6 habits of highly effective sales teams
TRANSCRIPT
6 Habits of Highly Effective Data-Driven Sales TeamsI LOVE WHEN YOU CALL ME BIG DATA | DECEMBER 4TH, 2015
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You have the data. You have the technology. But are you ready to go?
It’s like owning a great car, with a full tank of gas, except…
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Driving SchoolYou don’t know how to drive.
You need to give your salespeople the right tools and the right data knowledge to be successful.
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Image of Octopus
Salespeople only have so many hands.
25% of a sales person’s time goes to gathering data.For Fortune 500 companies that’s $2.5B in lost revenue annually.
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Books scattered
Take steps to help your sales team close more deals with data.
How can sales succeed when you spend all your time looking for the right book and no time reading it?
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Beautiful Libraries
Learn one technology and give access to everyone.
1. Put all your data in one place.
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Librarian
Take inventory of your data and organize it.
2. Keep data experts on hand to help.
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Picture of several people, sales team diverse
Everyone needs to know data basics. No exceptions.
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Show Nerds and Non-Nerds Side by Side
3. Create repeatable stories to bridge the gap between data experts and data users.
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Chipotle
Just like your burrito bowl, repeatable data stories share a common structure with customizable elements.
Station Ratings July 12 to Sept 12
Grouping: Date by MonthNationwide: Date: July, 2012 - September, 2012 AND Networks: NBC, Fox, CBS, ABC
4. Learn what works.
Once you have a structure to your data story…
Grouping: Show Watched by RatingNationwide: Date: January, 2012 - December, 2012 AND Networks: All
Primetime Show Ratings Jan 12 to Dec 12This slide was one of two, out of 56, that resonated with customers.
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Image of 1 + 1 = 2 proof5. Keep it simple!
Get rid of unnecessary data. It’s distracting, confusing and overwhelming.
1 + 1 = 2
You could go through the mathematical proof on the previous slide to explain 1+1 = 2, or you could simply state:
Grouping: Zip CodeMarket: Date: January, 2014 - June, 2014 AND DMA: ATLANTA AND Make: FORD
Dealer: Date: January, 2014 - June, 2014 AND DMA: ATLANTA AND Make: FORD AND Dealer Name: WADE FORD INC
Zip Code New Registrations
New Registration
s (%)
New Registrations (proportion)
New Registrations (index)
30080 37 41.1% 7.2% 966
30082 37 64.9% 7.2% 1525
30126 29 56.9% 5.6% 1336
30127 22 19.0% 4.3% 446
30101 17 11.8% 3.3% 277
30339 15 31.9% 2.9% 750
30064 14 14.0% 2.7% 329
30189 11 9.2% 2.1% 217
30062 10 8.1% 1.9% 189
30134 10 17.2% 1.9% 405
30144 10 10.5% 1.9% 247
30318 10 20.4% 1.9% 480
30066 9 8.1% 1.7% 191
30135 9 7.2% 1.7% 169
30309 9 21.4% 1.7% 504
30008 8 36.4% 1.5% 854
Top Zip Codes (Dealer) Top Zip Codes (Market)Zip Code New
RegistrationsNew
Registrations (%)
New Registrations (proportion)
New Registrations (index)
30080 223 100.0% 1.8% 100
30082 197 100.0% 1.6% 100
30126 173 100.0% 1.4% 100
30127 165 100.0% 1.4% 100
30101 155 100.0% 1.3% 100
30339 151 100.0% 1.2% 100
30064 147 100.0% 1.2% 100
30189 144 100.0% 1.2% 100
30062 144 100.0% 1.2% 100
30134 144 100.0% 1.2% 100
30144 143 100.0% 1.2% 100
30318 141 100.0% 1.2% 100
30066 138 100.0% 1.1% 100
30135 134 100.0% 1.1% 100
30309 126 100.0% 1.0% 100
30008 125 100.0% 1.0% 100
Would you rather look at this table…
Grouping: Zip CodeMarket: Date: January, 2014 - June, 2014 AND DMA: ATLANTA AND Make: FORD
Dealer: Date: January, 2014 - June, 2014 AND DMA: ATLANTA AND Make: FORD AND Dealer Name: WADE FORD INC
Dealer
1 - 2
3 - 5
6 - 9
10 - 17
22 - 37
DMA
Dealer Registrations - New
Market
1 - 32
33 - 62
63 - 87
88 - 124
125 - 223
DMA
Market Registrations - New
Or look at these maps?
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Picture of Voltage Needle6. Finally, methodically measure the impact of the data you present.
Connect customer interactions, like follow-up emails after your presentation, to your CRM.
6 Habits of Highly Effective Data Driven Sales Teams:
1. Put your data in one place2. Keep experts on hand3. Create repeatable stories4. Test to learn what works and what doesn’t5. Present data simply 6. Measure
© 2015 Rhiza
About Rhiza
Rhiza is an online software pioneering the way marketers and salespeople make Big Data actionable.
The easy-to-use platform allows anyone to create a polished, data-driven marketing presentation in minutes, exported straight to PowerPoint, mobile devices or the web.
Thank you!Juddson PoeskeCustomer Success [email protected] Rhiza to learn more.