Managing Your Company’s - OnTarget Partners...Find this helpful? Please tell your friends! Sales...

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Managing Your Company’s

Sales TransitionSales Readiness Series


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http://www.3forward.com/




Sales Readiness Series Hosts

2

©, 3FORWARD, LLC

Dan Hudson

3FORWARD

President, Co-Founder

[email protected]

Matt Smith

3FORWARD

Exec VP, Co-Founder

[email protected]

3FORWARD.com

Create. Increase. Accelerate.TM






http://www.facebook.com/danhudson.at.3forward

http://www.linkedin.com/in/danhudson3forward

http://twitter.com/Dan_3forward

http://www.facebook.com/MattSmith.at.3forward

http://www.linkedin.com/in/mattsmith3forward

http://twitter.com/mattat3forward


Lead Readytm from 3FORWARD

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Above the Funnel Lead Management.

LeadReady.com

Lead Ready™ provides a fully managed program for

finding, developing and converting leads to sales ready opportunities.





Today‟s Conversation

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• The way it used to be;

• What has changed;

• The emerging sales model;

• How to begin successful change.





Sales World We Knew and Loved

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3FORWARD.com


Rolodex

Networking

Pitches

Entertaining

Closing

Excel Pipelines





Old School Sales Management

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3FORWARD.com


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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3FORWARD.com


What Changed?

Why Does It Matter?

What Can I Do About IT?





Buyers and Markets Changed

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3FORWARD.com


• 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





Sales Funnel Management Changed

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3FORWARD.com


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





The “C” Suite View of Sales Changed

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• 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





Time for Sales to Reinvent Itself

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Process

Responsibilities

Relationships

Measurement

Technology

Accountability





You Must Add Value For Buyers

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3FORWARD.com


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





Learn Today‟s Buying Process

13

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3FORWARD.com


Status Quo

Priority Shift

Research OptionsStep

BacksValidation Choice

From Designing Nurturing Programs to Drive Sales©, by Ardath Albee




http://3forward.com/prospecting-qualifying/nurturing-programs-that-drive-sales/


Manage Your Pipelines Differently

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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)





Measure Above the Funnel

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Revenue Planning Model © 3FORWARD,

LLCAvailable for Download – Contact Us

http://3FORWARD.com/contact-us/




http://3forward.com/contact-us/


Measure Above the Funnel

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3FORWARD.com

Create. Increase. Accelerate.TM Revenue Planning Model © 3FORWARD, LLC

Best in Class Sales Leaders inspect above this line.





Embrace the Science of Selling

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3FORWARD.com


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





Sales Tech Has Impact

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3FORWARD.com


• Messaging, Events, Broadcasts, Promotions

Demand Generation

• Research, Surveillance, Monitoring, Identification

Listening and Tracking

• Prospects and Buyers, Influencers, Candidates

Expanding networks





Above the Funnel Technology

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©, 3FORWARD, LLC

3FORWARD.com


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





Experts on Lead Automation

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3FORWARD.com


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?





Allies for Reinvented Sales

Leaders

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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





Deadly Sales Mistakes

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3FORWARD.com


Trying to turn Bottom Tier reps

into steady producers

Account relationships

solely in Reps‟ hands

“Revenue will „hockey stick‟

this year”

Misrepresenting the Pipeline





Four Risks Worth Taking*

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3FORWARD.com


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





Building Blocks to Reinventing Sales

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©, 3FORWARD, LLC

3FORWARD.com


Sales Execs

Outside Reps

Telesales

Demand Gen

Outbound Inbound

On-Line

WebSocial Media

Systems

Process Tools





How 3FORWARD Can Help

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©, 3FORWARD, LLC

3FORWARD.com


Lead Readytm

Anchor Client Acquisition

Market Expansion Programs

Sales 2.0 Services

Sales Leader Support





Sales Readiness

3FORWARD Become a

Fan

3FORWARD

Dan_3FORWARD

Mattat3FORWARD

Sales Leaders Blog

Sales Leader

ResourcesNew Tools Directory

Questions?

26

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3FORWARD.com





http://twitter.com/


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

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3FORWARD.com





http://3forward.com/old-school-new-tools/

http://www.sales20book.com/wp/

http://marketinginteractions.typepad.com/

http://marketinginteractions.typepad.com/

http://www.chrisbrogan.com/

http://www.briansolis.com/

http://www.webinknow.com/

http://sellingpower.typepad.com/gg/

http://sellingpower.typepad.com/gg/

http://www.csoinsights.com/

http://www.salesbenchmarkindex.com/


Managing the Sales Transition








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