Reinventing the Sales Model Sales Readiness Series
Reinventing the Sales Model
Sales Readiness Series
Reinventing the Sales Model Sales Readiness Series
Sales Readiness Series Hosts
2 ©2010, 3forward, LLC
Dan Hudson 3forward President, Co-Founder [email protected]
Matt Smith 3forward Exec VP, Co-Founder [email protected]
3forward.com Create. Increase. Accelerate.TM
Reinventing the Sales Model Sales Readiness Series
Lead Readytm from 3forward
3 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Above the Funnel Lead Management. LeadReady.com
Lead Ready™ provides a fully managed program for finding, developing and converting leads to sales ready opportunities.
Reinventing the Sales Model Sales Readiness Series
Today’s Conversation
4 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
• The way it used to be;
• What has changed;
• The emerging sales model;
• How to begin successful change.
Reinventing the Sales Model Sales Readiness Series
Sales World We Knew and Loved
5 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Rolodex
Networking
Pitches
Entertaining
Closing
Excel Pipelines
Reinventing the Sales Model Sales Readiness Series
Old School Sales Management
6 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Assign quotas /accounts
then leave top
performers alone
Coach & Baby-sit “D”
players
Skeptical / disinterested
with marketing
Insulate sales team
from company
leadership
Hide the selling
process ‘behind the
curtain’
Reinventing the Sales Model Sales Readiness Series
7 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
What Changed?
Why Does It Matter?
What Can I Do About IT?
Reinventing the Sales Model Sales Readiness Series
Buyers and Markets Changed
8 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
• Access to Inexhaustible Research, Best Practices, Data and Peer Insight
• Mature Markets, Few New Opportunities
• Chief Procurement Officers
• Accelerating Business Change and Technology Evolution i.e. Slow / No Growth, Globalization, Cloud, Mobile
Reinventing the Sales Model Sales Readiness Series
Sales Funnel Management Changed
9 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Sales Readiness
Lead Creation
Lead Engagement
Lead Nurturing
Lead Scoring
Qualification
Prove Value
Decision
Marketing
Sales
From Sales 1.0 List Purchased
Direct Mail
Cold Calling / Networking
Qualifying
Presenting
Closing
Marketing
Sales
To Sales 2.0
Reinventing the Sales Model Sales Readiness Series
The “C” Suite View of Sales Changed
10 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
• Had it with “Sales is an Art”
• Demanding Accountability
• Time for Sales Benchmarking
• Expect Pipeline Accuracy & Transparency
• Meanwhile, They Continue Raising Quotas Without Increasing Sales Budgets
Reinventing the Sales Model Sales Readiness Series
Time for Sales to Reinvent Itself
11 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Process
Responsibilities
Relationships
Measurement
Technology
Accountability
Reinventing the Sales Model Sales Readiness Series
You Must Add Value For Buyers
12 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
1. Embrace the Buyers’ Control of the Process
2. Provide Relevant and Timely Content
3. Forget the ABCs
4. Develop Industry Expertise
5. Engage Your Full Team
Reinventing the Sales Model Sales Readiness Series
Learn Today’s Buying Process
13 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Status Quo
Priority Shift Research Options Step
Backs Validation Choice
From Designing Nurturing Programs to Drive Sales©, by Ardath Albee
Reinventing the Sales Model Sales Readiness Series
Manage Your Pipelines Differently
14 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Zone 1: Above the Funnel – Marketing’s (New) Responsibility – Lead Conversion Numbers
Zone 2: Top of the Funnel – Id’d to Qualified – Shared Goals and Metrics
Zone 3: Down Selection to Decision – Two things you cannot control (when and who)
Reinventing the Sales Model Sales Readiness Series
Measure Above the Funnel
15 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Revenue Planning Model © 3forward, LLC Available for Download – Contact Us
http://3forward.com/contact-us/
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Lead Stage
Stage Progression
Rate Count Stage ValueLead Messaging 10% 1,000 $1,000,000,000Qualifying – web visits/scoring 25% 100 $100,000,000Sales Ready – Dialogue Occurs 25% 25 $25,000,000Opportunity ID’d – fit exists 50% 6 $6,250,000Priced Proposals 30% 3 $3,125,000Wins -- 1 $1,000,000
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Reinventing the Sales Model Sales Readiness Series
Measure Above the Funnel
16 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM Revenue Planning Model © 3forward, LLC
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Lead Stage
Stage Progression
Rate Count Stage ValueLead Messaging 10% 1,000 $1,000,000,000Qualifying – web visits/scoring 25% 100 $100,000,000Sales Ready – Dialogue Occurs 25% 25 $25,000,000Opportunity ID’d – fit exists 50% 6 $6,250,000Priced Proposals 30% 3 $3,125,000Wins -- 1 $1,000,000
6*+#7'8'9*::#-+72;<':*"#'=$*:':#77%&.-&'.-+*'>,%0.=/.-&
;4<':*"#'=$*:'=$*:'>,%0.=/.-&'.-+*'?%0#7'@#%A/
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Best in Class Sales Leaders inspect above this line.
Reinventing the Sales Model Sales Readiness Series
Embrace the Science of Selling
17 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Segment and Concentrate
on Sweet Spot Web-Touch
Selling Automated
Lead Management
Metrics at Ever Funnel Stage
Benchmark Performance
Pipeline and Forecast
Transparency
Outsource to Create
Advantage
Reinventing the Sales Model Sales Readiness Series
Sales Tech Has Impact
18 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
• Messaging, Events, Broadcasts, Promotions
Demand Generation
• Research, Surveillance, Monitoring, Identification
Listening and Tracking
• Prospects and Buyers, Influencers, Candidates
Expanding networks
Reinventing the Sales Model Sales Readiness Series
Above the Funnel Technology
19 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Score and Prioritize Leads
Nurture Prospects with Drip Marketing
Track Campaigns and Responses
Campaign Landing Pages
View Companies & Prospects Visiting Website / Pages
Measure and Track ROI
Send E-Newsletters
Integrate with CRM
Segmentation Reporting
Lead Notification
Landing Pages & Micro-sites
Drip Marketing, News, Campaigns
Website Social Media &
Networks Events & Webinars
CRM System
Lead Scoring, Nurturing
Tracking Tracking
Reinventing the Sales Model Sales Readiness Series
Experts on Lead Automation
20 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Sales organizations are looking for… the highest level of sales productivity with the shortest sales cycle at the lowest cost. Is this
even possible? The answer is simply – yes. Sales Benchmark Index – Accelera3ng The Sale
Lead management… moving from early stage to essential. Forrester Research – Managing Leads for a Stronger Pipeline
Lead Generation Management systems help companies more effectively target campaigns and track prospect interest levels… We have
documented numerous examples where LGM systems increased the quality and quantity of leads…
CSO Insights – What’s Your Path To Success In 2010?
Reinventing the Sales Model Sales Readiness Series
Allies for Reinvented Sales Leaders
21 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Mutual responsibility to The Number
Earn their Trust by Improving Pipeline Integrity
CFO Technology is Essential in the New Sales World
Analytics and Process Experience
CIO
Reinventing the Sales Model Sales Readiness Series
Deadly Sales Mistakes
22 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Trying to turn Bottom Tier reps
into steady producers
Account relationships
solely in Reps’ hands
“Revenue will ‘hockey stick’ this
year” Misrepresenting
the Pipeline
Reinventing the Sales Model Sales Readiness Series
Four Risks Worth Taking*
23 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
1. Purge dead opportunities from the pipeline
2. Stop replacing your bottom performers
3. Announce your goals to the rest of organization
4. Expecting your stars to change with times
*Create Transparency – Sales as an Art is over
Reinventing the Sales Model Sales Readiness Series
Building Blocks to Reinventing Sales
24 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Sales Execs
Outside Reps Telesales
Demand Gen
Outbound Inbound
On-Line
Web Social Media
Systems
Process Tools
Reinventing the Sales Model Sales Readiness Series
How 3forward Can Help
25 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Lead Readytm
Anchor Client Acquisition
Market Expansion Programs
Sales 2.0 Services
Sales Leader Support
Reinventing the Sales Model Sales Readiness Series
Recent Webcasts
26 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Hiding In Plain Sight – Segmenting and Prospect Profiling
Above the Funnel – How to Measure (and Grow) Your Lead Pipeline
Build a Pipeline That Never Leaks Actionable Sales Insight with Everest InsightsTM
Growing Outsourcing Revenues Revenue Planning for Sales
Reinventing the Sales Model Sales Readiness Series
Sales Readiness
3forward Become a Fan
3forward Dan_3forward Mattat3forward
Sales Leaders Blog
New Tools Directory
Questions?
27 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Reinventing the Sales Model Sales Readiness Series
Resources 3forward’s New Tools Directory
• 9 categories of sales and marketing best practices, dozens of downloads
New Model Sales, Marketing and Social Media Experts • Seley and Holloway Sales 2.0 • Ardath Albee Marketing and Content • Chris Brogan B2B Social Media • Brian Solis Social Media • David Meerman Scott Marketing and PR • Gerhard Gschwandtner Sales 2.0
Sales Benchmarking • CSO Insights • Sales Benchmark Index
28 ©2010, 3forward, LLC
3forward.com Create. Increase. Accelerate.TM
Reinventing the Sales Model Sales Readiness Series
Reinventing the Sales Model
Sales Readiness Series Learn More at 3forward.com