paradigm

Cost Center Revenue Center

Sales Funnel

Track New Prospects Track Closed Deals

Largest Expense

>40% Of Revenue Is Sales & Marketing

The Emerging Need Revenue Performance Management

Marketing & Sales

New Paradigm

Predictable Revenue Engine

Buying Funnel

Predicting, Tracking & Planning For Revenue Attainment By Expanding The View Of The Funnel

Largest Expense

>40% Of Revenue Is Sales & Marketing

The Emerging Need Revenue Performance Management

2010 Revenue Performance Management Whitepaper

Remove The Silos

Profile Customer Information & Behaviors

Guide Through Buying Process With Right Messages To Right Channel

Measure & Benchmark Along The Way

The Emerging Need Growing Revenue In Simple Terms

Get More Qualified Stuff Inside

Make The Stuff Inside Move Out Quicker

Make The Stuff Inside Bigger

The Emerging Need Growing Revenue In Simple Terms

Option #1

Get More People To Distribute Your Solutions

Option #2

Make The People Who Distribute More Productive

The New Standard In Selling

More Sales Faster Pace Less Cost Sales Productivity Programs

Sales Organizations That Optimize Their Sales Processes Significantly Outsell Competitors, Achieving Sales Performance Edges Such As….

Increasing Quota Attainment, % Of Reps Making Plan, Win Ratios, While Reduce Sales Turnover

The Revenue Answer An Increased Need For Productivity

Agricultural Age Farm Worker

Strategic

A Look Back The Evolution Of The Worker

Commoditized By The Cotton Gin

Industrial Age Factory Worker

Commoditized By The Assembly Line

Information Age Knowledge Worker

Commoditized By The Internet

Connection Age Communication Worker

Empowered To Lead Change & Bring Insight

Automation Leads To Productivity & New Skills Become More Important

Eliminate Non-Strategic Tasks & Focus On What’s CRITICAL

Yesterday

Toda

y

A Look Back The Evolution Of The Worker

What Happened To The Knowledge Worker?   Information Is A Commodity

  Focus Is The Issue

  Do More With Less Is Common

What Happened To The Sales Person?

2008 2009 2010 >6 Month NH Ramp Time 72% 73% 77%

The Path Forward Revenue Acceleration Through Productivity

Who Do I Call? What Do I Say?

What Do I Sell?

Call Them!

Say This! Sell That!

The New Standard In Selling Step 1: Buyer Focused Sales Model

Featured By Sales Executive Council: April 2011

FAB Benefit Focused

Dialogue

SPIN Value Of

Questions

Conceptual Understanding

Needs & Differentiation

Strategic Complex Sales, Multiple Buyers

Selling The ADPway

1980’s Through Early 2000’s Today

Create Change, Focus On Results, Align With Buyer

The Revenue Answer Sales Enablement - Organizational Overview

The New Standard In Selling Step 2: Buyer Focused Sales Readiness

Targeting

Predictive Analytics

Segmentation

Lead Center Programs

Lead Optimization

The Revenue Answer Sales Enablement - Organizational Overview

Inbound Routing

Lead Qualification

Nurturing

Profiling

Self - Service

Campaigns Measurement Digital

Campaign Closeout

Revenue Impact

SEO/SEM

Social

Web

Planned Priorities

Trigger Events

Tools

Market Intel

Call Planning

Analysis Guides

Dynamic Content

ROI

References

Demonstrations

Messaging Comp. Intel

Sales Effectiveness

Power Positioning

Conversation Scripts

Objection Handling

Solution Positioning

Proposal Content

Internal CI Portal

Field Inquiries

Social Collaboration

Win Loss Analysis

Forums & Podcasts

Intelligence Tools..

1. Overview 2. Conversations 3. Solution Matrix

70% Year-Year Improvement In Sales Cycle Time For Businesses That Invest In Sales Tools

The New Standard In Selling Step 2: Buyer Focused Sales Readiness

The Revenue Answer Sales Enablement - Organizational Overview

The 1st Sales Call

Recognize Needs

Explore Options

Loosen Up The Current Approach

Buyers Question The Status Quo

Define Criteria

30%-60% Opportunities Lose To Status Quo

Evaluate Options

Validate & Select

Negotiate Terms

Implement Solution

Measure Impact

Executive Overview

Cycle & Enabling Tools, Campaigns & Effort Are Reduced

Pushing These 3 Stages Earlier In The Demand Cycle Drives Sales Productivity

The Revenue Answer Sales Enablement – “Guided Path” Initiative Highlight

Into This….

  Which prospects are most likely to become clients?

  When are clients most likely to buy additional products?

  Which solutions are buyers most interested in?

  How much would the deal be worth?

Un-Aided Demand Generation Aided Sales Cycle Acceleration

Recognizing Needs Explore Options

The Revenue Answer Sales Enablement – “Guided Path” Initiative Highlight

So As You Leave Today…..

1. Revenue Management Is Key To Sales & Marketing Alignment

2. Increase Productivity, Lower Cost Through Guided Selling

3. It’s All About Connections & Conversations, Everything Else Is Second