The document discusses sales enablement and provides tools and frameworks to help organizations improve their sales execution. It introduces the SAVO Sales Enablement Maturity Model which evaluates organizations across 12 domains of sales enablement. It then shows how increasing sales enablement maturity can boost an organization's annual revenue growth. The document pitches a free maturity benchmark and also advertises an upcoming marketing and sales messaging conference in Chicago.

2. Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010

3. Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010

5. Malcolm Gladwell

6. Scientist for Tipping Point
Morton M. Grodzins

7. What was the difference?

8. What the best are doing different

9. 65/35

10. Make the Status Quo Unsafe

11. Don’t Call the Baby Ugly

12. Make me Smarter

13. Attention Scarcity

15. 20 Questions

16. “While our access to raw information has
grown exponentially, our time to process this
information has declined rapidly, which has
placed an unprecedented premium
on the act of meaning-making.”
George Dyson (Futurist)

17. Risk Aversion

18. Are you messaging for a decision?

19. Context Creates Urgency

21. Haven’t got
time for the
pain…

23. The pains I’m living with…
Are bigger than the pain of change…

25. Contrast = Value

27. The Hero Model
The Hero Model
• The world is normal
• Something changes
• Hero struggles
• Enter: the mentor
• Hero accepts the quest
based on The Hero with A Thousand Faces by Joseph Campbell

28. Distinct Point of View

29. Documenting impact

30. Distinct Point of View

31. Customer Conversation System

32. Who are you going to be?

33. Ma#
Guido,
Vice
President
–
Alliances
&
Business
Development

34. Sales
Enablement
“ Treasure
Island”
Benchmark
X
Maturity $
Map X X
X $
Value $$
$$$
X X
Blueprint $
Success X $$
$

35. What’s
In
Your
Sales
ExecuBon
Gap?
Profitable
Growth
IniBaBves
Sales
ExecuBon
Buyer
Decision
Asset
Management
S
CompeBBve
Intelligence
O
Sales
Process
Messaging
CRM
C
I
A
Workforce
L
Go
To
Market
Management
Strategy
NEW
PRODUCT
LAUNCH
Sales
Enablement
Program
Management
Knowledge
Management
Collaboration

36. SAVO
Sales
Enablement
Maturity
Model
M&A
GTM
New
Product
Strategy
Launch
Workforce
CRM
Mgmt
Asset
Knowledge
Mgmt
Mgmt
Comp
Msging
Intell
Social
Sales
Collab
Process

37. SAVO
Sales
Enablement
Maturity
Benchmark
12
Sales
Enablement
Domains
 Compe>>ve
Intelligence
 New
Product
Launch
 Messaging
 Knowledge
Management
 Mergers
and
Acquisi>ons
 Sales
Process
 SE
Program
Management
 Social
Collabora>on
 Customer
Rela>onship
Management
 Asset
Management
 Go-­‐To-­‐Market
Strategy
 Workforce
Management

38. The
Value
of
Closing
the
Gap
%
Annual
Profitable
Growth
IniBaBves
Sales
Enablement
=
Revenue
Enablement
Revenue
Growth
High Maturity
Mergers/Acquisitions High
G
E
F
15.3
New Products/Services C
REVENUE
GROWTH
A
B
11.3
D
New Channels/Geographies
7.8
Operational Excellence Low
Low MATURITY High

39. Free
Maturity
Benchmark
You
will
receive
a
free
Maturity
Benchmark
to
assess
your
sales
enablement
opera>ons.

40. Marketing and Sales
Messaging Conference
CHICAGO,
SEPT. 18-20
ONLY $399
1. Marketing
Messaging &
Content Creation
2. Sales Conversation
Delivery
Billy Ben 3. Power Coaching
Beane Zander Workshop

41. Q&A
Slides and recording will be emailed to you.
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