Sales Enablement: Evolving from Random Acts to a Holistic System where is your organization today?
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• What does sales enablement mean today? Trends and challenges
• Stages of the sales enablement lifecycle • The importance of technology and tools for better
alignment and scale • How to calculate payback
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Welcome/Agenda
Speakers
Chanin Ballance President & CEO, MobilePaks
Craig Nelson Founder & Principal, Sales Enablement Group email: [email protected] www.linkedin.com/pub/craig-nelson/0/10b/8b6
Elizabeth Fox Senior Sales Enablement Manager, Tripwire
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Sales Enablement Today Trends and Challenges
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A lot of talk about definition…. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.” – Forrester Research
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Right information to the right people at the right time to support business outcomes including…
• Grow revenue organically and through acquisition • Create a consistent way to launch products, as
well as ramp new and current staff • Add new indirect and international sales channels • Scaling systems to support growing business • Integrate processes across the company
Sixty percent of B-to-B companies plan to increase their overall spend on sales enablement in the next fiscal year, and sales enablement tools is the highest priority budget item for them. —2013 SiriusDecisions survey
60%
LinkedIn and Sales Enablement
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2,953 job titles
mention it
30% increase in
job postings
(24 just last week!)
33 Groups 355
company profiles
Profile mentions up 20% since March 2013 —now at 85,929
Trends
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• Buyer is smarter: 70% of the buying process is done prior to speaking with sales rep (Source: SiriusDecisions)
• Sales rep, not sales advisors: 85% said that sales rep needs
the customer more than the customer needs the rep (Source: Sales Enablement Group)
• Reps are unprepared: B2B buyers think 70% of sales reps
are somewhat or completely unprepared to engage with them (Source: CSO Insights)
Organizational Challenges
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• Strategic vs. Random Acts of SE • Informational Overload • Methodical Approach
Stages of Sales Enablement Maturity Where is your organization?
Stages of Sales Enablement Maturity
Using Technology to scale sales enablement
Technology Requirements
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Sales team lacked consistency to position the product and pull prospect through the stages of the sales cycle
Example: $300MM Sales, 400 reps ROI continued
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What to gain • Reduce ramp time • Reduce sales cycle • Increase deal size • Increase win rate
Benefits for Maturing with Sales Enablement
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• A review of sales enablement, trends and challenges • A five step approach to maturity and what this means • The importance of technology and tools for better
alignment and scale • How to calculate payback and the importance of alignment
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Summary
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Q&A
Thank you for attending. Feel free to check out some of our other webinars on sales enablement at: http://mobilepaks.com/events-webinars/.
For more information, contact us at [email protected]