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Source: SiriusDecisions PMM Survey, 2010 Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012
Source: SiriusDecisions PMM Survey, 2010 Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012
Malcolm Gladwell
Scientist for Tipping Point Morton M. Grodzins
What was the difference?
What the best are doing different
65/35
Make the Status Quo Unsafe
Don’t Call the Baby Ugly
Make me Smarter
Attention Scarcity
20 Questions
“While our access to raw information has grown exponentially, our time to process this information has declined rapidly, which has
placed an unprecedented premium on the act of meaning-making.”
George Dyson (Futurist)
Risk Aversion
Are you messaging for a decision?
Context Creates Urgency
Haven’t got time for the
pain…
The pains I’m living with…
Are bigger than the pain of change…
Contrast = Value
The Hero Model
The Hero Model
• The world is normal
• Something changes
• Hero struggles
• Enter: the mentor
• Hero accepts the quest
based on The Hero with A Thousand Faces by Joseph Campbell
Distinct Point of View
Documenting impact
Distinct Point of View
Customer Conversation System
Who are you going to be?
Ma# Guido, Vice President – Alliances & Business Development
Speaker Intro: Ma# Guido
Benchmark Maturity
X
X
X
X
X
X
X
Map Value
$ $ $
$
$ $
$ $
$
$ $ Blueprint Success
Sales Enablement “Treasure Island”
What’s In Your Sales ExecuBon Gap?
Buyer Decision Profitable Growth IniBaBves Sales ExecuBon
Compe
BBve In
telligence
NEW PRODUCT LAUNCH
Messaging
Sales Process
SOCIAL
CRM
Knowledge Management
Sales Enablement Program Management
Asset Management
Go To Market Strategy
Workforce Management
Collaboration
SAVO Sales Enablement Maturity Model
M&A New
Product Launch
CRM
Knowledge Mgmt
Msging
Sales Process
Social Collab
Comp Intell
Asset Mgmt
Workforce Mgmt
GTM Strategy
SAVO Sales Enablement Maturity Benchmark
Compe>>ve Intelligence New Product Launch Messaging Knowledge Management Mergers and Acquisi>ons Sales Process SE Program Management Social Collabora>on Customer Rela>onship
Management Asset Management Go-‐To-‐Market Strategy Workforce Management
12 Sales Enablement Domains
The Value of Closing the Gap
Profitable Growth IniBaBves
Mergers/Acquisitions
New Products/Services
New Channels/Geographies
Operational Excellence
% Annual Revenue Growth Sales Enablement = Revenue Enablement
15.3
11.3
7.8
A B
C
D
RE
VE
NU
E
GR
OW
TH
High
Low High MATURITY Low
E F
G
High Maturity
Free Maturity Benchmark
You will receive a free Maturity Benchmark to assess your sales enablement opera>ons.
Marketing and Sales Messaging Conference
CHICAGO, SEPT. 18-20 ONLY $399
1. Marketing Messaging & Content Creation
2. Sales Conversation Delivery
3. Power Coaching Workshop
Billy Beane
Ben Zander
Q&A Slides and recording will be emailed to you.
Continue the conversation on LinkedIn:http://www.linkedin.com/groups?about=&gid=4101593
