Great list for Sales Enablement to focus on

I shared this on LinkedIn on November 20, 2013 at 07:19AM and had it automatically posted to my blog via IFTTT.com:
Great list for Sales Enablement to focus on

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Sales and Marketing Process Map

This is version 2 of my diagram aligned to Buyer’s Journey with the details, tasks, and tools of the the marketing, sales and services process.

Since my first version of my Sales and Marketing Process overview, I have received a bit of feedback and reviewed more material from Eloqua, HubSpot and Marketo regarding inbound marketing and marketing automation. Plus the ongoing information from Sales Benchmark Index, Jill Konrath, and Scott Brinker.

 Brian Groth's Sales and Marketing Process Overview.emf

For each phase of the process, from outbound marketing through customer service, I include the following:

  1. Phases (from HubSpot’s inbound methodology and Eloqua’s content grid)
  2. Who typically owns the tasks per stage?
  3. Mindset of the Buyer
  4. Sales Stage (Relationship)
  5. The employee’s task
  6. Exit criteria to move to the next step (important for automation and internal SLAs)
  7. Internal hand-off of the contact after exit criteria has been satisfied
  8. Confidence that this will result in a win
  9. Competitive consideration
  10. Content needed for this stage (aligned to specific buyer personas)
  11. Tools and resources (in addition to a CRM system)
  12. Measurements per content or phase (just a few)
  13. Primary skill needed by the employee
  14. Training (topics employees likely need training on in addition to the Tools and Primary Skills)

I will be at Dreamforce ‘13 all week, so I’m sure I will learn a thin or two that will improve this chart and expand the details. So come back for future updates.

 

Looking forward to a week of salesforce.com topics and partners at Dreamforce. I am registered, got my swag bag and am looking forward to a week of learning, networking and looking for a new job.

I shared this on LinkedIn on November 17, 2013 at 06:56PM and had it automatically posted to my blog via IFTTT.com:
Looking forward to a week of salesforce.com topics and partners at Dreamforce. I am registered, got my swag bag and am looking forward to a week of learning, networking and looking for a new job.

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I just uploaded “TweetChat overview at the Nov 14 2013 Digital Doughnut San Francisco meetup” on SlideShare

I shared this on LinkedIn on November 17, 2013 at 09:40AM and had it automatically posted to my blog via IFTTT.com:
I just uploaded “TweetChat overview at the Nov 14 2013 Digital Doughnut San Francisco meetup” on SlideShare

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Managing & Enabling Sales Engineer Skills

While I often look at the full process from marketing to sales to services, one of my core skills is as a sales engineer. The role is also often called a Sales Consultant, Technical Sales Professional or simply, Pre-Sales. With that in mind, I’d like to share my view on the various skills that a sales engineer needs to succeed at his/her job, grouped by logical buckets. And yes, my diagram is based on a software architecture diagram.

Managing and Enabling Sales Engineer Skills

The management bullet points are brief (to fit in the diagram), but it covers the basics. I’d also add that the manager of a team of sales engineers also needs to be regularly asking the following questions (with easy to run and read reports) to really manage the team and the business:

  1. How are my reps performing against their goals?
  2. How effective are my reps activities?
  3. What does our pipeline look like today?
  4. What are we forecasting to close?
  5. How much have my employees booked?
  6. How well are this month’s bookings progressing?
  7. How many opportunities to reps have in their pipeline?
  8. Where (which stage) is the weakness in our sales process?
  9. How are our bookings trending over time versus our goal?
  10. How many opportunities do we win versus lose?
  11. What is the profile (stage) of won and lost deals? 
  12. How long is our sales cycle (per stage) by rep?

What other skills should I add to the diagram?

Top KPIs for Sales Managers (e-book)

I shared this on LinkedIn on November 11, 2013 at 01:38PM and had it automatically posted to my blog via IFTTT.com:
Top KPIs for Sales Managers (e-book)

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Understanding your inbound marketing data (e-book)

I shared this on LinkedIn on November 11, 2013 at 12:31PM and had it automatically posted to my blog via IFTTT.com:
Understanding your inbound marketing data (e-book)

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