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Strategies for Building World Class Sales Organizations

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Landslide Technologies

This webinar presented by Landslide Technologies features John Holland from CustomerCentric Selling and focuses on the topic of: Strategies for Building World Class Sales Organizations. How can you turn your sales team from average into "world class"?

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Landslide's Sales P3 System is a unique combination of on-demand sales software and live services. It increases sales volume by transforming individual performers into a world-class team of more effective and consistent sales producers. For more information visit: www.landslide.com or call 1-866-450-8522
5 Strategies for Building World Class Sales Organizations presented by: John Holland, Co-founder & Co-author of CustomerCentric Selling® January 21, 2009 © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Introductions ,[object Object],[object Object],Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],SBI / CCS Collaboration © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Research versus Benchmarking Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Why compare? Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
What is at stake? Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Five Areas of Focus for WCSOs Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Buyer Enablement Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Aligning with Buyers Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Example: Aligning with Buyers Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved ,[object Object],[object Object],[object Object],[object Object]
Example: Aligning with Buyers Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Example: Aligning with Buyers Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Outbound Lead Ratio Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Pipeline Ratio Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Example: Indicators of Future Performance Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
CRM/SFA Utilization Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
CRM/SFA Utilization Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
CRM/SFA Utilization Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved Disruption B e n e f i t CEO/COO CFO VP Mktg/VP Sales Salespeople IT Benefit equal to disruption
CRM/SFA Acceptance & Usage Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Example: Make Sellers More Productive Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
Training Hours per Sales Rep Building World Class Sales Organizations ,[object Object],[object Object],[object Object],[object Object],[object Object],© Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved

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Strategies for Building World Class Sales Organizations

  • 1. Landslide's Sales P3 System is a unique combination of on-demand sales software and live services. It increases sales volume by transforming individual performers into a world-class team of more effective and consistent sales producers. For more information visit: www.landslide.com or call 1-866-450-8522
  • 2. 5 Strategies for Building World Class Sales Organizations presented by: John Holland, Co-founder & Co-author of CustomerCentric Selling® January 21, 2009 © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
  • 3.
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  • 12. Example: Aligning with Buyers Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
  • 13. Example: Aligning with Buyers Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
  • 14.
  • 15.
  • 16. Example: Indicators of Future Performance Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
  • 17.
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  • 19. CRM/SFA Utilization Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved Disruption B e n e f i t CEO/COO CFO VP Mktg/VP Sales Salespeople IT Benefit equal to disruption
  • 20.
  • 21. Example: Make Sellers More Productive Building World Class Sales Organizations © Landslide 2009. All Rights Reserved / © CustomerCentric Selling ® 2009. All Rights Reserved
  • 22.