The 7 Biggest Sales Innovations of the Last Decade & What They Can Do For You
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Transcript of The 7 Biggest Sales Innovations of the Last Decade & What They Can Do For You
The Top 7 Sales Innovations of the Last DecadeThe Top 7 Sales Innovations of the Last DecadeChris SellandIndependent Contributing Analyst, Focus
March 25, 2010
Chris SellandIndependent Contributing Analyst, Focus
March 25, 2010
© 2009 Focus, Inc. All rights reserved.
© 2009 Focus, Inc. All rights reserved. Page 2
• Sustaining and Necessary1. Sales Force Automation (SFA)
2. Software as a Service (SaaS)
3. Analytics & Reporting
4. Mobility
5. Process Automation & Integration
• Transformational6. Enhanced Communications (IP & Web)
7. Social Networking
The Top 7 Sales Innovations of the Last Decade
© 2009 Focus, Inc. All rights reserved. Page 3
• Core application for Sales and Sales Management
• A necessity, not a differentiator
• No Longer Standalone (see #5)
#1 Sales Force Automation (SFA)
Well-implemented SFA is the key to implementing and reinforcing organizational methodologies and best practices
© 2009 Focus, Inc. All rights reserved. Page 4
Ubiquitous AccessAny browser, anywhere
Reduced Up-Front Costs
Setup, Training
Reduced Risk
Faster Time-to-Value
#2 Software as a Service (SaaS)
Analyst firm Gartner predicted that by 2011, 25 percent of new business software will be delivered by SaaS.
© 2009 Focus, Inc. All rights reserved. Page 5
• Qualify leads & understand customer behavior and motivations
• Increase the entire team’s performance
• Understand short- and long-term impacts
• g
#3 Analytics & Reporting
“Google has changed the face of how sales leads are generated”Ken B.
© 2009 Focus, Inc. All rights reserved. Page 6
• Increase Sales Productivity
• Be ‘in front’ of the customer
• Access to accounts, history, contacts, tasks, etc…
• Ubiquitous wireless & web - no more ‘sync’
#4 Mobility
© 2009 Focus, Inc. All rights reserved. Page 7
• SFA fully integrated with CRM• All customer apps
holistically integrated
• Front Office to Back Office integration• SFA/CRM to ERP
• Consistency & Delivery Drives Loyalty & Profitability
#5 Process Automation
“Sales only manages the needs analysis/solution placement end of the buyer's buying decision.”
Sharon Drew Morgen
© 2009 Focus, Inc. All rights reserved. Page 8
• Bring ‘presense’ to the customer – and the customer to you• IP Telephony• Video & Web Conferencing
• Enhance Field Productivity• Voice & Speech
Recognition
• Dramatically reduce the cost of sales
#6 Enhanced Communications
“We were losing money on every sale below $250K with a traditional sales model – I will only provision outside sales teams for deals with a value >$1M”
Well-known technology CEO
© 2009 Focus, Inc. All rights reserved. Page 9
• The best salespeople utilize Social Networks to gain insight, build and deepen relationships.• Facebook• Twitter• LinkedIn
• Next steps - integrate with SFA/CRM• Leverage personal networks
for enterprise value• Move toward ‘Social CRM’
(SCRM)
#7 Social Networking
“I am still amazed I can reach out to senior level people, reach them with or without mutual people in our network, and be able to pitch them in a new and dynamic way…At the end of the day – it’s relationships that make selling possible.”
Jeff Hulton
© 2009 Focus, Inc. All rights reserved. Page 10
• Traditional Sales Tools are as important as ever• Integrate across – and beyond - the Enterprise• Anytime, anywhere accessibility• More ‘table stakes’ than ‘competitive advantage’ these days
• Social Networks are changing the Selling game• Sales is – and always will be – about people and relationships• Build & enhance personal relationships – your best reps are• Leverage their relationships – and knowledge - for corporate benefit• Move toward SCRM
• “Sales 3.0” is the next big opportunity• Leverage technology to supplement – and selectively replace – the
traditional outside sales model• Dramatically lower the cost and increase the profitability of Sales
Key Points
Thank you!
Chris [email protected](617) 500-3465Focus: www.focus.com/profiles/chris-selland/public Blogs: sellandcapital.com, stocktwitstech.com, siliconangle.com Follow me on Twitter: @cselland