engage your sellers. inspire your customers (savo)
Post on 20-Aug-2015
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Engage Your Sellers. Inspire
Your Customers.
Chuck Dulde, VP, Customer Value, SAVO
Mary Konkol, Sr. Manager, Product Marketing, SAVO
This presentation contains forward-looking statements related to future growth and earnings opportunities. Such statements are based upon certain assumptions and assessments made by management in light of current conditions, expected future developments and other factors it believes to be appropriate. Actual results may differ as a result of factors over which the company has no control.
Safe Harbor
Are you sure that when your sales
reps communicate that they are
relevant, unique and memorable
in the eyes of your customers?
EFFECTIVENESS
• Reactive to buyer requests instead of leading
• Unclear on political position
• Lack a competitive strategy
• Lack clear solution differentiation
• Ineffective coaching
• Ineffective new sales hire ramping
EFFICIENCY
• Can’t find essential information
• Not sure how to respond to a lead
• Too many data repositories
• Building presentations from scratch
• Writing proposals from scratch
Typical Sales Productivity Drains
ENGAGEMENT
• Reps don’t “stand out” from competitors
• Poorly communicate differentiation
• Proposals focused on price not value
• Prospecting efforts are ignored
• Follow-up communications are flat & valueless
Day in the Life of a Sales Rep using SAVO
12 AM 12 PM 7 AM 10:30 AM
to 12:00 PM 2:00 PM
Prospecting with Digital Postcards
Prep for and conduct a first call
Create immediate follow-up proposal
Coaching reinforcement
for today
Assemble presentation for key stakeholder
meeting
9 AM
Stakeholder meeting
12:05 PM
Engagement
Effectiveness Efficiency
The Right Tasks, Tools, and Coaching
SALES PRODUCTIVITY Software Solutions SAVO Sales
Accelerator Series SAVO Sales
Enablement Series SAVO Sales
Engagement Series
100 - 500 Marketing Messages per Day
Source: Online Marketing Insights
Executives
We have great products, services and solutions!
Sales Reps
11% of Executives Get Value From Sales Meetings
Source: CSO Insights
7% of Reps Get a 2nd Meeting
Source: Forrester
80% of Leads Are Sent Back to Marketing for Nurture
Source: Forrester
35% of Annual Quota At-Risk
Source: CSO Insights
Strategy to Date? …More, Faster, Louder
More Channels
More Beautified Information
More Content Bundling
ATTENTION
ENGAGEMENT
Introducing SAVO Inspire Digital Postcards
Header, Branding & Headline
Core Content
Personal Introduction
Call to Action
Send. Track. Engage. Sell Faster.
• Instant Notification
• Live Monitoring & Triggers
• Detailed Activity
Results Traditional Inspire
Email Open Rates 3 – 4% 20 – 25%
Time on Message < 1 min > 6mins
Content Consumed < 15% > 60%
Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700
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