PRESENTED BY

Sales EnablementJon Russo, Moderator

#B2BContentEvent

#B2BContentEvent#B2BContentEvent

For every 650 leads, 1 deal closes in 19 months

Cost of Poor Sales Enablement is $14M annually for $1B firm

Sales Cycle Times are increasing over last 3 years

Why? Beating the Revenue Odds

2

Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013

#B2BContentEvent

Status Quo Threatene

d

Identify New

Needs

Define Solutio

n

Identify Viable

Vendors

Review Approac

hes

Make Decisi

on

-3

-1

+1

+2

+3

-2

Customer Buying Process

60% done with buying cycle

before contacting a sales person

Marketing-driven Conversations

Sales Enablement

60% of qualified

deals end up in NO

DECISION

Sales Enablement

#B2BContentEvent

PROBLEM FINDER

Status Quo Threatene

d

Identify New

Needs

Define Solutio

n

Identify Viable

Vendors

Review Approac

hes

Make Decisi

on

“Why Change?” “Why You”

PROBLEM SOLVER

-3

-1

+1

+2

+3

-2

• Make the status quo unsafe• Define new set of needs• Align w/ your Strengths

• Here are the problems• How we solve them better• What value you receive

5

Customer Buying Process

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Sales Process KPI – By Source

Qualification

Needs Assessment

Proposal

Evaluation

Close/Won

Negotiation

© Copyright 2013 by The Marseli Company, all rights reserved.

All Sources Marketing SourcedQualification

Needs Assessment

Proposal

Evaluation

Close/Won

Negotiation

74% 50%

76% 65%

78% 70%

74% 72%

79% 74%30% 13%

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6

Q&AContact Info

@B2BCMO Jon Russo

@Jill_Rowley Jill Rowley

@FDonny Frank Donny

@TRiesterer Tim Riesterer