Sales Enablement Program

Sales Enablement ProgramSales Enablement Program

GuaranteedGuaranteed

ResultsResults

Copyright 2009 Stratascope Inc. All Rights Reserved

Sales Enablement Program

Compete More Often!

WinMore Often!

Win Bigger!Stratascope enables sales teams to:



How is it done?

We aggregate, organize and simplify information from:

• Industries• Markets• Organizations• People• Solutions

Delivered as actionable insight that sales teams can use.

Stratascope



SalesEnablement

GlobalResearch

VirtualEducation

SolutionAlignment

OpportunityCoaching

CRMIntegration

ConciergeSupport

How is it Delivered?

Through a comprehensive sales enablement program that includes:

• Research• Alignment• Education• Support• Coaching• Integration


Global Research

Global Research designed to meet the needs of Sales and Marketing teams:

• Coverage across 50 industries• Build Dynamic Industry Playbooks• Explore detailed business processes• Drill down to over 2,500 business issues

• Visual Market Research• You don’t need to be a professional analyst

• More than 2.5 million companies• We have coverage where you do business

• Over 15 million executives• Bios, Work History and Articles

• Aligned to your business• Your solutions• Your reference stories• Your whitepapers• Your marketing assets


Solution Alignment

Aligning with the Right Context

• In order to get the most out of your mapping, it is very important to make your connections (or tags) within the right context

• Whitepapers that are specific to an industry should be tagged to an industry

• Case studies that are solution specific will be tagged to the solution

• Solutions will be tagged to the business issues that they address, in specific industries if necessary

• Links to your website and intranet will be available at the right place and time

Issues

Industries

Companies

Solutions, Notes, Links, Whitepapers,

References, Case Studies, Testimonials People


Virtual Education

Sales Enablement Connecting with Prospects - Level I Basic Business Acumen - Level I Moving Opportunities Forward - Level II Account Planning - Level II Advanced Business Acumen – Level II

Marketing Enablement Driving Campaign Success - Level I Sales and Marketing Alignment - Level I One-to-One Marketing - Level II Creating Dynamic Industry Playbooks - Level II

Maximizing Portal Value Basic Navigation - Level I Working with Issues - Level II Territory Planning and Market Research - Level II Solution Mapping - Level III

Powerful tools require the proper training

• At Stratascope, we understand that information is power, and power always needs to be handled with respect.

• Our course offerings will enable your sales and marketing teams to effectively take advantage of our services

• Participants will learn:• How to converse with the

C-level• How to get “stalled” deals

moving again• How to leverage

business research and financial information

• How to conduct “Account Planning” that works

• How to manage more effective marketing campaigns

Stratascope Course Offerings

http://www.newleafpartners.com/


Concierge Support

A level of service previously unavailable in our industry!

Support has always been a differentiator for us here at Stratascope. Our team of researchers will dive deeply into any issues that you bring to us, whether it is as simple as a lost password or you are attempting to enter the detailed financials of an operating division that you are working with.

On occasion, some of our customers have called us when they were not confident in their interpretation of the research, or when they were in a real bind, having not fully prepared for a meeting for which they were already en-route. Needless to say, we were ready to help and they were satisfied, if not overwhelmed by the level of assistance they received.

Would you pick up the phone if you knew we could help you with your meeting preparation, and not just the Stratascope service? Would you even hesitate to call if you did not have to speak to a receptionist or a call center? At Stratascope, you never have to wait because our researchers answer the phones themselves.

Stratascope "Concierge" Support is available to all of our Sales Enablement Program Customers. We can help you with your research and with your meeting preparation.

The Concierge support line is available M-F from 8AM - 5PM EDT at 1.877.624.8989 or via e-mail at [email protected] .

mailto:[email protected]


Opportunity Coaching

Putting it into Practice

• Our coaching sessions are designed as discussion forums focused on 3 specific accounts nominated by the participating team.

• Stratascope Experts prepare for the meeting just as you would prepare for a client meeting.

• Participants learn by practicing on real opportunities with the guidance of an expert.

“Thanks for the session yesterday it was great. I thought I would give you a difficult company being private, but you did a great job. I wish I had done the research you had before going into to meet with the account.”

Morris Mele, Solution Specialist, Microsoft Business Solutions


CRM Integration

Integration Drives Adoption

Stratascope can connect to your CRM system at the following points:

• Accounts•With Autofill

• Contacts•With Autofill

• Opportunities• Leads• Campaigns

Available for salesforce.com, Microsoft Dynamics CRM, and others through our Open API.


Guaranteed Results

Introducing the 5-5-5 Stratascope Guaranty

If you don’t experience 5% more deals in your pipeline, a 5% improvement in your close ratio, and a 5% increase in your average deal size, we will refund 50% of your fees. Restrictions Apply, Ask us for details.

Our Value proposition and ROI example :•$100 million company•50 reps•$2 million in revenue each•They work 20 deals per year•Their close rate is 25%•Their average deal size is $400,000

They could add $180,000 worth of costs ( a sales rep) and get another $2 million in revenue OR:

They could invest $140,000 in the Stratascope Sales Enablement Program and if they achieve 5-5-5 they will get another $15.7 million in revenue:

•50 reps•They work 20 deals per year (+5%) = 21 deals•Their close rate is 25% (+5%) = 26.25% or 5.51 deals•Their average deal size is $400,000 (+5%) = $420,000•The average rep now brings in $2,315,250 * 50 reps = $115,762,500


Summary

• We can help you compete more often– Work more efficiently with shorter cycle times– Qualify deals better– Shortened meeting preparation time

• We can help you win more often– Compete on issues where you shine– Articulate your value, early and often– Make the most effective use of your sales and marketing assets

• We can help you win bigger deals– Expand every opportunity into additional business– Express and prove your value early and preserve it during

negotiations

Stratascope

1-877-624-8989 ~ http://www.stratascope.com

Sales Enablement Program

Documents

Transcript of Sales Enablement Program