reinventing the sales model - ontarget partners · lead nurturing lead scoring qualification prove...

Reinventing the Sales Model Sales Readiness Series

Reinventing the Sales Model

Sales Readiness Series


Sales Readiness Series Hosts

2 ©2010, 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


Lead Readytm from 3forward



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



•  The way it used to be;

• What has changed;

•  The emerging sales model;

• How to begin successful change.


Sales World We Knew and Loved



Rolodex

Networking

Pitches

Entertaining

Closing

Excel Pipelines


Old School Sales Management



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’




What Changed?

Why Does It Matter?

What Can I Do About IT?


Buyers and Markets Changed



•  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



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



•  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



Process

Responsibilities

Relationships

Measurement

Technology

Accountability


You Must Add Value For Buyers



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



Status Quo

Priority Shift Research Options Step

Backs Validation Choice

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


Manage Your Pipelines Differently



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



Revenue Planning Model © 3forward, LLC Available for Download – Contact Us

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

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Lead Stage

Stage Progression

Rate Count Stage ValueLead Messaging 10% 1,000 $1,000,000,000Qualifying – web visits/scoring 25% 100 $100,000,000Sales Ready – Dialogue Occurs 25% 25 $25,000,000Opportunity ID’d – fit exists 50% 6 $6,250,000Priced Proposals 30% 3 $3,125,000Wins -- 1 $1,000,000

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Measure Above the Funnel


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

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Lead Stage

Stage Progression

Rate Count Stage ValueLead Messaging 10% 1,000 $1,000,000,000Qualifying – web visits/scoring 25% 100 $100,000,000Sales Ready – Dialogue Occurs 25% 25 $25,000,000Opportunity ID’d – fit exists 50% 6 $6,250,000Priced Proposals 30% 3 $3,125,000Wins -- 1 $1,000,000

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Best in Class Sales Leaders inspect above this line.


Embrace the Science of Selling



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



•  Messaging, Events, Broadcasts, Promotions

Demand Generation

•  Research, Surveillance, Monitoring, Identification

Listening and Tracking

•  Prospects and Buyers, Influencers, Candidates

Expanding networks


Above the Funnel Technology



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

Website Social Media &

Networks Events & Webinars

CRM System

Lead Scoring, Nurturing

Tracking Tracking


Experts on Lead Automation



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 – Accelera3ng 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



Mutual responsibility to The Number

Earn their Trust by Improving Pipeline Integrity

CFO Technology is Essential in the New Sales World

Analytics and Process Experience

CIO


Deadly Sales Mistakes



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*



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



Sales Execs

Outside Reps Telesales

Demand Gen

Outbound Inbound

On-Line

Web Social Media

Systems

Process Tools


How 3forward Can Help



Lead Readytm

Anchor Client Acquisition

Market Expansion Programs

Sales 2.0 Services

Sales Leader Support


Recent Webcasts



Hiding In Plain Sight – Segmenting and Prospect Profiling

Above the Funnel – How to Measure (and Grow) Your Lead Pipeline

Build a Pipeline That Never Leaks Actionable Sales Insight with Everest InsightsTM

Growing Outsourcing Revenues Revenue Planning for Sales


Sales Readiness

3forward Become a Fan

3forward Dan_3forward Mattat3forward

Sales Leaders Blog

New Tools Directory

Questions?




Resources 3forward’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




Reinventing the Sales Model

Sales Readiness Series Learn More at 3forward.com

reinventing the sales model - ontarget partners · lead nurturing lead scoring qualification prove...

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