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6-10-2016

Pascal Persyn

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Salesenablement

• Performance management• Competence development• Lead generation• Sales-Marketing alignment• Technology optimisation• Leadership & collaboration

Sales Contentenablement

• Snackable learning• Content strategy• Audit & assessment• Sourcing & messaging• Content production• Library management

Buyer Journeyenablement

• Buyer aligned processes• Audit & assessments• Competence development• Journey roadmaps• Buyer Persona

A culture stimulating excellence and continuous improvement

What we do

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1941 Kenneth B. Elliot, Vice President Sales Studebaker

A customer is not an interruption of work.

He is the

purpose of it.

He is doing us a favour

by giving us the opportunity to serve.

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A new competitive age

Manufacturing 1900-1960

Distribution 1960-1990

Information 1990-2010

Customer 2010-

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A new competitive age

“In the age of the customer, the only sustainable

competitive advantage is knowledge of and

engagement with customers.”

Forrester 2011, Josh Bernof.

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The known solution to sales productivity

Effectiveness

Quota attainment

Effic

ienc

y

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Some industry statistics

83%of buyers say vendorsdon’t understand their

issues

60%of all opportunities are

“closed-lost” to No Decision

Only 54,6%of salespeople

made quota last year

(down from 62% in 2012)

71% of reps don’t have the knowledge to add value to the conversation

Billions spent on sales training…70% forgotten in the first 24 hours

!

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Messages Insights Questions Competition ObjectionsMessages Insights Questions Competition ObjectionsMessages Insights Questions Competition Objections

Industry 1

Persona 1

Sub vertical

1

Sub vertical

2

Industry 2

Industry 3

Industry 4

4 x 2 x 3 x 6 x 6 x 4

Messages Insights Competition ObjectionsQuestionsQuestionsQuestionsGoals

Messages Insights Questions Competition Objections

Messages Insights Questions Competition Objections

Messages Insights Questions Competition Objections

Messages Insights Questions Competition Objections

Messages Insights Questions Competition Objections

Messages Insights Questions Competition Objections

Persona 2

Persona 3

Messages Insights Competition Objections

Messages Insights Competition Objections

Questions

Questions

Questions

Questions

Questions

Questions

Goals

Goals

Solution 1

Solution 2

Solution 3

Solution 4

= 3,456 Unique Sales Conversations*

6 Buying Phases

Questions

Questions

Questions

Sales Conversation Complexity

* Besides handling the different personality types

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What has changed?

The content of the conversation

The format of knowledge & information sharing

A balanced mix of human and non-human

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A sales process, methodology & vocabulary

Doing the RIGHT THING

at the RIGHT TIME

in the RIGHT FORM

with the RIGHT PEOPLE

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The sales productivity challenge

Effectiveness

Quota attainment

Effic

ienc

y

Results

Knowledge & Experience

Com

pete

ncy

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Are sales a dying breed?

12

5043

39

6055

50

66

53 52

EARLY MID LATE

% respondents sales interactions

Independent Consensus CommitteeSource: SiriusDecisions 2015

Proven to be a myth

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How does your environment look like?

Sales & Marketing Alignment

Buyer Aligned Collaboration

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Sales support system: 5 components

Sales specific content strategy

Snackable learning

Buyer aligned process & methodology

Sales management practice

Culture: collaboration & continuous improvement

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Sales specific content strategy

Snackable learning

Buyer aligned process & methodology

Sales management practice

Culture: collaboration & continuous improvement

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Activity and content alignment (Buying Clock®)

Influence

Prove

Awareness

Expert

Interested

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Key changes to implement for Sales

Sales view/vision

Pre-defined sales cycle

Strong arguments

Product/Solution sales

Actions & activities

Internal story telling

Internal alignment

Reactive

Product mapping

Customer perception

Buying readiness

Enrich customer vision

Customer impact(Value)

Next objectives

Common language

Customer alignment

Pro-active

Contextual & conversational fluency

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Empathy is not walking in

another’s shoes. First, you must

remove your own.

Scott Cook, Founder Intuit

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How to implement?

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Implementation goals

OnboardingSales Talent

Nurturing Repsto Competency

Enabling BetterConversations

Maximize Time Spent on

High Return Activities

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LEARNTIME TO COMPETENCY

TRANSFER SUSTAIN

Realize the TRUEValue of Efforts

Continuous Improvement

On-the-JobCompetence

Concept andTask Mastery

Random Acts ExtendsTime to competency

or producesFailure

Continuous learning

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Simultaneous change of habits & environment

People

Process

Content & Technology

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Are the teams flying in V-Formation?

25

In V-formation thegroup only uses 72% of the energy as opposedto when geese would beflying alone.

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OBSTACLES TO ADOPTION

3 tips:

Remove roadblocks

Customers & employees first

Continuous improvement

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Continuous training gives

50% higher net sales per employee

82%of senior

executives said that content

was a significant

driver of their buying decision

A 10% reduction in opportunities lost to

“No Decision” results in a

6% increase in revenue

Source: CSO Insights

It will Drive More Revenue

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How do you score on sales performance and customer orientation?

Take the audit on perpetos.com before Friday evening 14th

And get your free consultancy meeting to discuss the audit results by

adding the code vlerick2016 in the promotion field

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Sales enablement

Content enablement

Buyer Journey enablement

We deliver commercial excellence

THANK YOU!

Pascal PersynCEOpascal.persyn@Perpetos.comwww.perpetos.com+32 475 433 666