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Sales Methods SalesMethods The ‘how to’ and not just the ‘what to do’. “ ” SalesMethods in Salesforce.com 12 th May 2011
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
SalesMethods in Salesforce.com12th May
2011
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
CRMER
P
Intra
net
Porta
l
Data
Man
agem
ent
Collabo
ratio
nSC
M
0
1
2
3
4
Enterprise Applications Investment Priority
Source: Ovum’s Customer Relationship Management 2010/11
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
3541 46
5564
7283
91105
118130
144
162
177
192
217
248
263276
290
305316
331
354
377
394
429
Salesforce.com – First Cloud Company to Exceed $1.7 Billion Annual Run Rate. 30% Revenue Growth Y/Y in Q3 FY11
FY2005 FY2006 FY2007 FY2008 FY2009 FY2010 FY2011
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
Beyond CRM
CRM
Beyond CRM - Market Size for CRM v ISV Opportunity
Source: Salesforce.com
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
AnalyticsMarketing
MobileBPM
Sales ManagementCustomer Service
IntranetExtranet
Customer ExperienceLoyalty Management
0% 10%
20%
30%
40%
Areas of Planned CRM Investment
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
DisagreeAgree
Software Applications for Sales Help Management?Source: Taku Consulting. The CRM Survey
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
DisagreeAgree
Software Applications for Sales are Fully Utilised?Source: Taku Consulting. The CRM Survey
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
DisagreeAgree
Sales Software Needs to be Easier to Use?Source: Taku Consulting. The CRM Survey
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
DisagreeAgree
Sales Software Needs to Provide a Better ROI?Source: Taku Consulting. The CRM Survey
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
Salesforce.com
SalesMethods
Continuous Improvement
Time
Impact
What to do
How to do it
The ‘How To’, not just the ‘What to Do’
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
Plan2Prosper
Plan2Close
Plan2Excel
SalesMethods Portfolio
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
Action PlanQuestions
Tools
The How To…….
Tools
Tools
Tools
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
• Deploying a world class framework – the ‘How To’• Fully integrated with the host CRM• More engaging to use• Capturing unstructured data• Re-enforcing Sales Management coaching
Critical Needs
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
Demonstration
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
• 20% improvement in win rate
• A common language
• Easy to use
• Practical
• Robust Action Planning
• Tells us what we know and what we do not know
• Instrumental in a succesfull year of hitting numbers
• Upskilling the sales team
• Building a habit of asking the right questions
• A living plan and working document
The Colt Experience
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
• A 20% improvement in win rate
• A common language
• Practical and easy to use
• Tells us what we know and what we do not know
• Builds a habit of asking the right questions
• Up-skills the sales team
• A living plan and working document
• Instrumental in a successful year of hitting numbers
The Colt Experience
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
“Better thought out plans leading to better business”.
Naz Dossa – Colt Technology Services
Sales MethodsSalesMethods
The ‘how to’ and not just the ‘what to do’.“ ”
Bringing High Performance Sales
To SalesMethods
