Enviar búsqueda
Cargar
Sales enablement imperative, Kurt Anderson
•
1 recomendación
•
758 vistas
Corporate Visions
Seguir
Empresariales
Educación
Denunciar
Compartir
Denunciar
Compartir
1 de 11
Descargar ahora
Descargar para leer sin conexión
Recomendados
Using the Quadric® Framework as a Management Tool
Using the Quadric® Framework as a Management Tool
Michael Sherain
Delivering Revenue Against Expectation
Delivering Revenue Against Expectation
SalesFRX Corporation
Mergers & acquisition
Mergers & acquisition
Prabhakar Dubey
Pitchbook for Greenwich Asset Management Group US ADR stocks long only
Pitchbook for Greenwich Asset Management Group US ADR stocks long only
Private U.S. Listed Equity Portfolio Manager
STARGAME the handbook
STARGAME the handbook
preben Hjornet
Roadmap to a Better Revenue Engine by Intelligent Demand
Roadmap to a Better Revenue Engine by Intelligent Demand
Intelligent Demand
Action selling steps to sell powerpoint presentation slides.
Action selling steps to sell powerpoint presentation slides.
SlideTeam.net
Action selling steps to sell powerpoint ppt templates.
Action selling steps to sell powerpoint ppt templates.
SlideTeam.net
Recomendados
Using the Quadric® Framework as a Management Tool
Using the Quadric® Framework as a Management Tool
Michael Sherain
Delivering Revenue Against Expectation
Delivering Revenue Against Expectation
SalesFRX Corporation
Mergers & acquisition
Mergers & acquisition
Prabhakar Dubey
Pitchbook for Greenwich Asset Management Group US ADR stocks long only
Pitchbook for Greenwich Asset Management Group US ADR stocks long only
Private U.S. Listed Equity Portfolio Manager
STARGAME the handbook
STARGAME the handbook
preben Hjornet
Roadmap to a Better Revenue Engine by Intelligent Demand
Roadmap to a Better Revenue Engine by Intelligent Demand
Intelligent Demand
Action selling steps to sell powerpoint presentation slides.
Action selling steps to sell powerpoint presentation slides.
SlideTeam.net
Action selling steps to sell powerpoint ppt templates.
Action selling steps to sell powerpoint ppt templates.
SlideTeam.net
Action selling steps to sell powerpoint ppt slides.
Action selling steps to sell powerpoint ppt slides.
SlideTeam.net
Frugal Marketing 101
Frugal Marketing 101
Jessie Paul
Learning More About Saa S Strategy Tuneup
Learning More About Saa S Strategy Tuneup
Accenture
Action selling powerpoint presentation slides ppt templates
Action selling powerpoint presentation slides ppt templates
SlideTeam.net
13 investing to grow how nielsen can help clients maximize return on their in...
13 investing to grow how nielsen can help clients maximize return on their in...
Evelyn Femat
autosuccessMay04
autosuccessMay04
autosuccess
AutoSuccess Oct03
AutoSuccess Oct03
autosuccess
10th Annual Call Center Week
10th Annual Call Center Week
eduardo becerra
Ccw09
Ccw09
JasonRamrattan
AutoSuccess Jul03
AutoSuccess Jul03
autosuccess
Turnaround_Keynotes
Turnaround_Keynotes
Erik Van Rompay
Les relanceurs (THE IMPULSERS)
Les relanceurs (THE IMPULSERS)
Erik Van Rompay
Sales enablement industry benchmark study results
Sales enablement industry benchmark study results
Corporate Visions
Pragmatic Marketer Volume 8 Issue 2
Pragmatic Marketer Volume 8 Issue 2
Pragmatic Marketing
Changing the Game by Simplifying IT
Changing the Game by Simplifying IT
Oracle Day
operations strategy_1
operations strategy_1
midhunraj007
OR Society workshop: Practical process improvement using Lean and 6 Sigma
OR Society workshop: Practical process improvement using Lean and 6 Sigma
Improvement Skills Consulting Ltd.
Agile Framework
Agile Framework
Subbuiyer
Business Process Management 1 Developing The Skillset
Business Process Management 1 Developing The Skillset
Steve Towers, CEO and CPP Champion
Key Steps For Planning A Successful Business Intelligence Dashboard Project
Key Steps For Planning A Successful Business Intelligence Dashboard Project
Kelly Cebold
IASA 2010 - Enhancing the Agent Experience
IASA 2010 - Enhancing the Agent Experience
Security MicroImaging
Performanceleadership
Performanceleadership
maxvink
Más contenido relacionado
La actualidad más candente
Action selling steps to sell powerpoint ppt slides.
Action selling steps to sell powerpoint ppt slides.
SlideTeam.net
Frugal Marketing 101
Frugal Marketing 101
Jessie Paul
Learning More About Saa S Strategy Tuneup
Learning More About Saa S Strategy Tuneup
Accenture
Action selling powerpoint presentation slides ppt templates
Action selling powerpoint presentation slides ppt templates
SlideTeam.net
13 investing to grow how nielsen can help clients maximize return on their in...
13 investing to grow how nielsen can help clients maximize return on their in...
Evelyn Femat
autosuccessMay04
autosuccessMay04
autosuccess
AutoSuccess Oct03
AutoSuccess Oct03
autosuccess
10th Annual Call Center Week
10th Annual Call Center Week
eduardo becerra
Ccw09
Ccw09
JasonRamrattan
AutoSuccess Jul03
AutoSuccess Jul03
autosuccess
La actualidad más candente
(10)
Action selling steps to sell powerpoint ppt slides.
Action selling steps to sell powerpoint ppt slides.
Frugal Marketing 101
Frugal Marketing 101
Learning More About Saa S Strategy Tuneup
Learning More About Saa S Strategy Tuneup
Action selling powerpoint presentation slides ppt templates
Action selling powerpoint presentation slides ppt templates
13 investing to grow how nielsen can help clients maximize return on their in...
13 investing to grow how nielsen can help clients maximize return on their in...
autosuccessMay04
autosuccessMay04
AutoSuccess Oct03
AutoSuccess Oct03
10th Annual Call Center Week
10th Annual Call Center Week
Ccw09
Ccw09
AutoSuccess Jul03
AutoSuccess Jul03
Similar a Sales enablement imperative, Kurt Anderson
Turnaround_Keynotes
Turnaround_Keynotes
Erik Van Rompay
Les relanceurs (THE IMPULSERS)
Les relanceurs (THE IMPULSERS)
Erik Van Rompay
Sales enablement industry benchmark study results
Sales enablement industry benchmark study results
Corporate Visions
Pragmatic Marketer Volume 8 Issue 2
Pragmatic Marketer Volume 8 Issue 2
Pragmatic Marketing
Changing the Game by Simplifying IT
Changing the Game by Simplifying IT
Oracle Day
operations strategy_1
operations strategy_1
midhunraj007
OR Society workshop: Practical process improvement using Lean and 6 Sigma
OR Society workshop: Practical process improvement using Lean and 6 Sigma
Improvement Skills Consulting Ltd.
Agile Framework
Agile Framework
Subbuiyer
Business Process Management 1 Developing The Skillset
Business Process Management 1 Developing The Skillset
Steve Towers, CEO and CPP Champion
Key Steps For Planning A Successful Business Intelligence Dashboard Project
Key Steps For Planning A Successful Business Intelligence Dashboard Project
Kelly Cebold
IASA 2010 - Enhancing the Agent Experience
IASA 2010 - Enhancing the Agent Experience
Security MicroImaging
Performanceleadership
Performanceleadership
maxvink
Global Services Jan 2012
Global Services Jan 2012
ajfitzer
Braithwaite Communications Capabilities
Braithwaite Communications Capabilities
cassoryl
Innovations and elements for creating value chain based agribusiness
Innovations and elements for creating value chain based agribusiness
Agri-Busines Incubation (ABI) Program of ICRISAT
Visure Solutions Requirements Engineering_The word in a nutshell - Ulf Sandberg
Visure Solutions Requirements Engineering_The word in a nutshell - Ulf Sandberg
Visure Solutions
Masters Of Sales Europe Business Presentation
Masters Of Sales Europe Business Presentation
mastersofsales
The TAS Group - Company Overview
The TAS Group - Company Overview
Altify
Territory management for inside sales leader notes
Territory management for inside sales leader notes
Fitira
Marketing Made Easy with Marketing Automation
Marketing Made Easy with Marketing Automation
Steve Susina
Similar a Sales enablement imperative, Kurt Anderson
(20)
Turnaround_Keynotes
Turnaround_Keynotes
Les relanceurs (THE IMPULSERS)
Les relanceurs (THE IMPULSERS)
Sales enablement industry benchmark study results
Sales enablement industry benchmark study results
Pragmatic Marketer Volume 8 Issue 2
Pragmatic Marketer Volume 8 Issue 2
Changing the Game by Simplifying IT
Changing the Game by Simplifying IT
operations strategy_1
operations strategy_1
OR Society workshop: Practical process improvement using Lean and 6 Sigma
OR Society workshop: Practical process improvement using Lean and 6 Sigma
Agile Framework
Agile Framework
Business Process Management 1 Developing The Skillset
Business Process Management 1 Developing The Skillset
Key Steps For Planning A Successful Business Intelligence Dashboard Project
Key Steps For Planning A Successful Business Intelligence Dashboard Project
IASA 2010 - Enhancing the Agent Experience
IASA 2010 - Enhancing the Agent Experience
Performanceleadership
Performanceleadership
Global Services Jan 2012
Global Services Jan 2012
Braithwaite Communications Capabilities
Braithwaite Communications Capabilities
Innovations and elements for creating value chain based agribusiness
Innovations and elements for creating value chain based agribusiness
Visure Solutions Requirements Engineering_The word in a nutshell - Ulf Sandberg
Visure Solutions Requirements Engineering_The word in a nutshell - Ulf Sandberg
Masters Of Sales Europe Business Presentation
Masters Of Sales Europe Business Presentation
The TAS Group - Company Overview
The TAS Group - Company Overview
Territory management for inside sales leader notes
Territory management for inside sales leader notes
Marketing Made Easy with Marketing Automation
Marketing Made Easy with Marketing Automation
Más de Corporate Visions
Four Habits of Highly Forgettable People
Four Habits of Highly Forgettable People
Corporate Visions
The Dangers of One-Size-Fits-All Sales Messaging
The Dangers of One-Size-Fits-All Sales Messaging
Corporate Visions
How to Gain Executive Access (New Research)
How to Gain Executive Access (New Research)
Corporate Visions
What About the Content?
What About the Content?
Corporate Visions
The Art of a Winning Sales Conversation
The Art of a Winning Sales Conversation
Corporate Visions
SiriusDecisions Paths to B2B Growth Webinar
SiriusDecisions Paths to B2B Growth Webinar
Corporate Visions
Content2Conversion 2014 - Corporate Visions - Tim Riesterer
Content2Conversion 2014 - Corporate Visions - Tim Riesterer
Corporate Visions
Three value conversations - San Francisco, Ca. Executive Insights session wit...
Three value conversations - San Francisco, Ca. Executive Insights session wit...
Corporate Visions
Three value conversations - Seattle Executive Insights session with Tim Riest...
Three value conversations - Seattle Executive Insights session with Tim Riest...
Corporate Visions
Tim Riesterer Corporate Visions Executive Insights Session 2014 St. Louis
Tim Riesterer Corporate Visions Executive Insights Session 2014 St. Louis
Corporate Visions
Irvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
Irvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
Corporate Visions
Tim Riesterer: Forrester's Forum for Sales Enablement Professionals keynote
Tim Riesterer: Forrester's Forum for Sales Enablement Professionals keynote
Corporate Visions
Tim Riesterer Medical Device & Diagnostic Sales Training Conference keynote
Tim Riesterer Medical Device & Diagnostic Sales Training Conference keynote
Corporate Visions
3 Conversations that Win - TrainingIndustry.com webcast
3 Conversations that Win - TrainingIndustry.com webcast
Corporate Visions
Corporate Visions Executive Insights Session 2014
Corporate Visions Executive Insights Session 2014
Corporate Visions
Motorola - How Marketing Lives the Story
Motorola - How Marketing Lives the Story
Corporate Visions
Conversations that Win Executive Insights
Conversations that Win Executive Insights
Corporate Visions
United Rentals - Differentiation With Corporate Visions and Maximization With...
United Rentals - Differentiation With Corporate Visions and Maximization With...
Corporate Visions
Brainshark - Using Video to Improve Demand Generation and Sales Enablement
Brainshark - Using Video to Improve Demand Generation and Sales Enablement
Corporate Visions
Tom Peters - The Little Big Things
Tom Peters - The Little Big Things
Corporate Visions
Más de Corporate Visions
(20)
Four Habits of Highly Forgettable People
Four Habits of Highly Forgettable People
The Dangers of One-Size-Fits-All Sales Messaging
The Dangers of One-Size-Fits-All Sales Messaging
How to Gain Executive Access (New Research)
How to Gain Executive Access (New Research)
What About the Content?
What About the Content?
The Art of a Winning Sales Conversation
The Art of a Winning Sales Conversation
SiriusDecisions Paths to B2B Growth Webinar
SiriusDecisions Paths to B2B Growth Webinar
Content2Conversion 2014 - Corporate Visions - Tim Riesterer
Content2Conversion 2014 - Corporate Visions - Tim Riesterer
Three value conversations - San Francisco, Ca. Executive Insights session wit...
Three value conversations - San Francisco, Ca. Executive Insights session wit...
Three value conversations - Seattle Executive Insights session with Tim Riest...
Three value conversations - Seattle Executive Insights session with Tim Riest...
Tim Riesterer Corporate Visions Executive Insights Session 2014 St. Louis
Tim Riesterer Corporate Visions Executive Insights Session 2014 St. Louis
Irvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
Irvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
Tim Riesterer: Forrester's Forum for Sales Enablement Professionals keynote
Tim Riesterer: Forrester's Forum for Sales Enablement Professionals keynote
Tim Riesterer Medical Device & Diagnostic Sales Training Conference keynote
Tim Riesterer Medical Device & Diagnostic Sales Training Conference keynote
3 Conversations that Win - TrainingIndustry.com webcast
3 Conversations that Win - TrainingIndustry.com webcast
Corporate Visions Executive Insights Session 2014
Corporate Visions Executive Insights Session 2014
Motorola - How Marketing Lives the Story
Motorola - How Marketing Lives the Story
Conversations that Win Executive Insights
Conversations that Win Executive Insights
United Rentals - Differentiation With Corporate Visions and Maximization With...
United Rentals - Differentiation With Corporate Visions and Maximization With...
Brainshark - Using Video to Improve Demand Generation and Sales Enablement
Brainshark - Using Video to Improve Demand Generation and Sales Enablement
Tom Peters - The Little Big Things
Tom Peters - The Little Big Things
Último
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
hemanthkumar470700
New 2024 Cannabis Edibles Investor Pitch Deck Template
New 2024 Cannabis Edibles Investor Pitch Deck Template
CannaBusinessPlans
Rice Manufacturers in India | Shree Krishna Exports
Rice Manufacturers in India | Shree Krishna Exports
Shree Krishna Exports
Buy Verified TransferWise Accounts From Seosmmearth
Buy Verified TransferWise Accounts From Seosmmearth
Buy Verified Binance Account
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
DUBAI (+971)581248768 BUY ABORTION PILLS IN ABU dhabi...Qatar
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
pr788182
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon investment
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
hemanthkumar470700
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
Eric T. Tung
Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1
kcpayne
Mckinsey foundation level Handbook for Viewing
Mckinsey foundation level Handbook for Viewing
Nauman Safdar
Cannabis Legalization World Map: 2024 Updated
Cannabis Legalization World Map: 2024 Updated
CannaBusinessPlans
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
gargpaaro
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
meghakumariji156
Structuring and Writing DRL Mckinsey (1).pdf
Structuring and Writing DRL Mckinsey (1).pdf
laloo_007
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
panmisemningshen123
HomeRoots Pitch Deck | Investor Insights | April 2024
HomeRoots Pitch Deck | Investor Insights | April 2024
Hector Del Castillo, CPM, CPMM
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
ssuserf63bd7
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon investment
Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024
Marel
Último
(20)
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
New 2024 Cannabis Edibles Investor Pitch Deck Template
New 2024 Cannabis Edibles Investor Pitch Deck Template
Rice Manufacturers in India | Shree Krishna Exports
Rice Manufacturers in India | Shree Krishna Exports
Buy Verified TransferWise Accounts From Seosmmearth
Buy Verified TransferWise Accounts From Seosmmearth
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1
Mckinsey foundation level Handbook for Viewing
Mckinsey foundation level Handbook for Viewing
Cannabis Legalization World Map: 2024 Updated
Cannabis Legalization World Map: 2024 Updated
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
Structuring and Writing DRL Mckinsey (1).pdf
Structuring and Writing DRL Mckinsey (1).pdf
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
HomeRoots Pitch Deck | Investor Insights | April 2024
HomeRoots Pitch Deck | Investor Insights | April 2024
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024
Sales enablement imperative, Kurt Anderson
1.
THE SALES ENABLEMENT
IMPERATIVE
2.
70 % FAIL
CHANGE CORPORATE DIRECTIVES INITIATIVES BUSINESS TRANSFORMATION Leading Change, John Ko1er, Harvard Business School Corporate Survey, 2008, McKinsey & Co. SAVO CONFIDENTIAL © 2011 2
3.
CORPORATE EXECUTION
= SALES EXECUTION SAVO CONFIDENTIAL © 2011 3
4.
CORPORATE EXECUTION =
SALES EXECUTION OperaTonal Excellence ? New Channels ? ??? Revenue $$ M&A, New Markets ? New Products/Services ? Growth / Revenue Initiatives Sales Execution Buyer Decision Time Money People SAVO CONFIDENTIAL © 2011 4
5.
CUSTOMERS FIND LITTLE
VALUE IN THE CONVERSATION… % Products, brands, operaTons 30 70 % InteracTons with sellers 11 % Sales calls execs view as valuable Source: Forrester Research SAVO CONFIDENTIAL © 2011 5
6.
DEPLOYING GROWTH INITATIVES
SALES EXECUTION CHALLENGES: ACTIVATE (Tmely deployment) ADOPT (take ownership) ACHIEVE (successful execuTon) Growth Execs MarkeGng Sellers/ Channels IniGaGve Regions 6
7.
DEPLOYING GROWTH INITATIVES
SALES EXECUTION OPPORTUNITIES: CHALLENGES: COMMAND & ACTIVATE (Tmely deployment) CONTROL EMPOWER THE ADOPT (take ownership) INDIVIDUAL MOBILIZE THE ACHIEVE TEAM execuTon) (successful Growth Execs MarkeGng Sellers/ Channels IniGaGve Regions 7
8.
SOLVING THE SALES
EXECUTION CHALLENGE COMMAND EMPOWER THE MOBILZE AND CONTROL INDIVIDUAL THE TEAM Ideas Products Process Corporate Management Filter / Push Coaching & Strategy / Prescribe Tool Team Selling People Pricing Data Content SAVO CONFIDENTIAL © 2011 8
9.
DRIVING ALIGNMENT
Challenge: Revenue IniGaGves SoluGon: SAVO Deploy new Methodology / Power 91% adopGon / first 4 months PosiToning, Messaging & Tools Improve Overall Sales ProducTvity and New Average ramp Gme reduced Seller Ramp Processes from nine months to five Improve Product Launch Success Rates 80% reducGon of “random acts through be1er Team Selling of seller enablement” “Omnicell takes pride in our ability to deliver market leading solu7ons for pa7ent safety and opera7onal efficiency in the Healthcare industry. Our partnership with SAVO and Corporate Visions is enabling us to grow and expand our market presence through beCer alignment and execu7on.” - Todd Sims , Omnicell SAVO CONFIDENTIAL © 2011 9
10.
CORPORATE EXECUTION =
SALES EXECUTION OperaTonal Excellence ? New Channels HOW BIG ? Revenue IS YOUR $$ M&A, New Markets GAP? ? New Products/Services ? Growth / Revenue Initiatives Sales Execution Buyer Decision Time Money People SAVO CONFIDENTIAL © 2011 13
11.
THANK YOU
Descargar ahora