building your sales stack...personalization/social tactile selling ai email outreach buyer portals...

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Building Your Sales

Stack

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Roadmap To SuccessSales Enablement

• Messaging & Positioning

• Sales Methodology

• Sales Coaching

• Technology Tools

• Training & Adoption

• Continuing Education

Sales Talent Management

• Selection & Hiring

• Onboarding

• Product & Domain Training

• Sales Process Training

• Sales Methodology Training

• Business & Financial Acumen

• Professional Development

• Sales Compensation

Sales Force Effectiveness

• Sales Process

• Sales Methodology

Sales Coaching

• Opportunity Management

• Key Account Management

• Performance Management

Marketing Alignment

• Lead Generation

• Marketing Automation

• Messaging & Positioning

• Campaigns/Promotions

• Social Media

• Content Marketing

• Product Management & Pricing

Sales Operations

• CRM Hygiene

• Sales Analytics

• Sales Reporting

• Resource Allocation

• Deal Analysis

• Win/Loss Analysis

Salesforce Strategy

• Acquisition & Integration

• Global Expansion

• Sales force Sizing

• Sales force Structure

• Quota Setting

• Channel Management

Sales Performance Ecosystem Model

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Sell More.

At the right Price. To the right End.

DRIVING PROFITABLE GROWTH

With fewer Sales People.

In Less Time.

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Nancy Nardin’s Sales Technology Landscape 2018

Close to 500 tools to help

with Sales Transformation

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1

Sales Stack HierarchyThe fundamental needs of sales teams matched to technology

5

4

3

2

How to Close

Do you have the technology that enables salespeople to create contracts in real time, generate quotes, capture signatures, and know where each contract is in the signature process?

Why Buy & From You

Do you have the technology to enable sales reps to use

digital content and other materials to align the

buyer’s needs with the your solutions and to quantify

and calculate ROI?

When & How to Engage

Do salespeople have the technology to build interest and momentum, to get prospects to engage (have emails opened and calls accepted), to know what works and why? Do they have ready access to relevant sales assets?Who to Sell

to & Why

Do salespeople have technology to discover

opportunities in the market, identify total

available market, prioritize selling effort,

target all decision influencers, and

maintain and grow the database?

Is there technology to nurture current

customers, to up-sell and cross-sell and

renew?

Sell More & Again

Stay Alive!

Feel Safe

Belong

Feel Worthy

SelfActualize

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Sales Stack HierarchyThe fundamental needs of sales teams matched to technology

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?

Do you have the technology to automate skill-set assessment, record and share best practice skills, onboard new reps to full performance quickly?


Someone to Sell to

When & How To Engage

Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement

White Belt Blue Belt Purple Belt Brown Belt Black Belt

Internet Search

Lead Clipping

Lead List Building

Web Visitor Tracking

Call-Back Lead Capture

Email Auto-Reply

Mining

Account Targeting

Predictive Lead ScoringData Cleanse/Append

Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®

Outreach Email Workflow

Sales Prospecting &

Engagement

Presentation Builders

Sales Enablement

Video Selling

Personalization/Social

Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking

PowerPoint® ROI CalculatorsBuyer Consensus

Value Selling

Reference

ManagementChannel Management

Spreadsheets

Documents Email

eSignatures

Proposal Creation

CPQ Account & Opportunity

Management

Sales Process &

Action Management

Contract Life-Cycle Mgmt

Spreadsheets CRMCustomer Experience

& SuccessCustomer Engagement

Revenue Management

Renewal Management

Spreadsheets CRMSales Compensation

Planning & Admin’

Forecast Analysis & Roll-

Up (machine-learning)Territory Management

Face-to-face Training Sales Portal

Skills Development &

Reinforcement,

Gamification

Video Practice &

Role-Play

Sales Call Recording &

Coaching

Typical Maturity levels in Yellow(lots of room for improvement)

Sales Stack Maturity Model

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SPASIGMA 4Q Core Skills Mastery Program:

Build, Sustain and Monetize Exponential, Transformative, Competitor-Proof Relationships, Based on Customer’s Economic & PsychologicalNeeds

Anything Can Be Digitized, Automated, Commoditized, or OutsourcedExcept For Relationships

Deep Learning is Not Just For Machines – It’s for People Too

1

3

4 2

Profit Quotient

PiQ

How Does My Company

and My Customer’s

Company Drive Mutually

Profitable Growth?

Relationship Quotient

RQ

How Do I Systematically

Create & Sustain

Transformative,

Competitor-Proof

Relationships?

Negotiation

Quotient

NQ

How Do I Create &

Monetize Customer

Value?

Personality

Quotient

PQ

How Do I Read &

Reach the Diverse

Personalities

Around Me?

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Core Skills to Enable Sales Stack Mastery

NEGOTIATION QUOTIENT

PROFITQUOTIENT

RELATIONSHIP QUOTIENT

PERSONALITY QUOTIENT

PERSONALITY QUOTIENT

PROFITQUOTIENT

PROFITQUOTIENT

RELATIONSHIP QUOTIENT

NEGOTIATION QUOTIENT

PROFITQUOTIENT

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• Do you struggle to get enthusiastic participation of your sales people?

• Do your sales people find your training engaging and entertaining?

• Do your sales people often fail to complete your training?

• Does your sales training lack retention programming to drive long term mastery?

• Is your sales training integrated into CRM and other workflow platforms?

• Does your sales training leverage peer-to-peer learning?

• Do your sales people naturally consume your training faster than expected?

• Are your sales people distracted by social media and entertainment?

How Impactful is Your Training?

How do we drive impactful training in a distracted, time-pressured world?

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TRAINING 3.0 PARADIGM

Engaging &

Entertaining

Simple,

Intuitive, Drip

Learning

Stimulating &

Experiential

Just in Time

Workflow

Integration

Social &

Mobile

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Facilitate outreach through social networks Build prospect lists Find email and phone contact data Route Leads to the ‘right’ rep Identify connections to prospects within your company

Marry online inquiries to existing account records Score Leads and qualify them for sales Build TAMs (Total Available Market analysis) Determine ideal customer profile based on past success Train process & skills needed to build relationships Database Cleanse/Append

CHECK IF YOU CAN X IF YOU CAN’T

Exercise 1

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Insights & skills to engage the people you sell to Create, Share, Customize email templates Get email alerts/digests on key accounts Hold instant online meetings Nurture future opportunities Automate email outreach Create email/call sequencing workflows


Exercise 2

Send video email messages Understand prospects' business and challenges Persona-based messaging and content A/B testing for sales rep emails Facilitate online selection of content/products Know optimal number of touch points

Record live calls for coaching purposes Share & Track Video demos Buyer-stage messaging and content (unaware of

the problem, suspicion of problem, problem exists, problem is worth solving,

Define the sales process & specific steps Facilitate sending swag or marketing assets Know when prospects acquire new tech Present, show product catalog, & capture leads Provide prospect-specific call scripts Send email to a full list of prospects

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Share, knowledge & collaborate Align solutions with buyer challenges Auto recommend relevant content to buyers Map buyer political landscape Plan account-specific strategies Quantify ROI and value

Auto recommend content to salespeople Build buyer consensus Get alerts/digests on key accounts & market intelligence Understand prospects' business and challenges Insights & Skills to align solutions with prospects’ growth. Create customized prospect or deal portals


Exercise 3

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Get contracts signed electronically Track signature status Collaborate on opportunity activities & responsibilities Track contract workflow

Configure quotes and proposals Convert customer value into share-holder value Identify referrals to help close deals Track and monitor changes in deal status (and causes)


Exercise 4

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Track current purchases by customer in CRM Auto-Create Renewal Proposals Configure proposals with matching systems & solutions Conduct an account-based white-space analysis Create customized prospect or deal portals Measure customer satisfaction Know & monitor the delivery of purchased services Skills training to spot white-space growth opportunities


Exercise 5


Roll-up the forecast Track Sales rep activity metrics Analyze territories and assign to reps Analyze win/loss Identify at-risk deals (and why) Know which content progresses deals Monitor & analyze pipeline velocity & factors


Exercise 6

Quota planning, scenario analysis, & Administration Track and monitor changes in deal status (and causes) Identify where reps are spending time Convert customer value into share-holder value Know optimal number of touch points Activity-based deal probability Judge forecasts on past and predictive analytics

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Exercise 7

Provide prospect-specific call scripts Train salespeople on use of internal sales tech Motivate sales performance & reward behavior Quiz on, and reinforce skill-set and knowledge Role-play and feedback via video Just-in-time training integrated into our workflow