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@sellingtools [email protected] www.smartsellingtools.com Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape

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Page 1: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

@[email protected]

Finding Your Path to Higher Revenue Growth:Navigating the Sales Tech Landscape

Page 2: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Sales Stack Maturity

Building Your

Sales Technology

Stack

Technology matters only to the

extent that it can help you improve

revenue performance.

Page 3: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Sell More. In Less Time.At the right Price. To the right End.

SALES TRANSFORMATION

While Lowering Costs.

Page 4: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 5: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 6: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 7: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 8: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Who Takes the Lead?

Sales Leadership+ Sales Operations + Sales Enablement

Power to Transform

Page 9: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Let’s get Started

with Steps

Page 10: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Step OneUnderstand the Hierarchy of

Revenue Needs TM

Page 11: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 12: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 13: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 14: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 15: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 16: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 17: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Review opportunities at each

Hierarchy level and check those where improvement is needed

Step Two

Page 18: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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?

Page 19: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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?

Page 20: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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?

Page 21: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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.

Page 22: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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

Page 23: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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?

Page 24: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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?

Page 25: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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.

Page 26: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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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?

Page 27: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

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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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0

28

White Belt Blue Belt Purple Brown Belt Black Belt

Manage, Forecast &

Analyze

Develop, Coach,

Onboard & Motivate

29

29

67

6

33

SALES TECH HIERARCHY MASTERY

We can score you based on an online assessment

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29

29

67

6

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SALES TECH HIERARCHY MASTERY

29

White Belt Blue Belt Purple Brown Belt Black Belt

Manage, Forecast &

Analyze

Develop, Coach,

Onboard & Motivate

33

BehindBehind

Behind

Behind

BehindYou can see if you are ahead or behind the norm

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29

29

67

6

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SALES TECH HIERARCHY MASTERY

30

White Belt Blue Belt Purple Brown Belt Black Belt

Manage, Forecast &

Analyze

Develop, Coach,

Onboard & Motivate

33

BehindBehind

Behind

Behind

Behind

Start Here

Start at the more fundamental level/s

Page 31: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

Video ReviewsWebinarsReportsTop Tools GuidesArticles & Interviews

Free Resources for Finding the Best Sales Tech to Transform your Organization

Page 32: Finding Your Path to Higher Revenue Growth: Navigating the ... · Finding Your Path to Higher Revenue Growth: Navigating the Sales Tech Landscape. Sales Stack Maturity Building Your

What technology do others add to their sales stack and why? We’ll answer these questions and more. In every 45 minute online session you’llhear about the lessons learned and the outcomesthey experienced, and see a demo of the solution.

Subscribe to our Sales Tech Newsletter

Each week I send out a 2 minute video on adifferent sales solution. You’ll be an experton which solutions are right for you in notime!

Join our weekly Sales Stack Strategy Webinar

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