what we do/media/corporate/pdf-general/pa... · 2016. 10. 10. · sales content enablement...
Post on 25-Aug-2020
7 Views
Preview:
TRANSCRIPT
08/10/2016
1
© P
erpe
tos,
con
fiden
tial
6-10-2016
Pascal Persyn
© P
erpe
tos,
con
fiden
tial
Salesenablement
• Performance management• Competence development• Lead generation• Sales-Marketing alignment• Technology optimisation• Leadership & collaboration
Sales Contentenablement
• Snackable learning• Content strategy• Audit & assessment• Sourcing & messaging• Content production• Library management
Buyer Journeyenablement
• Buyer aligned processes• Audit & assessments• Competence development• Journey roadmaps• Buyer Persona
A culture stimulating excellence and continuous improvement
What we do
08/10/2016
2
© P
erpe
tos,
con
fiden
tial
1941 Kenneth B. Elliot, Vice President Sales Studebaker
A customer is not an interruption of work.
He is the
purpose of it.
He is doing us a favour
by giving us the opportunity to serve.
© P
erpe
tos,
con
fiden
tial
A new competitive age
Manufacturing 1900-1960
Distribution 1960-1990
Information 1990-2010
Customer 2010-
08/10/2016
3
© P
erpe
tos,
con
fiden
tial
A new competitive age
“In the age of the customer, the only sustainable
competitive advantage is knowledge of and
engagement with customers.”
Forrester 2011, Josh Bernof.
© P
erpe
tos,
con
fiden
tial
The known solution to sales productivity
Effectiveness
Quota attainment
Effic
ienc
y
08/10/2016
4
© P
erpe
tos,
con
fiden
tial
Some industry statistics
83%of buyers say vendorsdon’t understand their
issues
60%of all opportunities are
“closed-lost” to No Decision
Only 54,6%of salespeople
made quota last year
(down from 62% in 2012)
71% of reps don’t have the knowledge to add value to the conversation
Billions spent on sales training…70% forgotten in the first 24 hours
!
© P
erpe
tos,
con
fiden
tial
Messages Insights Questions Competition ObjectionsMessages Insights Questions Competition ObjectionsMessages Insights Questions Competition Objections
Industry 1
Persona 1
Sub vertical
1
Sub vertical
2
Industry 2
Industry 3
Industry 4
4 x 2 x 3 x 6 x 6 x 4
Messages Insights Competition ObjectionsQuestionsQuestionsQuestionsGoals
Messages Insights Questions Competition Objections
Messages Insights Questions Competition Objections
Messages Insights Questions Competition Objections
Messages Insights Questions Competition Objections
Messages Insights Questions Competition Objections
Messages Insights Questions Competition Objections
Persona 2
Persona 3
Messages Insights Competition Objections
Messages Insights Competition Objections
Questions
Questions
Questions
Questions
Questions
Questions
Goals
Goals
Solution 1
Solution 2
Solution 3
Solution 4
= 3,456 Unique Sales Conversations*
6 Buying Phases
Questions
Questions
Questions
Sales Conversation Complexity
* Besides handling the different personality types
08/10/2016
5
© P
erpe
tos,
con
fiden
tial
What has changed?
The content of the conversation
The format of knowledge & information sharing
A balanced mix of human and non-human
9
© P
erpe
tos,
con
fiden
tial
A sales process, methodology & vocabulary
Doing the RIGHT THING
at the RIGHT TIME
in the RIGHT FORM
with the RIGHT PEOPLE
08/10/2016
6
© P
erpe
tos,
con
fiden
tial
The sales productivity challenge
Effectiveness
Quota attainment
Effic
ienc
y
Results
Knowledge & Experience
Com
pete
ncy
© P
erpe
tos,
con
fiden
tial
Are sales a dying breed?
12
5043
39
6055
50
66
53 52
EARLY MID LATE
% respondents sales interactions
Independent Consensus CommitteeSource: SiriusDecisions 2015
Proven to be a myth
08/10/2016
7
© P
erpe
tos,
con
fiden
tial
How does your environment look like?
Sales & Marketing Alignment
Buyer Aligned Collaboration
© P
erpe
tos,
con
fiden
tial
Sales support system: 5 components
Sales specific content strategy
Snackable learning
Buyer aligned process & methodology
Sales management practice
Culture: collaboration & continuous improvement
14
08/10/2016
8
© P
erpe
tos,
con
fiden
tial
Sales specific content strategy
Snackable learning
Buyer aligned process & methodology
Sales management practice
Culture: collaboration & continuous improvement
15
© P
erpe
tos,
con
fiden
tial
08/10/2016
9
© P
erpe
tos,
con
fiden
tial
Activity and content alignment (Buying Clock®)
Influence
Prove
Awareness
Expert
Interested
© P
erpe
tos,
con
fiden
tial
Key changes to implement for Sales
Sales view/vision
Pre-defined sales cycle
Strong arguments
Product/Solution sales
Actions & activities
Internal story telling
Internal alignment
Reactive
Product mapping
Customer perception
Buying readiness
Enrich customer vision
Customer impact(Value)
Next objectives
Common language
Customer alignment
Pro-active
Contextual & conversational fluency
08/10/2016
10
© P
erpe
tos,
con
fiden
tial
Empathy is not walking in
another’s shoes. First, you must
remove your own.
Scott Cook, Founder Intuit
© P
erpe
tos,
con
fiden
tial
How to implement?
08/10/2016
11
© P
erpe
tos,
con
fiden
tial
Implementation goals
OnboardingSales Talent
Nurturing Repsto Competency
Enabling BetterConversations
Maximize Time Spent on
High Return Activities
© P
erpe
tos,
con
fiden
tial
LEARNTIME TO COMPETENCY
TRANSFER SUSTAIN
Realize the TRUEValue of Efforts
Continuous Improvement
On-the-JobCompetence
Concept andTask Mastery
Random Acts ExtendsTime to competency
or producesFailure
Continuous learning
08/10/2016
12
© P
erpe
tos,
con
fiden
tial
Simultaneous change of habits & environment
People
Process
Content & Technology
© P
erpe
tos,
con
fiden
tial
08/10/2016
13
© P
erpe
tos,
con
fiden
tial
Are the teams flying in V-Formation?
25
In V-formation thegroup only uses 72% of the energy as opposedto when geese would beflying alone.
© P
erpe
tos,
con
fiden
tial
OBSTACLES TO ADOPTION
3 tips:
Remove roadblocks
Customers & employees first
Continuous improvement
08/10/2016
14
© P
erpe
tos,
con
fiden
tial
Continuous training gives
50% higher net sales per employee
82%of senior
executives said that content
was a significant
driver of their buying decision
A 10% reduction in opportunities lost to
“No Decision” results in a
6% increase in revenue
Source: CSO Insights
It will Drive More Revenue
© P
erpe
tos,
con
fiden
tial
How do you score on sales performance and customer orientation?
Take the audit on perpetos.com before Friday evening 14th
And get your free consultancy meeting to discuss the audit results by
adding the code vlerick2016 in the promotion field
08/10/2016
15
© P
erpe
tos,
con
fiden
tial
Sales enablement
Content enablement
Buyer Journey enablement
We deliver commercial excellence
THANK YOU!
Pascal PersynCEOpascal.persyn@Perpetos.comwww.perpetos.com+32 475 433 666
top related