Increasing Lead Quality & Conversion by Building a Sales Intelligence Culture
Your Presenters
• Ralf VonSosen – InsideView, VP of Marketing
• Richard Terry-Lloyd – Zuora, VP for Emerging Markets
• Brian Falkner – Big Machines, Regional VP – West
• Paul Jones – FranklinCovey Sales Performance Practice, Senior
Director, Business Development
AgendaIncreasing Lead Quality & Conversion by Building a Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.– Paul Jones, FranklinCovey
• Discussion with Question & Answers
AgendaIncreasing Lead Quality & Conversion by Building a Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.– Paul Jones, FranklinCovey
• Discussion with Question & Answers
Feeling Squeezed Out?
Framework for Territory Alignment
Equitable Territory Distribution through: Lead Flow Closed Deals Contacts in the Data Base TAM = Total Available Market
Territory Framework
• Implemented Model for Territory Coverage
• Measured across multiple attributes • (Lead Flow, Closed Deals, Contacts, TAM)
• TAM = mapped this from• Propensity to buy – SKU – Verticals• InsideView – data up load - contacts
• Rep level execution• Add key contacts through InsideView • Follow Brian’s processes
AgendaIncreasing Lead Quality & Conversion by Building a Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.– Paul Jones, FranklinCovey
• Discussion with Question & Answers
Challenging Sales Environment
“Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.” The Challenger Sale – Dixon/Anderson
• Professional Interactions
• Building Champions
• Uniquely Differentiated
• Taking Control of the Sale
Converting Leads Through Intelligence• Every Interaction is Critical
• Right Messages• Industry• Competitive• Corporate
• Right Time• Funding• Leadership• Acquisitions
• Empowered to Tailor the Message
AgendaIncreasing Lead Quality & Conversion by Building a Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.– Paul Jones, FranklinCovey
• Discussion with Question & Answers
The Next 7 Minutes of Your Life…
• What I am going to discuss is mostly “common sense”….and yet it is rarely common practice
• It’s easy to understand…and not easy to do– How’s your golf swing?
• Don’t try and boil the ocean…incremental changes can produce impressive returns
What Color is a Yield Sign?
• Unless you live in Greece, Sweden, Croatia, Finland, or Poland, a yield sign is Red!
• It’s not what you don’t know that is the problem…it’s what you are sure you know, but actually don’t….
Key Takeaways
1. A successful sales intelligence culture comes from a disciplined approach to EQ/IQ/XQ
2. Implementing a sales intelligence culture requires commitment from sales leadership….AND can be influenced by individual contributors
What the Top 3% Do
Criti
cal T
hink
ing S
kills
Comm
unication Skills
Execution Skills
IQ EQ
XQ
EffectiveCulture
• Successful sales intelligence cultures contain three core components:
• It’s not enough to just tell people what they need to do
• Most organizations are lacking in at least one area
Key Takeaways
1. A successful sales intelligence culture comes from a disciplined approach to EQ/IQ/XQ
2. Implementing a sales intelligence culture requires demonstrated commitment from sales leadership….AND can be influenced by individual contributors
Are Your People Getting Mixed Messages?
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“We must all inevitably suffer from one of two pains: either the pain of discipline or the pain of regret!”
— Jim Rohn
Implementing a Sales Intelligence Culture
• Sales Leaders are the fulcrum• Focus on what’s most important
– Strategy is the intentional elimination of alternatives…and there will always be more good ideas than there is capacity to execute
• Establish and act upon the lead measures– Is it just dials? Is it just conversations?
• Keep a compelling scoreboard– People play differently when you keep score
• Create a cadence of accountability– Commitments to be made and followed up on
Tools
• Tools can be used to help reinforce culture
• They can increase the likelihood of a sales intelligence culture becoming “sticky”
• They should be as valuable to individual sales contributors as they are to sales leaders
• They should be easy to understand and easy to use!
Key Takeaways
1. A successful sales intelligence culture comes from a disciplined approach to EQ/IQ/XQ
2. Implementing a sales intelligence culture requires demonstrated commitment from sales leadership….AND can be influenced by individual contributors
AgendaIncreasing Lead Quality & Conversion by Building a Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.– Paul Jones, FranklinCovey
• Discussion with Question & Answers