Post on 16-Apr-2017
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Winning with Sales PlaybooksWebinar
Valued Partner
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Duncan CranmerDirector
Questpointwww.questpoint.co.uk
Tim BramanVP Corp. Strategy
Revegywww.revegy.com
Today’s Presenters
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$$$
Valued PartnerContext for Today’s Discussion
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In 2013…• 92% of companies raised revenue
targets• Average increase is 16%
How Will You Make Your Number?
…In 2014Only 16% of your peers have NO doubts about making the number
Valued Partner
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The Sales Playbook• What is it?• Why do I need one?• What good will it do me?
What you will gain from today (primary insights):• An understanding of what a Playbook is• An introduction to the key benefits of Playbooks• Insights into typical problems• Clarity on the pivotal role of your Sales Process• 5 Things you need for success
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Today’s Agenda Valued Partner
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What is a Sales Playbook?
Sales Playbook:A guide to the most successful ways to sell your product or service
Valued Partner
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Why A Playbook to Support your Sales Method?
*American Society of Training & Development study
Valued Partner
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Increase RevenuesSales
Target Attainment
No Playbook
Playbook
46%
40%
54%
+8%
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Valued PartnerCompetitive Advantage Case Study
Issues
Calling
Collaboration
Execution
Needs
GAP Plans
Alignment
Sales/Buying
Collaboration
Strategic
CRM
Insights
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Valued PartnerCompetitive advantage Case Study - Oracle
SVP of SalesOracle Corporation
Revegy has given us a consistent, visual, easy-to-use way to collaborate on the account and build
confidence with our business unit teams.
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Increase Revenues
Gerard SampleSenior Director, Sales Enablement
[Before Playbook] we did not have a standard approach … the content that
the sales team leveraged at each stage of the buyer's journey was often focused on
our technical benefits as opposed to business value metrics. [Post
implementation average deal size increased by a factor of 2.5].
Valued Partner
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It Isn’t Easy…
The Challenges to Creating a Sales Playbook
We don’t really have a process…
Our target market is
EVERYONE!
We don’t have the right
contentWe don’t have
the right content
No one is going to use
this….
Valued Partner
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Deal Outcomes – Forecasted Deals Only
26%
47%
27%No DecisionWonLost
CSO Insights, Inc. 2013 Sales Performance Survey
Valued Partner
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How to Build It Valued Partner
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For Each Sales Play – Ideal Customer/Qualify
Case Study: GE Finance• 3X win rate increase• 10,000 New
Win Rate = 54%
Harvard Business Review, The New Science of Sales Force ProductivityCSO Insights, 2013 Global Sales Performance Optimization Study
Valued Partner
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For Each Sales Play – Buying Roles
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Win Rate = 54%• CSO Insights, 2013 Global Sales Performance Optimization Study
Valued Partner
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For Each Sales Play – SPECIFIC Customer Value
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53% Win Rate
• CSO Insights, 2013 Global Sales Performance Optimization Study
Value
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For Each Sales Play – Buying Process Aligned
Awarenessof Issue Prioritize Explore
PossibleSolutions
EvaluateVendors
SelectVendor Negotiate
Clos
edQualify Discover DevelopSolution Propose Negotiate
Sales Stages
Buyer Stages
Star
t
Great Alignment = 60% Win Rate
Poor Alignment = 43% Win Rate
Valued Partner
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For Each Sales Play – Leverage your ‘Stars’
Collaborate on the
Evaluation Steps!
Is it a good
Fit for us?
How will the Customer
Measure Value?
Which StakeholdersVote on the
Final Decision?
Valued Partner
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For Each Sales Play – Deliver the goods!
Right ToolRight Situation Right Time
Valued Partner
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Critical Success Factors
• Executive and Front line Management BUY-IN
• ADOPT in CRM / SFA• ALIGN the actions/tools with Customers
process• Pilot and ADJUST• LIVE IT!
Make it relevant to the CUSTOMER! (both of them)Make it Visual! 21
Valued Partner
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Bring Your Sales Plays to Life
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Questions?
Visit to Download:Sales Playbook Design Checklistwww.revegy.com/playbookchecklist
Duncan CranmerDirectorDuncan.Cranmer@questpoint.co.ukQuestpointwww.questpoint.co.uk
Tim BramanVP Corporate Strategytbraman@revegy.comRevegywww.revegy.com
Valued Partner