At the Sales 2.0 conference (http://www.sales20conf.com/), Michael Bosworth of Customer Centric gave a very interesting final presentation entitled “Customer Centric Selling in a Sales 2.0 World.” You can watch Mr. Bosworth’s presentation by visiting this website.
Please note that this data is owned by Customer Centric Systems, LLC., and I share it as it will promote Mr. Bosworth’s company.
Here are ugly statistics from Sales Benchmark Index:
•13% of an organization’s salespeople generate 87% of its revenue
•25% of salespeople do not generate enough revenue to cover their expenses to the company
•40% of salespeople lose their jobs every year
Mr. Bosworth recommends companies integrate around the customer, consisting of a Organization Sales Process, Best Practice Selling Behavior and Customer Centric Messaging.
Where are the core problems?
•“No agreement on what constitutes a “qualified” lead”
•“Marketing determines what the customer needs based on product development, but without input from Sales”
•“Marketing develops tools sales people don’t use”
Up to 90% of collateral created by marketing is never used by sales
– American Marketing Association
•“Sales and Marketing use different descriptions of products”
•“Sales and Marketing position different products to different users”
•“Sales has no repeatable process”
•“’Finger pointing’ when objectives are not met”
He says to get your VP of Sales and your VP of Marketing with their staffs in a room for 2-3 hours to hammer out sales messaging. Then use technology to deliver those messages to sales in a just in time manner. For a good product to do this, please visit http://www.landslide.com/.
To view the presentation yourself, please visit http://sales20conf.vportal.net/ You can actually see all the presentations there.
Good luck and good selling.