Sales Enablement Conference
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For every 650 leads, only 1 deal closes in 19 months, costing $14 million annually for firms with $1 billion in revenue. Sales cycles have been increasing over the last 3 years. According to research, 60% of buying is completed before contacting a salesperson, and 60% of qualified deals end up with no decision. Sales enablement can help address these problems by finding problems with the status quo and positioning solutions, influencing earlier in the buying process through marketing-driven conversations.
Sales Enablement Conference
- 1. PRESENTED BY Sales Enablement Jon Russo, Moderator #B2BContentEvent
- 2. #B2BContentEvent#B2BContentEvent For every 650 leads, 1 deal closes in 19 months Cost of Poor Sales Enablement is $14M annually for $1B firm Sales Cycle Times are increasing over last 3 years Why? Beating the Revenue Odds 2 Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013
- 3. #B2BContentEvent Status Quo Threatene d Identify New Needs Define Soluti on Identify Viable Vendors Review Approac hes Make Decisi on -3 -1 +1 +2 +3-2 Customer Buying Process 60% done with buying cycle before contacting a sales person Marketing-driven Conversations Sales Enablement 60% of qualified deals end up in NO DECISION Sales Enablement
- 4. #B2BContentEvent PROBLEM FINDER Status Quo Threatene d Identify New Needs Define Soluti on Identify Viable Vendors Review Approac hes Make Decisi on Why Change? Why You PROBLEM SOLVER -3 -1 +1 +2 +3-2 Make the status quo unsafe Define new set of needs Align w/ your Strengths Here are the problems How we solve them better What value you receive 5 Customer Buying Process
- 5. #B2BContentEvent#B2BContentEvent Sales Process KPI By Source Qualification Needs Assessment Proposal Evaluation Close/Won Negotiation 息 Copyright 2013 by The Marseli Company, all rights reserved. All Sources Marketing Sourced Qualification Needs Assessment Proposal Evaluation Close/Won Negotiatio n 74% 50% 76% 65% 78% 70% 74% 72% 79% 74% 30% 13%
- 6. #B2BContentEvent 6 Q&A Contact Info @B2BCMO Jon Russo @Jill_Rowley Jill Rowley @FDonny Frank Donny @TRiesterer Tim Riesterer