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Managing Your Company’s
Sales TransitionSales Readiness Series
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Sales Readiness Series Hosts
2
©, 3FORWARD, LLC
Dan Hudson
3FORWARD
President, Co-Founder
Matt Smith
3FORWARD
Exec VP, Co-Founder
3FORWARD.com
Create. Increase. Accelerate.TM
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Lead Readytm from 3FORWARD
3
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Above the Funnel Lead Management.
LeadReady.com
Lead Ready™ provides a fully managed program for
finding, developing and converting leads to sales ready opportunities.
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Today’s Conversation
4
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
• The way it used to be;
• What has changed;
• The emerging sales model;
• How to begin successful change.
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Sales World We Knew and Loved
5
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Rolodex
Networking
Pitches
Entertaining
Closing
Excel Pipelines
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Old School Sales Management
6
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Assign quotas
/accounts then leave
top performers
alone
Coach & Baby-sit “D”
players
Skeptical / disinterested
with marketing
Insulate sales team
from company
leadership
Hide the selling
process ‘behind the
curtain’
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7
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
What Changed?
Why Does It Matter?
What Can I Do About IT?
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Buyers and Markets Changed
8
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
• Access to Inexhaustible Research, Best Practices,
Data and Peer Insight
• Mature Markets, Few New Opportunities
• Chief Procurement Officers
• Accelerating Business Change and Technology
Evolution
i.e. Slow / No Growth, Globalization, Cloud, Mobile
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Sales Funnel Management Changed
9
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Sales Readiness
Lead Creation
Lead Engagement
Lead Nurturing
Lead Scoring
Qualification
Prove Value
Decision
Marketing
Sales
From Sales 1.0
List Purchased
Direct Mail
Cold Calling / Networking
Qualifying
Presenting
Closing
Marketing
Sales
To Sales 2.0
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The “C” Suite View of Sales Changed
10
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
• Had it with “Sales is an Art”
• Demanding Accountability
• Time for Sales Benchmarking
• Expect Pipeline Accuracy & Transparency
• Meanwhile, They Continue Raising Quotas
Without Increasing Sales Budgets
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Time for Sales to Reinvent Itself
11
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Process
Responsibilities
Relationships
Measurement
Technology
Accountability
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You Must Add Value For Buyers
12
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
1. Embrace the Buyers’ Control of the
Process
2. Provide Relevant and Timely Content
3. Forget the ABCs
4. Develop Industry Expertise
5. Engage Your Full Team
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Learn Today’s Buying Process
13
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Status Quo
Priority Shift
Research OptionsStep
BacksValidation Choice
From Designing Nurturing Programs to Drive Sales©, by Ardath Albee
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Manage Your Pipelines Differently
14
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Zone 1: Above the Funnel– Marketing’s (New) Responsibility
– Lead Conversion Numbers
Zone 2: Top of the Funnel– Id’d to Qualified
– Shared Goals and Metrics
Zone 3: Down Selection to Decision– Two things you cannot control (when and who)
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Measure Above the Funnel
15
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Revenue Planning Model © 3FORWARD,
LLCAvailable for Download – Contact Us
http://3FORWARD.com/contact-us/
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Measure Above the Funnel
16
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM Revenue Planning Model © 3FORWARD, LLC
Best in Class Sales Leaders inspect above this line.
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Embrace the Science of Selling
17
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Segment and Concentrate
on Sweet Spot
Web-Touch Selling
Automated Lead
Management
Metrics at Ever Funnel Stage
Benchmark Performance
Pipeline and Forecast
Transparency
Outsource to Create
Advantage
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Sales Tech Has Impact
18
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
• Messaging, Events, Broadcasts, Promotions
Demand Generation
• Research, Surveillance, Monitoring, Identification
Listening and Tracking
• Prospects and Buyers, Influencers, Candidates
Expanding networks
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Above the Funnel Technology
19
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Score and Prioritize Leads
Nurture Prospects with Drip Marketing
Track Campaigns and Responses
Campaign Landing Pages
View Companies & Prospects Visiting Website / Pages
Measure and Track ROI
Send E-Newsletters
Integrate with CRM
Segmentation
Reporting
Lead
Notification
Landing Pages
& Micro-sites
Drip Marketing,
News, Campaigns
WebsiteSocial Media &
Networks
Events &
Webinars
CRM System
Lead Scoring,
Nurturing
Tracking Tracking
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Experts on Lead Automation
20
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Sales organizations are looking for… the highest level of sales
productivity with the shortest sales cycle at the lowest cost. Is this
even possible? The answer is simply – yes.
Sales Benchmark Index – Accelerating The Sale
Lead management… moving from early stage to essential.
Forrester Research – Managing Leads for a Stronger Pipeline
Lead Generation Management systems help companies more effectively
target campaigns and track prospect interest levels… We have
documented numerous examples where LGM systems increased the
quality and quantity of leads…
CSO Insights – What’s Your Path To Success In 2010?
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Allies for Reinvented Sales
Leaders
21
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Mutual responsibility to The Number
Earn their Trust by Improving Pipeline Integrity
CFOTechnology is Essential in the New Sales World
Analytics and Process Experience
CIO
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Deadly Sales Mistakes
22
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Trying to turn Bottom Tier reps
into steady producers
Account relationships
solely in Reps’ hands
“Revenue will ‘hockey stick’
this year”
Misrepresenting the Pipeline
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Four Risks Worth Taking*
23
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
1. Purge dead opportunities from the pipeline
2. Stop replacing your bottom performers
3. Announce your goals to the rest of
organization
4. Expecting your stars to change with times
*Create Transparency – Sales as an Art is over
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Building Blocks to Reinventing Sales
24
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Sales Execs
Outside Reps
Telesales
Demand Gen
Outbound Inbound
On-Line
WebSocial Media
Systems
Process Tools
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How 3FORWARD Can Help
25
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Lead Readytm
Anchor Client Acquisition
Market Expansion Programs
Sales 2.0 Services
Sales Leader Support
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Sales Readiness
3FORWARD Become a
Fan
3FORWARD
Dan_3FORWARD
Mattat3FORWARD
Sales Leaders Blog
Sales Leader
ResourcesNew Tools Directory
Questions?
26
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Find this helpful? Please tell your friends!
Resources3FORWARD’s New Tools Directory
• 9 categories of sales and marketing best practices, dozens of downloads
New Model Sales, Marketing and Social Media Experts• Seley and Holloway Sales 2.0
• Ardath Albee Marketing and Content
• Chris Brogan B2B Social Media
• Brian Solis Social Media
• David Meerman Scott Marketing and PR
• Gerhard Gschwandtner Sales 2.0
Sales Benchmarking• CSO Insights
• Sales Benchmark Index
27
©, 3FORWARD, LLC
3FORWARD.com
Create. Increase. Accelerate.TM
Find this helpful? Please tell your friends!
Managing the Sales Transition
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