WINTER 2019 Sales Ops Summit - Fullcast.io...Sales Ops Summit WINTER 2019 MAKING SENSE OF THE SALES...

Sales Ops Summit

WINTER 2019

MAKING SENSE OF THE SALES TECH STACK & HOW TO MAKE BUYING DECISIONS

Nancy NardinSan Jose, CA | Feb 6, 2019

Sales Ops Summit

WINTER 2019

Nancy Nardin – Smart Selling Tools

Copyright © fullcast.io, 2019. All Rights Reserved.

Nancy Nardin,Sales Technology Stack Expert

@sellingtools@Vendor_Neutral

https://www.linkedin.com/in/nancynardin

Nancy Nardin is the founder of Smart Selling Tools and is the co-founder of Vendor Neutral. She’s recognized as the voice of authority on sales technology and is the creator of the Nancy Nardin SalesTech Landscape, a market landscape of nearly 600 sales solutions sorted into 43 categories.

Before launching Smart Selling Tools in 2009, Nancy served in sales leadership roles at leading analyst firms such as Gartner Group and IDC, selling into the large accounts like Intel, HP, Microsoft, Apple, and Sun Micro. She also worked closely with many of Silicon Valley’s leading venture capital firms.

Sales Ops Summit

WINTER 2019

Making Sense of the Sales Tech Stack & How to Make Buying Decisions


State of SalesTech Tools Today Four Drivers of Sales Tool

Purchases

Best Practice Sales Tech Buying

State of Sales Technologies Today


Paradox of Choice

Few companies take a strategic approach to tech stack

Proliferation of point solutions = Shiny Object Syndrome

No one group is in charge

Sales Ops Summit

WINTER 2019

Jam Study – Paradox of Choice

24 Jams 6 Jams

attracted

60% of shoppers

3% of shoppers bought jam

attracted

40% of shoppers

30% of shoppers bought jam

Sales Ops Summit

WINTER 2019





Paradox of Choice


Proliferation of point solutions which leads to Shiny Object Syndrome

No one’s in charge

Sales Ops Summit

WINTER 2019

LinkedIn Sales Operations: Job Descriptions

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

Sales Ops Summit

WINTER 2019

LinkedIn Sales Enablement: Job Descriptions

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

Sales Ops Summit

WINTER 2019

LinkedIn Sales VP: Job Descriptions

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



Paradox of Choice


Proliferation of point solutions = Shiny Object Syndrome

No one group is in charge

Sell More.

At the right Price.

Four Drivers of Tech Stack Decisions

While Lowering Costs.

In Less Time.

Sales Ops Summit

WINTER 2019

Sales Stack FrameworkBest Practice Sales Tech Buying

Identify, engage and establish goals

STAKEHOLDERSAssess your capabilities and capability gaps

AUDITWhat questions to ask yourselves and vendors

KNOW

Identify current tech and gaps

TECHNOLOGYTech use to capability gaps

COMPARE

Who Takes the Lead?

Sales Leadership

+ Sales Operations

+ Sales Enablement

Power to Transform


Sales Ops Summit

WINTER 2019

Stakeholders

Field Sales

Demand Gen

Senior LeadershipMarketing Ops

Inside SalesInfoTech (IT)

Sales OpsSales EnablementSales Leadership

Sales Ops Summit

WINTER 2019





KNOW



COMPARE

Sales Ops Summit

WINTER 2019

Identify Technology GapsWhite Belt Blue Belt Purple Brown Belt Black Belt

Face-to-face Training

Internet Search

Lead ClippingLead List Building

Web Visitor Tracking

Call-Back Lead Capture

Email Auto-Reply MiningAccount Targeting

Predictive Lead Scoring

Phone & Email

Online Meeting

Spreadsheets

Documents Email

Spreadsheets

SpreadsheetsManage, Forecast &

Analyze

Develop, Coach, Onboard & Motivate

Meeting Schedulers

PowerPoint ®

Outreach Email Workflow

Sales Prospecting &

Engagement

Presentation Builders

PowerPoint®

eSignatures

Proposal Creation

CRM

CRM

Sales Training Portal

Buyer Consensus

Value Selling

CPQ

Sales Compensation

Planning & Admin’

Customer Experience

& Success

Skills Development &

Reinforcement, Gamification,

Forecast Analysis

Reporting (AI)

Training integrated into workflow

AI Email Outreach

Buyer Portals

AI Mtg Note Taking

Reference

Management

Account & Opportunity

Management

ROI Calculators

Customer Engagement

Video Role Play,Sales Call Recording

Territory Management

Revenue Management

Renewal Management

Sales Process & Activity

Management

Contract Life-Cycle

Mgmt

Channel Management

Sales Enablement

Video Selling

Personalization/Social

Tactile Selling

Data Cleanse/Append

Xactly

SeismicVanillaSoft

DiscoverOrg

MembrainAdobe

Don’t Need Don’t NeedDon’t Need

Don’t Need

Don’t Need

Need

NeedNeedNeed

Need

Need

Need

Need Need Need

Need

NeedNeed

Salesforce

Salesforce

GoToMeeting

Data.com

Salesforce

Who to Sell to & Why

When & How to Engage

Why Buy & From You

How to Close

Sell More & Again

Sales Ops Summit

WINTER 2019

Identify Technology GapsWhite Belt Blue Belt Purple Brown Belt Black Belt


Internet Search






Phone & Email

Online Meeting

Spreadsheets

Documents Email

Spreadsheets


Analyze


Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


PowerPoint®

eSignatures

Proposal Creation

CRM

CRM


Buyer Consensus

Value Selling

CPQ

Sales Compensation

Planning & Admin’

Customer Experience

& Success



Forecast Analysis

Reporting (AI)


AI Email Outreach

Buyer Portals

AI Mtg Note Taking

Reference

Management


Management

ROI Calculators

Customer Engagement



Revenue Management

Renewal Management


Management

Contract Life-Cycle

Mgmt

Channel Management

Sales Enablement

Video Selling


Tactile Selling

Data Cleanse/Append

Need

NeedNeedNeed

Need

Need

Need

Need Need Need

Need

NeedNeed



Why Buy & From You

How to Close

Sell More & Again

Sales Ops Summit

WINTER 2019

Sales Tech Hierarchy MasteryWhite Belt Blue Belt Purple Brown Belt Black Belt


Internet Search






Phone & Email

Online Meeting

Spreadsheets

Documents Email

Spreadsheets


Analyze


Meeting Schedulers

PowerPoint ®


Sales Prospecting &

Engagement


PowerPoint®

eSignatures

Proposal Creation

CRM

CRM


Buyer Consensus

Value Selling

CPQ

Sales Compensation

Planning & Admin’

Customer Experience

& Success



Forecast Analysis

Reporting (AI)


AI Email Outreach

Buyer Portals

AI Mtg Note Taking

Reference

Management


Management

ROI Calculators

Customer Engagement



Revenue Management

Renewal Management


Management

Contract Life-Cycle

Mgmt

Channel Management

Sales Enablement

Video Selling


Tactile Selling

Data Cleanse/Append



Why Buy & From You

How to Close

Sell More & Again

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

Sales Ops Summit

WINTER 2019

E-SIGNATURES

RESPONDENTS USE THIS

TECHNOLOGY

42%

4.03

USAGE BY COMPANY SIZE

SATISFACTION LEVEL OUT

OF 5

40% 1-499

45% 500+

CRM


TECHNOLOGY

76%

3.81



OF 5

76% 1-499

78% 500+

ONLINE MEETINGS


TECHNOLOGY

68%

3.68



OF 5

66% 1-499

73% 500+

LEAD LIST BUILDING


TECHNOLOGY

46%

3.35



OF 5

52% 1-499

33% 500+

4 Pillars of a Successful Sales Stack

Sales Ops Summit

WINTER 2019

Percentage Of Respondents Using Each Technology Type76%

68%

46%42%

21%18% 18%

14% 12% 12% 12% 11% 11% 11% 10% 10% 10%6% 6% 5% 5% 4% 4% 4% 4% 2%

0%

10%

20%

30%

40%

50%

60%

70%

80%

Sales Ops Summit

WINTER 2019





KNOW



COMPARE

Sales Ops Summit

WINTER 2019

Audit Capabilities



Why Buy & From You

How to Close

Sell More & Again

1

Build interest and momentum, get prospects to engage (have emails opened and calls accepted), know what works and why, know optimal number of touch-points

2

Identify total available market, ICP, prioritize selling effort, target all decision influencers, and maintain and grow the database

3 Align the buyer’s needs with the your solutions, quantify and calculate ROI, persona-based messaging & content

4 Identify referrals to help close deals, create contracts in real time, generate accurate quotes, capture signatures, know where each contract is in the signature process

5 Nurture current customers, identify at-risk customers, white-space analysis to identify up-sell and cross-sell opportunities

Sales Ops Summit

WINTER 2019

Audit Capabilities



Why Buy & From You

How to Close

Sell More & Again

6

Manage, Forecast & Analyze

Auto-roll-up the forecast, dive deep into forecast movement, identify markers of a real deal, value-add deal reviews and measure KPIs

Sales Ops Summit

WINTER 2019

Audit Capabilities



Why Buy & From You

How to Close

Sell More & Again

Auto-roll-up the forecast, dive deep into forecast movement, identify markers of a real deal, value-add deal reviews and measure KPIs

6

Manage, Forecast & Analyze

7

Develop, Coach, Onboard, Motivate

Learn within workflow, continuously assess skill-set,

record and share best practice skills, onboard new

reps to full performance quickly

Sales Ops Summit

WINTER 2019





KNOW



COMPARE

Sales Ops Summit

WINTER 2019

Identify total available market, ICP, prioritize selling effort, and maintain and grow the database

▪ Account Targeting & Go-To-Market

▪ Purchase Intent▪ Lead

Database/Cleansing

Build interest and momentum, get prospects to engage (have emails opened and calls accepted), know what works and why, know optimal number of touch-points

▪ Sales Enablement/ Content Mgmt

▪ Prospect Engagement

▪ Dialers▪ Buyer

Engagement

Target all decision influencers, align the buyer’s needs with the your solutions, quantify and calculate ROI, persona-based messaging & content

▪ Value Selling & ROI

▪ Reference Management

▪ Knowledge Sharing

Identify referrals, create contracts in real time, generate accurate quotes, capture signatures, know where contracts are in the process

▪ Sales Process, Activity Mgmt

▪ Account & Opportunity Planning

▪ eSigning▪ Configure,

Price, Quote

Nurture current customers, identify at-risk customers, white-space analysis to identify up-sell and cross-sell opportunities

▪ Customer Success

▪ Renewal Management

▪ Buyer Consensus

Auto-roll-up the forecast, dive deep into forecast movement, identify at-risk deals, value-add deal reviews and measure KPIs

▪ Sales Compensation

▪ Sales Operations

▪ Quota & Territory Mgmt

Learn within workflow, continuously assess skill-set, record and share best practice skills, onboard new reps to full performance quickly

▪ Skills Development

▪ Video Role-Play & Practice

▪ Sales Call Recording

Compare Capabilities/Tech


1WHO TO SELL TO

2HOW TO ENGAGE

3WHY BUY & FROM YOU

4HOW TO CLOSE

5

HOW TO UP/CROSS-SELL& RENEW

6HOW TO MANAGE

7

HOW TO TRAIN & REINFORCE

Sales Ops Summit

WINTER 2019





KNOW



COMPARE

Sales Ops Summit

WINTER 2019

Know the Questions to Ask Yourself & Vendors


ORGANIZATIONAL IMPACT QUESTIONS

IMPLEMENTATION QUESTIONS

FINANCIAL IMPACT QUESTIONS

GENERAL QUESTIONS

- What are the people and processes necessary to extract value?

- Will we need incremental headcount?

- How will Stakeholders be involved long-term?

- What kind of initial and ongoing training is required?

- What is involved in the build out? (time, resources, environment, etc.)

- What are the business objectives this solution helps with?

- How quickly will we see a return? (value of the tool compared to increased costs: tool, people, processes, training, upkeep, etc).

- What is the probability we will see a return?

- What are the ongoing costs to support the use and value of the solution?

- What is the cost of doing nothing?

- What is the business problem you are trying to solve? How is performance measured?

- What concerns do we have?- How much of the solution will we

use?- What does it need to be integrated

with?

Sales Ops Summit

WINTER 2019

Know the Questions to Ask Yourself & Vendors


GENERAL QUESTIONS- Do we need a dedicated admin to run the platform?- What kinds of resources do your clients typically use to support the solution?- Does your solution fit our normal processes?

- What is the product's history of enhancements?

- What is your product vision or roadmap?

- Can you provide information and present your product in multiple languages?

- What do you think is unique about our company?

- What is the product's history of enhancements?

- Is installation, integration, delivery, and/or maintenance included in the quoted price?

ORGANIZATIONAL IMPACT QUESTIONS

- How can we ensure that we are using the product properly and to its full potential to get the greatest ROI?

- How do your other customers measure ROI?- What is the expected ROI?- How is your solution going to help me build a better business?

FINANCIAL IMPACT QUESTIONS

- What level of support can we expect after we launch?- Do you offer training to improve adoption or an ability to certify product users?- What sorts of things do you do for your customers to make them successful with

your product?- Who are you able to integrate with?- How does the integration work?

IMPLEMENTATION QUESTIONS

Sales Ops Summit

WINTER 2019

Use the STACK Framework:

SummaryThe tech landscape is crowded and confusing

Sales Ops, Enablement, & Leadership can transform

Don’t look at tech without understanding your capability gaps

Keep the Four Drivers in mind


Identify & involve all

stakeholders

Identify current Tech usage and

gaps

Audit your capability gaps

Compare tech gaps to

capability gaps

Know the questions to

ask

Sales Ops Summit

WINTER 2019


Next Steps

Take the Free SalesTech

Recommendations Assessment

www.vendorneutral.com

Follow us on LinkedIn

linkedin.com/company/vendor-neutral/

Follow us on Twitter

@Vendor_Neutral

@SellingTools

Access Free Podcasts, Ebooks,

Webinar and other SalesTech

Resources

www.smartsellingtools.com

https://www.surveygizmo.com/s3/4684904/Preliminary-SalesTech-for-website-11-16-18

https://smartsellingtools.com/

Sales Ops Summit

WINTER 2019


Q&A

Sales Ops Summit

WINTER 2019


WINTER 2019 Sales Ops Summit - Fullcast.io...Sales Ops Summit WINTER 2019 MAKING SENSE OF THE SALES...

Documents

Transcript of WINTER 2019 Sales Ops Summit - Fullcast.io...Sales Ops Summit WINTER 2019 MAKING SENSE OF THE SALES...