Finding Your Path to Higher Revenue Growth:Navigating the Sales Tech Landscape
Sales Stack Maturity
Building Your
Sales Technology
Stack
Technology matters only to the
extent that it can help you improve
revenue performance.
Sell More. In Less Time.At the right Price. To the right End.
SALES TRANSFORMATION
While Lowering Costs.
WHO TO SELL TO AND WHY
Account Targeting, Predictive ScoringWeb Visitor ID/Tracking
Web Lead Clipping
Email Reply Mining
Lead Referrals
Database Cleanse & Append Lead Lists/Building
Sales Personalization/Trigger Events/Social SellingInstalled Tech Stack
Presentation Creation
Specialized Mobile
Video Selling
Dialers
Scheduling Online Meetings
Sales Enablement/Content Management Sales Prospecting & Engagement
HOW TO ENGAGE & WHEN
AI Note Taking
Tactile Selling
Unified Activity Entry & Look Up
WHY THEY SHOULD BUY & FROM YOU
Value Selling & ROI
Reference Mgmt
Sales Process & Activity Management
Buyer Consensus
Account & Opportunity Planning
WHAT TO DO TO CLOSEHOW TO UP/CROSS-SELL & RENEW
Proposal & Configure, Price, Quote (CPQ), Contract Life-Cycle Mgmt
Nancy Nardin’s Sales Technology Landscape 2018 Version 5 10-10-2018
eSigning
Revenue & Renewal Management
Lead Engagement
Channel
Management
Customer Experience & Success
Sales Forecasting & Reporting
HOW TO MANAGE, COMPENSATE, TRAIN, ONBOARD, REINFORCE, COACH
Skills Development and Reinforcement
Video Practice & Role Play
Sales Call Recording & Coaching
Gamification
Quota & Territory Management
Sales Compensation
Buyer Portals
Knowledge Sharing
Sales Operations
Sales programs
Employee Recognition
Sales processfunnel tracking
Events
Salesforce Training
Reporting
Recruitment
Tools
Sales support
Sales force deployment
CRM enhancement
Market insights
Sales Strategy
Organizational Effectiveness
Sales Planning
Analytics
Targeting
Sales performance
Contests
Sales Conference
Quota Analysis
Booking of Deals
LinkedIn Sales Operations: Job Descriptions
Field Marketing
ContentSkills Development
People Management
Sales Knowledge
Tools
Certification
Solution Marketing
Channel Sales
Sales Strategy
Sales Planning
Training
Sales performance
Onboarding
Field Readiness
Sales Strategy
LinkedIn Sales Enablement: Job Descriptions
Sales programs
Forecasting
CoachingSales Rep Development
Planning & Reporting
Develop & Grow Team
ToolsBudgeting
Generate Revenue Streams
Assign Territories Exceed Targets
Sales Strategy
Ensure Profitable Revenue
Sales Planning
Sales Hiring
Sales performance Contests
Quota Analysis
Improve Velocity
LinkedIn Sales VP: Job Descriptions
Who Takes the Lead?
Sales Leadership+ Sales Operations + Sales Enablement
Power to Transform
Let’s get Started
with Steps
Step OneUnderstand the Hierarchy of
Revenue Needs TM
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
Esteem HOW TO CLOSE
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
Esteem HOW TO CLOSE
Self ActualizationHOW TO SELL MORE
Up/Cross-Sell & Renew
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
Esteem HOW TO CLOSE
Self ActualizationHOW TO SELL MORE
Up/Cross-Sell & Renew
Manage, Forecast, Analyze
Develop, Coach, Onboard, Motivate
Review opportunities at each
Hierarchy level and check those where improvement is needed
Step Two
Build prospect lists Determine ideal customer profile based on success Ensure high-level of lead follow-up Facilitate outreach through social networks Find email and phone contact data Identify connections to prospects within your network Increase call connect rates
Maintain and refresh database Map buyer political landscape Marry online inquiries to existing account records Prioritize prospects for optimized activity Respond to Leads quickly Route Leads to the ‘right’ person Score Leads and qualify them for sales Test & verify email addresses in database
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Who to Sell toDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?
A/B or other message testing for sales rep emails Alert reps when sales steps or activities missed Auto Dial on phone numbers Automate email outreach Automatically log calls Build buyer Consensus Coordinate meeting times and schedules
Have instant online meetings Know optimal number of touch points Know what technology prospects use & when they change Know when prospects engage Know which content progresses deals Log emails, tasks, and opportunities through email client Nurture future opportunities
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Present, show product catalog, and capture leads Provide prospect-specific call scripts Record live calls Send email to a full list of prospects Send video email messages Share & Track Video demos Understand prospects' business and challenges
Create customized prospect or deal portals Create email/call sequencing workflows Create, Share, Customize email templates Define the sales process & specific steps Facilitate the online selection of content or products Facilitate the sending of swag, or other marketing assets Get email alerts/digests on key accounts & the market
When & How to EngageDo salespeople have the technology to build interest and momentum, to get prospects to engage (get emails opened and calls accepted), to know what works and why?
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Align solutions with buyer challenges Auto recommend relevant content to buyers Auto recommend relevant content to salespeople Build buyer consensus Create customized prospect or deal portals Get alerts/digests on key accounts & market intelligence
Map buyer political landscape Plan account-specific strategies Quantify ROI and value Share & Track Video demos Understand prospects' business and challenges Share, access & collaborate on a knowledgebase
Why Buy, Why From YouDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?
Collaborate on account activities & responsibilities Configure quotes and proposals Facilitate the online selection of content or products Get contracts signed electronically Identify referrals to help close deals Plan account-specific strategies Track and monitor changes in deal status (and causes) Track contract workflow Track signature status
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
How to Close the DealDo you have the technology to enable the sales rep to create contracts in real time, generate quotes, and capture signatures.
Configure proposals with complimentary systems & solutions Create customized prospect or deal portals Map account white-space Measure customer satisfaction Nurture future opportunities Understand and monitor the delivery of purchased services
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Do salespeople have the technology to nurture current customers for up-sell and cross-sell purposes? Do they have the ability to map the white-space for their solutions within target accounts. And, do they have the ability to track customer satisfaction and fulfillment to secure a renewal?
What Else to Sell & How to Repeat
Analyze activities to auto-assess deal probabilityAnalyze territories and assign to reps Analyze win/lossIdentify at-risk deals (and why) Identify where reps are spending time Judge forecasts on past and predictive analyticsRoll-up the forecast
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Know optimal number of touch points Know which content progresses deals Monitor & analyze pipeline velocity & underlying factors Quota planning, scenario analysis, & AdministrationTrack and monitor changes in deal status (and causes)Track Sales rep activity metrics
Sales Management, Analytics, Forecasting & Operations
Do you have the technology needed to roll-up the forecast quickly, dive deep into forecast movement, identify at-risk deals, coach the right people at the right time, and measure KPIs?
Identify where reps are spending time Motivate sales performance and reward behavior Provide prospect-specific call scripts Quiz on, and reinforce skill-set and knowledge Role-play and feedback via video Track and monitor changes in deal status (and causes) Train salespeople on the use of internal sales technology
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Skills Development,Coaching, Onboarding& Reinforcement
Do you have the technology to automate skill-set assessment,record and share best practice skills, onboard new reps to fullperformance quickly?
Step ThreeReview the items you checked in step two and identify the hierarchy level to
focus first. See the Sales Stack Maturity Model for
technology ideas.
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White Belt Blue Belt Purple Brown Belt Black Belt
Face-to-face Training
Internet Search
Lead ClippingLead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply MiningAccount Targeting
Predictive Lead Scoring
Phone & Email
Online Meeting
Spreadsheets
Documents Email
Spreadsheets
SpreadsheetsManage, Forecast &
Analyze
Develop, Coach,
Onboard & Motivate
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting & Engagement
Presentation Builders
PowerPoint®
eSignatures
Proposal Creation
CRM
CRM
Sales Training Portal
Buyer Consensus
Value Selling
CPQ
Sales Compensation Planning
& Admin’
Customer Experience
& Success
Skills Development &
Reinforcement, Gamification,
Forecast Analysis & Roll-
Up (machine-learning)
Training integrated into workflow
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
Reference Management
Account & Opportunity
Management
ROI Calculators
Customer Engagement
Video Role Play,Sales Call Recording
Territory Management
Revenue Management
Renewal Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Channel Management
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
Data Cleanse/Append
SALES TECH HIERARCHY MASTERY
Where are you on this maturity scale?
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White Belt Blue Belt Purple Brown Belt Black Belt
Face-to-face Training
Internet Search
Lead ClippingLead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply MiningAccount Targeting
Predictive Lead Scoring
Phone & Email
Online Meeting
Spreadsheets
Documents Email
Spreadsheets
SpreadsheetsManage, Forecast &
Analyze
Develop, Coach,
Onboard & Motivate
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting & Engagement
Presentation Builders
PowerPoint®
eSignatures
Proposal Creation
CRM
CRM
Sales Training Portal
Buyer Consensus
Value Selling
CPQ
Sales Compensation Planning
& Admin’
Customer Experience
& Success
Skills Development &
Reinforcement, Gamification,
Forecast Analysis & Roll-
Up (machine-learning)
Training integrated into workflow
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
Reference Management
Account & Opportunity
Management
ROI Calculators
Customer Engagement
Video Role Play,Sales Call Recording
Territory Management
Revenue Management
Renewal Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Channel Management
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
Data Cleanse/Append
Typical Maturity levels in Yellow(lots of room for improvement)
SALES TECH HIERARCHY MASTERY
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Manage, Forecast &
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Develop, Coach,
Onboard & Motivate
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SALES TECH HIERARCHY MASTERY
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Manage, Forecast &
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Onboard & Motivate
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BehindYou can see if you are ahead or behind the norm
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Manage, Forecast &
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Onboard & Motivate
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Start Here
Start at the more fundamental level/s
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