Date post: | 10-May-2015 |
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1 © KRONOS INCORPORATED September 23, 2013 © KRONOS INCORPORATED September 23, 2013
Aligning to Prioritize Enablement Investments
Barb Vlacich, VP, Presales & Sales Effectiveness
2 © KRONOS INCORPORATED September 23, 2013
3 © KRONOS INCORPORATED September 23, 2013
What are the goals of Sales Enablement?
• Ensure we are in a position of expertise so people will look to us for solutions to their problems
• Prove how we are uniquely experienced at solving these issues.
• Create and position the value of our solution, including business impact.
• Give the customer the specific reasons that they need to act now.
And do this all in a way that we are always moving the deal forward.
4 © KRONOS INCORPORATED September 23, 2013
Sales & Marketing Alignment
5 © KRONOS INCORPORATED September 23, 2013
“Malysa has basically become Rob’s COO...”
Charlie DeWitt, Kronos, VP of Industry Marketing
6 © KRONOS INCORPORATED September 23, 2013
Three Steps to Successful Sales Enablement
1. Create an “It’s All About Me” Culture 2. Do Not Prioritize Sales Enablement Needs 3. Treat Everyone Differently
7 © KRONOS INCORPORATED September 23, 2013
Create an “It’s All About Me” Culture
8 © KRONOS INCORPORATED September 23, 2013
What are the goals of Sales Enablement?
• Ensure we are in a position of expertise so people will look to us for solutions to their problems
• Prove how we are uniquely experienced at solving these issues.
• Create and position the value of our solution, including business impact.
• Give the customer the specific reasons that they need to act now.
And do this all in a way that we are always moving the deal forward.
9 © KRONOS INCORPORATED September 23, 2013
Do Not Prioritize Sales Enablement Needs
9
10 © KRONOS INCORPORATED September 23, 2013
Have Sales Set the Priorities for You: Sales Management Council
• What stands in the way of your Reps success?
• What stands in the way your success as a manager?
• What are the most important Selling skills?
11 © KRONOS INCORPORATED September 23, 2013
Sales Management Council
• Latest trends in Sales
• Operational Improvement discussions
• EC round tables
• Leadership training
• Pilots
12 © KRONOS INCORPORATED September 23, 2013
Sales Management Council
13 © KRONOS INCORPORATED September 23, 2013
Sales Management Council
14 © KRONOS INCORPORATED September 23, 2013
Treat Everyone Differently
15 © KRONOS INCORPORATED September 23, 2013
Ryan Ryan Ryan
16 © KRONOS INCORPORATED September 23, 2013
Skill Assessment Reports
17 © KRONOS INCORPORATED September 23, 2013
18 © KRONOS INCORPORATED September 23, 2013
What are the goals of Sales Enablement?
• Ensure we are in a position of expertise so people will look to us for solutions to their problems
• Prove how we are uniquely experienced at solving these issues.
• Create and position the value of our solution, including business impact.
• Give the customer the specific reasons that they need to act now.
And do this all in a way that we are always moving the deal forward.
19 © KRONOS INCORPORATED September 23, 2013
Three Steps to Successful Sales Enablement
1. Create an “It’s All About Me” Culture 2. Do Not Prioritize Sales Enablement Needs 3. Treat Everyone Differently