Paul LetoDirector, Americas Inside Sales

AA-ISP LEADERSHIP SUMMIT RECAP

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Inside Sales High Growth Expected Candidate Shortage?

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If you would like to contact the UW Foster School of Business Sales Certificate Program for more information:

Judy MohoricAssistant Director206-685-5239jmohoric@uw.edu

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Frontline Managers Matter Most

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Driving for High Performance

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Credit for Slides:• Howard Stevens, Chairman of the Chally Group Worldwide• Ken Krogue, Co-Founder of InsideSales.com• Bob Perkins, AA-ISP Founder• Brian Donahue, VP of Sales Strategy at CareerBuilder• Justin Jackson, Managing Director, R&D at CareerBuilder• Ralph Barsi, Inside Sales Manager from InsideView• Tom Snyder, Sr. Sales Advisor & Co-Founder of Team Visibility• Steve Richards, Co-Founder of Vorsight• Mike Smalls, Founder & CEO for Hoopla

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devcentral.f5.com

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linkedin.com/companies/f5-networks

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youtube.com/f5networksinc

If you would like to contact me for more information:

Paul LetoDirector, Americas Inside Sales206-272-6692p.leto@f5.com

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Mark Ippolito, Sales Practice Leader, Lenati

Challenging the Challenger

Hot Topic

• “Challenger Sales” hot topic of discussion among attendees– Two Keynotes and 4 sessions

• Teach. Tailor. Take Control – Consultative Selling done well– Premium on listening and taking action– BUT Challenger is beyond the capabilities of most leadership teams to implement

Customer Segmentation for Sales

• Need:– Deep customer intelligence – delivered at SCALE– Segmentation based on shared needs or behaviors rather than

traditional attributes such as geography, size, and industry• Pain Point:

– Ineffective targeting, overly broad and irrelevant– Pairing wrong messages to wrong customers– Organizations fail to deliver "teaching" messaging frameworks to their

salespeople

Customer Insight for Sales

• Need:– A library of powerful, compelling and value-driven

insights– Specific and relevant to the specific industry– Specific and relevant to the buyer by role

• Pain Point:– Inability to “tailor” a message sabotage’s buyer

confidence– Lack of credibility when communicate the message – Weak presentation and potentially lost opportunities

Telling Stories that Sell

• Need:– Consistent, thought-provoking, and value-add

conversations with customers– “Leading to" storyboards that guide the conversations

and lead to the desired result.• Pain Point:

– Salespeople are pitching "leading with" sales presentations

– Don’t engage the buyer at a level that compels them to act

– Weak organizational support, elongated sales cycles, and stalled deals

Account Plans that Work

• Need:– Matrix of key needs mapped to specific roles within Buyer Org– Identify CUSTOMER outcomes realized through purchase of

product/solution mapped to the individual buyer role/needs/concerns

• Pain Point:– All plans start with the Seller NOT Customer– Fail to measure value of Seller’s solution within context of Customer’s

business

Challenger Ingredients:

• Embrace Profound Change • Connected Sales & Marketing• Powerful Examples of Success• Don’t Do It Alone!

– Peers/Colleagues– Associations– Service Firms