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Paul Leto
Director, Americas Inside Sales
AA-ISP LEADERSHIP SUMMIT RECAP
Inside Sales
High Growth Expected
Candidate Shortage?
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
If you would like to contact the
UW Foster School of
Business Sales Certificate
Program for more information:
Judy Mohoric
Assistant Director
206-685-5239
jmohoric@uw.edu
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
Frontline Managers Matter Most
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
Driving for High Performance
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
2013 AA-ISP Leadership Summit Recap
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
If you would like to contact
me for more information:
Paul Leto
Director, Americas Inside Sales
206-272-6692
p.leto@f5.com
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

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2013 AA-ISP Leadership Summit Recap

  • 1. Paul Leto Director, Americas Inside Sales AA-ISP LEADERSHIP SUMMIT RECAP
  • 2. Inside Sales High Growth Expected Candidate Shortage?
  • 15. If you would like to contact the UW Foster School of Business Sales Certificate Program for more information: Judy Mohoric Assistant Director 206-685-5239 jmohoric@uw.edu
  • 41. Driving for High Performance
  • 51. 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
  • 52. If you would like to contact me for more information: Paul Leto Director, Americas Inside Sales 206-272-6692 p.leto@f5.com
  • 53. Mark Ippolito, Sales Practice Leader, Lenati Challenging the Challenger
  • 54. 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
  • 55. 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
  • 56. 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
  • 57. 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
  • 58. 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
  • 59. Challenger Ingredients: • Embrace Profound Change • Connected Sales & Marketing • Powerful Examples of Success • Don’t Do It Alone! – Peers/Colleagues – Associations – Service Firms

Hinweis der Redaktion

  1. Howard Stevens, Chairman of the Chally Group WorldwideDeveloping Sales Professionals
  2. KenKrogue – InsideSales.comInside Sales Growth
  3. Bob Perkins – AA-ISP FounderDeveloping Sales Professionals
  4. KenKrogue – InsideSales.comInside Sales Growth
  5. KenKrogue – InsideSales.comInside Sales Growth
  6. Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  7. Howard Stevens, Chairman of the Chally Group WorldwideDeveloping Sales Professionals
  8. Howard Stevens, Chairman of the Chally Group WorldwideDeveloping Sales Professionals
  9. Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  10. Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  11. Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  12. Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  13. Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  14. Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  15. Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  16. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  17. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  18. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  19. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  20. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  21. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  22. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  23. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  24. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  25. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  26. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  27. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  28. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  29. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  30. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  31. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  32. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  33. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  34. Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  35. Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  36. Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  37. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  38. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  39. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  40. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  41. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  42. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  43. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  44. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  45. Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance