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PRESENTED BY
Sales Enablement
Jon Russo, Moderator
#B2BContentEvent
#B2BContentEvent#B2BContentEvent
For every 650 leads, 1 deal closes in 19 months
Cost of Poor Sales Enablement is $14M ann...
#B2BContentEvent
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Mak...
#B2BContentEvent
PROBLEM FINDER
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
...
#B2BContentEvent#B2BContentEvent
Sales Process KPI – By Source
Qualification
Needs Assessment
Proposal
Evaluation
Close/Wo...
#B2BContentEvent
6
Q&A
Contact Info
@B2BCMO Jon Russo
@Jill_Rowley Jill Rowley
@FDonny Frank Donny
@TRiesterer Tim Riester...
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Sales Enablement Conference

Sales Enablement Roundtable

Supporting Slide for Conference Panel moderation Apr 2013

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Sales Enablement Conference

  1. 1. PRESENTED BY Sales Enablement Jon Russo, Moderator #B2BContentEvent
  2. 2. #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
  3. 3. #B2BContentEvent Status Quo Threatene d Identify New Needs Define Soluti on 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
  4. 4. #B2BContentEvent PROBLEM FINDER Status Quo Threatene d Identify New Needs Define Soluti on 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
  5. 5. #B2BContentEvent#B2BContentEvent 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 Sourced Qualification Needs Assessment Proposal Evaluation Close/Won Negotiatio n 74% 50% 76% 65% 78% 70% 74% 72% 79% 74% 30% 13%
  6. 6. #B2BContentEvent 6 Q&A Contact Info @B2BCMO Jon Russo @Jill_Rowley Jill Rowley @FDonny Frank Donny @TRiesterer Tim Riesterer

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