Finding Your Path to Higher Revenue€¦ · @sellingtools [email protected] Finding Your...

@[email protected]

Finding Your Technological Path to Revenue Growth

2017 © Smart Selling Tools, Inc.

Sales Stack Maturity

Building Your

Sales Technology

Stack

Technology matters only to the

extent that it can help you improve

revenue performance.

Sell More. In Less Time.At the right Price. To the right End.

SALES TRANSFORMATION

With fewer Sales People.


Close to 500 tools to help

with Sales Transformation

2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.

Who owns

responsibility for the

transformational Sales

technology stack?


Sales programs

Employee Recognition

Sales processfunnel tracking

Events

Salesforce Training

Reporting

Recruitment

Tools

Sales support

Sales force deployment

CRM enhancement

Market insights

Sales Strategy

Organizational Effectiveness

Sales Planning

Analytics

Targeting

Sales performance

Contests

Sales Conference

Quota Analysis

Booking of Deals

LinkedIn Sales Operations: Job Descriptions Tools assessment is a small part


Field Marketing

ContentSkills Development

People Management

Sales Knowledge

Tools

Certification

Solution Marketing

Channel Sales

Sales Strategy

Sales Planning

Training

Sales performance

Onboarding

Field Readiness

Sales Strategy

LinkedIn Sales Enablement: Job Descriptions Tools assessment is a small part


Sales programs

Forecasting

Coaching

Sales Rep Development

Planning & Reporting

Develop & Grow Team

ToolsBudgeting

Generate Revenue Streams

Assign Territories Exceed Targets

Sales Strategy

Ensure Profitable Revenue

Sales Planning

Sales Hiring

Sales performance Contests

Quota Analysis

Improve Velocity

LinkedIn Sales VP: Job Descriptions Tools assessment is a small part


Sales Leadership+ Sales Operations + Sales Enablement

Power to Transform

Who Takes the Lead at your Organization?(and is their coordination among groups)


Sales Transformation

Stack

in Steps


Step OneUnderstand the Hierarchy of

Revenue Needs TM


WHO TO SELL TO

The Hierarchy ofRevenue Needs™

These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.

Manage, Forecast, Analyze

Physiological

The Revenue Hierarchy


WHO TO SELL TO




Physiological


Safety WHEN & HOW TO ENGAGE


WHO TO SELL TO




Physiological



Social BelongingWHY BUY & FROM YOU


WHO TO SELL TO




Physiological




Esteem HOW TO CLOSE


WHO TO SELL TO




Physiological




Esteem HOW TO CLOSE

Self ActualizationHOW TO SELL MORE

Up/Cross-Sell & Renew


WHO TO SELL TO




Physiological




Esteem HOW TO CLOSE

Self ActualizationHOW TO SELL MORE



Develop, Coach, Onboard, Motivate


Review opportunities at each

Hierarchy level and check those where improvement is needed

Step Two


Build prospect lists Determine ideal customer profile based on success Ensure high-level of lead follow-up Facilitate outreach through social networks Find email and phone contact data Identify connections to prospects within your network Increase call connect rates

Maintain and refresh database Map buyer political landscape Marry online inquiries to existing account records Prioritize prospects for optimized activity Respond to Leads quickly Route Leads to the ‘right’ person Score Leads and qualify them for sales Test & verify email addresses in database

CHECK ALL ITEMS THAT ARE HOLDING YOU BACK

Who to Sell toDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?


A/B or other message testing for sales rep emails Alert reps when sales steps or activities missed Auto Dial on phone numbers Automate email outreach Automatically log calls Build buyer Consensus Coordinate meeting times and schedules

Have instant online meetings Know optimal number of touch points Know what technology prospects use & when they change Know when prospects engage Know which content progresses deals Log emails, tasks, and opportunities through email client Nurture future opportunities


Present, show product catalog, and capture leads Provide prospect-specific call scripts Record live calls Send email to a full list of prospects Send video email messages Share & Track Video demos Understand prospects' business and challenges

Create customized prospect or deal portals Create email/call sequencing workflows Create, Share, Customize email templates Define the sales process & specific steps Facilitate the online selection of content or products Facilitate the sending of swag, or other marketing assets Get email alerts/digests on key accounts & the market

When & How to EngageDo salespeople have the technology to build interest and momentum, to get prospects to engage (get emails opened and calls accepted), to know what works and why?



Align solutions with buyer challenges Auto recommend relevant content to buyers Auto recommend relevant content to salespeople Build buyer consensus Create customized prospect or deal portals Get alerts/digests on key accounts & market intelligence

Map buyer political landscape Plan account-specific strategies Quantify ROI and value Share & Track Video demos Understand prospects' business and challenges Share, access & collaborate on a knowledgebase

Why Buy, Why From YouDo you have the technology to enable salesreps to use digital content and othermaterials to align the buyer’s needs with theyour solutions and to quantify and calculateROI?


Collaborate on account activities & responsibilities Configure quotes and proposals Facilitate the online selection of content or products Get contracts signed electronically Identify referrals to help close deals Plan account-specific strategies Track and monitor changes in deal status (and causes) Track contract workflow Track signature status


How to Close the DealDo you have the technology to enable the sales rep to create contracts in real time, generate quotes, and capture signatures.


Configure proposals with complimentary systems & solutions Create customized prospect or deal portals Map account white-space Measure customer satisfaction Nurture future opportunities Understand and monitor the delivery of purchased services


Do salespeople have the technology to nurture current customers for up-sell and cross-sell purposes? Do they have the ability to map the white-space for their solutions within target accounts. And, do they have the ability to track customer satisfaction and fulfillment to secure a renewal?

What Else to Sell & How to Repeat


Analyze activities to auto-assess deal probabilityAnalyze territories and assign to reps Analyze win/lossIdentify at-risk deals (and why) Identify where reps are spending time Judge forecasts on past and predictive analyticsRoll-up the forecast


Know optimal number of touch points Know which content progresses deals Monitor & analyze pipeline velocity & underlying factors Quota planning, scenario analysis, & AdministrationTrack and monitor changes in deal status (and causes)Track Sales rep activity metrics

Sales Management, Analytics, Forecasting & Operations

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?


Identify where reps are spending time Motivate sales performance and reward behavior Provide prospect-specific call scripts Quiz on, and reinforce skill-set and knowledge Role-play and feedback via video Track and monitor changes in deal status (and causes) Train salespeople on the use of internal sales technology


Skills Development,Coaching, Onboarding& Reinforcement

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


Step ThreeReview the items you checked in step two and identify the hierarchy level to

focus first. See the Sales Stack Maturity Model for

technology ideas.


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 SellingReference Management Channel 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

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

Sales Stack Maturity Model

We’ll take you through this

model on the following pages



Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’


Up (machine-learning)

Sales Performance Mgmt

Territory Management


Gamification,


Reinforcement

Video Practice &

Role-Play


Coaching


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement


Someone to Sell to

Hierarchy Levels on the Left

Maturity levels across the top



Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’






Gamification,


Reinforcement

Video Practice &

Role-Play


Coaching


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement


Someone to Sell to

Locate the tools you use now, to know your current belt level



Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’






Gamification,


Reinforcement

Video Practice &

Role-Play


Coaching


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement


Someone to Sell to

Purposefully blurred




Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’






Gamification,


Reinforcement

Video Practice &

Role-Play


Coaching


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement


Someone to Sell to

Purposefully blurredLocate the tools you use now, to know your current belt level



Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’






Gamification,


Reinforcement

Video Practice &

Role-Play


Coaching


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement


Someone to Sell to



Someone to Sell to


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement



Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’





Reinforcement,

Gamification

Video Practice &

Role-Play


Coaching

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



Internet Search

Lead Clipping

Lead List Building




Account Targeting


Someone to Sell to


Let’s flip it and look at each level at a time



Internet Search

Lead Clipping

Instant look up from a

web page

Can often check and

verify multiple

sources

Sometimes has ability

to sync with CRM

Someone to Sell to & Why

Tech

Capabilities

Examples



Internet Search

Lead Clipping

Lead List Building



web page

Can often check and

verify multiple

sources


to sync with CRM

Look up contacts and

accounts

Some have purchase

intent & install-base

Some offer relevant

content

Hot lead prioritization

Some work on any web

page (not just landing

pages)


Tech

Capabilities

Examples



Internet Search

Lead Clipping

Lead List Building





web page

Can often check and

verify multiple

sources


to sync with CRM


accounts

Some have purchase


Some offer relevant

content




pages)

Routing to available reps on

mobile or land-line

Return call in 25 sec

Improved website

conversion

Append data from email

signature lines

Discover new contacts from

OOO msg

Identify Sales Trigger Events


Tech

Capabilities

Examples



Internet Search

Lead Clipping

Lead List Building




Account Targeting

Predictive Lead Scoring


web page

Can often check and

verify multiple

sources


to sync with CRM


accounts

Some have purchase


Some offer relevant

content




pages)

Routing to available reps

on mobile or land-line


Improved website

conversion


signature lines

Discover new contacts

from OOO msg

Changes in contact status

Similar Companies

Ideal Customer Profile

(ICP)

Score accounts &

prioritize

Identify Total

Addressable Market

(TAM)


Tech

Capabilities

Examples



Internet Search

Lead Clipping

Lead List Building




Account Targeting



web page

Can often check and

verify multiple

sources


to sync with CRM


accounts

Some have purchase


Some offer relevant

content




pages)

Routing to available reps

on mobile or land-line


Improved website

conversion


signature lines

Discover new contacts

from OOO msg

Changes in contact status

Similar Companies

Ideal Customer Profile

(ICP)

Score accounts &

prioritize

Identify Total

Addressable Market

(TAM)

Match Leads to

Accounts

De-Duplication

Normalize data (key

data fields used)

Enrich and Append

Data

Unify Data across

Marketing & Sales


Tech

Capabilities

Examples



Phone & Email,

Online Meeting

More advanced give Personal Mtg URL’s and

don’t require downloading

Ability to share screen

Ability to record

Tech

Capabilities

Examples

When & How to Engage



Phone & Email,

Online Meeting

Meeting Schedulers,

PowerPoint,®





Ability to record

Personal links for prospects to select the best time

Add prospects to list and send personal one-to-many

campaigns

Set up sequences or cadences for automatic email

follow-through

Tech

Capabilities

Examples




Phone & Email,

Online Meeting

Meeting Schedulers,

PowerPoint,®


Sales Prospecting &

Engagement,





Ability to record



campaigns


follow-through

For high velocity Selling

Tee’s up next calls with dialer capabilities

Often includes call scripts and email templates

Automatic Presentation creation

Some can insert key data from CRM and elsewhere to

personalize

Ability to track engagement

Tech

Capabilities

Examples




Phone & Email,

Online Meeting

Meeting Schedulers,

PowerPoint,®


Sales Prospecting &

Engagement,


Sales Enablement,

Video Selling,


Tactile Selling




Ability to record



campaigns


follow-through






personalize


Makes the right content readily available to sales

Some use machine learning to recommend

Using Webcam or smart phone

With engagement tracking

Ability to send & track swag to prospects

Tech

Capabilities

Examples




Phone & Email,

Online Meeting

Meeting Schedulers,

PowerPoint,®


Sales Prospecting &

Engagement,


Sales Enablement,

Video Selling,


Tactile Selling

AI Email Outreach,

Buyer Portals,

AI Mtg Note Taking




Ability to record



campaigns


follow-through






personalize


Makes the right content readily available to sales

Some use machine learning to recommend

Using Webcam or smart phone

With engagement tracking

Ability to send & track swag to prospects

Human-like lead outreach to increase sales efficiency

Customized landing pages with sales rep contact

details and personalized content

Some have interactive chat-like capability

Transcript service bot that “joins” each sales call

Tech

Capabilities

Examples




PowerPoint,® Spreadsheet ROI Calculators

Interactive Tools that allow a salesperson or prospect

quantify ROI

Can be posted on websites and used for lead gen

Tech

Capabilities

Examples

Why Buy & From You



PowerPoint,® Spreadsheet ROI Calculators Buyer Consensus,

Value Selling


quantify ROI


Identify & map buying team members & sentiment

Identify at-risk deals based on sentiment

Expected (& realized ROI)

Turn spreadsheets into sophisticated models

formatted for prospects

Quantify “do nothing” costs

Tech

Capabilities

Examples

Why Buy & From You




Value SellingReference Management


quantify ROI








Platform to manage customer reference

collections

Manage customer reference requests

including matching the right reference customers

Track & report revenue impacted by customer

references

Tech

Capabilities

Examples

Why Buy & From You






quantify ROI








Platform to manage customer reference

collections

Manage customer reference requests

including matching the right reference customers

Track & report revenue impacted by customer

references

Make branded content available to Resellers

Visibility into partner sales activity

Control messaging & brand

Some include self-help tools and training content

Some include collaboration

Tech

Capabilities

Examples

Why Buy & From You



Spreadsheets

Documents Email

eSignatures

Proposal Creation

Send documents electronically for prospect to

sign from any device.

Some will automatically create the right signing fields based on proposal templates

Automatic creation based on CRM data

Can build with personalized branding and

Tech

Capabilities

Examples

How to Close



Spreadsheets

Documents Email

eSignatures

Proposal CreationCPQ






Ability to quote quickly from with CRM

Eliminates mistakes in product configuration

Prevents mispricing or adding unavailable items.

Some include guided selling

Usually for companies with hundreds of SKU’s

Tech

Capabilities

Examples

How to Close



Spreadsheets

Documents Email

eSignatures


Account & Opportunity

Management











White-Space Analysis to increase wallet-share

Sales Process Reinforcement

Complex deal planning and collaboration

Risk-Identification

Map capabilities to your customer’s requirements

Tech

Capabilities

Examples

How to Close



Spreadsheets

Documents Email

eSignatures


Account & Opportunity

Management

Sales Process &

Action Management












White-Space Analysis to increase wallet-share

Sales Process Reinforcement

Complex deal planning and collaboration

Risk-Identification

Map capabilities to your customer’s requirements

Workflow functionality to automate processes & tasks

Streamlines Sales activity management

Pre-approved templates

Approval & Signature Routing

Redlining Processes

Contract Repositories

Tech

Capabilities

Examples

How to Close




& Success

Identify abnormal customer engagement patterns

Capture usage data and craft personalized messaging to

groups and individuals

Track patterns across products and departments

Develop a Success Plan to deliver value and plan for

expansion

Tech

Capabilities

Examples











expansion

360-degree view of your customers

Unified Customer Interaction Data

Automatic call tracking and logging

Tech

Capabilities

Examples






Revenue Management

Renewal Management






expansion

360-degree view of your customers

Unified Customer Interaction Data

Automatic call tracking and logging

Key Drivers affecting Revenue

Revenue Recognition Compliance

Revenue Allocation

Recurring Billing

Recurring Revenue

Subscription Management

Retention & Upgrade Analysis

Tech

Capabilities

Examples




Spreadsheets CRM Sales Compensation Planning

& Admin’

Tools to more easily design incentive plans

Manage complex configurations and formulas

Track and Manage Commissions

Many include Sales Rep portals

Easily spot inaccuracies

Tech

Capabilities

Examples

Management, Admin, Forecasting & Ops




& Admin’








Real-time alerts on forecast changes (& why)

Automated, real-time roll-up for timely visibility

Deal Scoring prioritization

Deal specific coaching

Pipeline quality and velocity analysis

Tech

Capabilities

Examples





& Admin’








Real-time alerts on forecast changes (& why)

Automated, real-time roll-up for timely visibility

Deal Scoring prioritization

Deal specific coaching

Pipeline quality and velocity analysis

Assess and quantify opportunity and workload for accounts & geographies

Align territory potential with sales capacity

Prevent over-under allocation

Keep account and territory lists up to date

Tech

Capabilities

Examples






Reinforcement,

Gamification

Mobile access stimulates

engagement

Information and insights

delivered and quizzed in

small increments

reinforced over time.

Some offer coaching hubs

Tech

Capabilities

Examples

Skills Development, Measurement & Reinforcement





Reinforcement,

Gamification

Video Practice &

Role-Play


engagement



small increments



Practice by recording

pitches & demos

Managers have access

to review

Some have peer

collaboration

Tech

Capabilities

Examples






Reinforcement,

Gamification

Video Practice &

Role-Play


Coaching


engagement



small increments



Practice by recording

pitches & demos

Managers have access

to review

Some have peer

collaboration

Listen to calls at key

moments

Identify coaching

opportunities

Feedback & Notation

capability

Identify best-practice

Tech

Capabilities

Examples




Internet Search

Lead Clipping

Lead List Building




Account Targeting


Phone & Email

Online Meeting

Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


Sales Enablement

Video Selling


Tactile Selling

AI Email Outreach

Buyer Portals

AI Mtg Note Taking



Spreadsheets

Documents Email

eSignatures

Proposal Creation


Management

Sales Process &

Action Management




Revenue Management

Renewal Management


& Admin’






Gamification,


Reinforcement

Video Practice &

Role-Play


Coaching

Someone to Sell to


Why Buy & From You

How to Close

Up/Cross-Sell/Renew

Management, Admin

Forecasting & Ops

Skills Development,

Measurement &

Reinforcement


3-Step Framework1. Identify the hierarchy level on which to focus2. See which belt level you are based on tools currently in use3. Consider technologies that take you to the next level

(refer to the 2017 SalesTech Landscape on the next page and the example solutions on prior pages)


For the latest versionClick here >

https://smartsellingtools.com/salestech-landscape-2017/


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Finding Your Path to Higher Revenue€¦ · @sellingtools [email protected] Finding Your...

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Transcript of Finding Your Path to Higher Revenue€¦ · @sellingtools [email protected] Finding Your...