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Summer ‘17 Release Selling As An Enterprise Team Webinar | Aug 9, 2017
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PATRICK MORRISSEY Chief Marketing Officer
Our Speakers
LOUISE BERNSTEIN Senior Product Manager
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Today’s Agenda
• The Challenge of B2B Sales
• Altify Summer ‘17 Release Overview & Demo
• Q & A
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Our Mission
Improve the lives of sales teams by helping them win the deals that matter
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© Altify. All Rights Reserved
MOST SALES LEADERS AND TEAMS CAN’T CONFIDENTLY SAY YES
Are You Going To Win The Important Deals?
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The Changing Market Landscape for Sales TECH SAVVY | CLOUD | MOBILE | GLOBAL
PRO
DU
CT C
OM
PLEX
ITY
BUYING COMPLEXITY
SHOW ME ENLIGHTEN ME
SERVE ME GUIDE ME
22% of B2B sellers will be replaced by technology by 2020 Death of a Salesman April, 2015 (Forrester)
17% of buyers say that salespeople will not be important in the future Buyer / Seller Value Index April, 2016 (Altify)
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DO REPEAT UNDERSTAND APPLY ANALYZE EVALUATE CREATE
TRANSACT
COLLABORATE
INNOVATE
KNOWLEDGE CURVE
SIMPLE APPLICATION OF KNOWLEDGE COMPLEX
LOW
C
OM
PETI
TIVE
AD
VAN
TAG
E
HIG
H
FEW
S
COPE
OF
IMPA
CT (P
EOPL
E)
M
ANY
The big opportunity to apply knowledge
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THE BUYER THE SELLER Struggle to sell solutions
60% don’t add value to customer
50% miss quota
62% meetings don’t progress
Ineffective sales coaching
Inaccurate forecasts
Data, No Insight!
*
Smarter, more informed
Very busy, under pressure
Hungry for insight
Enlighten Me!
*All power lives here
Source: Altify Buyer Seller Index Study 2016
The Disconnect
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Priority #1
Sales Effectiveness – Win More Deals
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Now that we are using Altify, our win rate is 4x greater when we build an opportunity plan
DAVID ARNOTT CEO Temenos
Planning to Win
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Win Bigger
Increase Deal Size
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Following the roll out of Altify, Autodesk improved win rates by 44%, and increased deal size by 21%
JULIE SOKLEY VP Global Sales Operations Autodesk
CHALLENGES Sales teams sold product not value, poor relationships with key players CHANGE Focus on business outcomes for the customer RESULTS Sales teams selling VALUE not products increased win rate and deal size
Increasing The Deal Size
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Upsell & Cross Sell
Find the white space
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Opportunity Manager ‘Test & Improve’ is a phenomenal format for us to get our ideas out on the table and be able to move the opportunity forward
MELISSA CHURCH VP Growth Operations United Healthcare
CHALLENGES No single process, and reduced knowledge sharing CHANGE Universal account plans and reviews, more coaching, and less number crunching RESULTS Full view of customer across all products, with visibility into whitespace
Aligning the Whole Team to Win
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Internationalization Relationships
Summer ’17 Release: 3 Key Enhancements
Collaboration
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We now support all Salesforce standard languages, including both direct translations and regional terminology Account Plans, Relationship Maps, labels, and more are also customizable, enabling organizations to sell in their own language, to win the deals that matter
Sell in your local language
• manage opportunities and accounts in your local language and your words
• customize the platform to your unique sales process
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INTERNATIONALIZATION
DEMO
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Navigate and connect with the people that matter Presents prospective buyers in the context of their position in the corporate hierarchy, allowing salespeople to identify the right targets With real-time coaching about how to engage with important buyers most effectively, so salespeople have step-by-step decision-making expertise
• track and share the informal politics in your accounts
• draw influence and conflict lines
• understand relationships more deeply
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Navigating Key Influencers
61%
39%
Win Rate:
Sales Cycle:
+28%
-21%
Gain Access to Key Buying Influencers
Purchase Completion % 100%
1 2 3 4 5 6 Increasing Size of Buyer Committee
0%
30%
Source: Altify Business Performance Benchmark Study 2017 (n=833) Ineffective Effective
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RELATIONSHIP MAP
DEMO
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Align the entire team around the customer New collaboration capabilities align sales and marketing, executives, customer success, legal, and operations as customers move through sales cycle
• get insight from your peers
• test and improve your opportunities
• work as a team to win Collaborative selling brings the entire organization together through shared knowledge and communication to identify processes that drive the best results
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Collaboration
65%
35%
Win Rate:
Sales Cycle:
+26%
-18%
Sales and Marketing Working Together
62%
38%
First Line Sales Management
Win Rate:
Sales Cycle:
+26%
-12%
Source: Altify Business Performance Benchmark Study 2017 (n=833) Ineffective Effective
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COLLABORATION
DEMO
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Summer ‘17 Release Internationalization Relationship Maps Collaboration
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Questions?
© Altify. All Rights Reserved
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Find out more at Altify.com
Thank You!