Lessons from the Pitcher’s Mound on Sales Team Development by Paul Rafferty for @datadotcom
To get top performance from your Sales and Marketing Organizations, today’s companies need to deploy their resources in the correct “roles”. In “the good old days” of selling, one talented Sales Professional ran the entire Sales Cycle (Prospecting, Qualifying, Presenting, Closing). In baseball terminology, they “pitched a complete game”. In today’s Sales 2.0 world, most companies are wasteful and ineffective in this model.
The game of baseball was revolutionized by the introduction of the closer role. Today’s CEO’s and Sales VPs must look to that success and reinvent the way they attack the market. Join Paul Rafferty, CEO and Founder of Sales Engine International, for this webinar in which he will discuss how the world of selling has changed and what steps sales and marketing execs need to take to leverage the value of new marketing automation tools to complement the right types of sales talent to reach their organization goals.
You will learn how to: * Understand how to staff in the Sales 2.0 paradigm * Understand the difference between a SQL (Sales Qualified Lead) and an MQL (Marketing Qualified Lead) * Leverage the tools that tell you exactly who is most interested in you and your products * Systematically Grow Sales
Paul Rafferty is the Founding Partner of Sales Engine International and Chief Executive Officer. Paul is a richly experienced Senior Sales Executive whose unique insights and "steady hands" are greatly valued by all Sales Engine clients. Paul provides the Executive Leadership and is responsible for Sales Engine's Sales and Administrative Teams. Prior to founding Sales Engine, Paul spent 20 years with a Fortune 500 company, rising from Field Sales Rep to Regional VP of Sales and finally National VP of Sales Operations with responsibility for a sales organization exceeding 600 people. To learn more about Sales Engine International, visit www.salesengineintl.com
Polling QuestionCy Young holds the record for most CompleteGames pitched in Major League Baseballhistory (749).How many does the current ACTIVE leader have:a) 347b) 125c) 66d) I don’t like baseball or sports analogies!
Why the Big Difference• Cy Young at 749 vs. Roy Halladay at 66 – Was Cy “Super Human” – Are we getting weaker?• Or, are we approaching things differently – Adjusting to what we learn? • Statistics? Matchups? Change Momentum? – Has the economic landscape changed? • TV Contracts? Bigger Staffs? Specialization?
Accelerating Change Games Games % Games Year Started Completed Completed 1904 2496 2186 87.6% 1914 3758 2067 55.0% 1924 2462 1198 48.7% 1934 2446 1061 43.4% 1944 2484 1123 45.2% 1954 2472 840 34.0% 1964 3252 797 24.5% 1974 3890 1089 28.0% 1984 4210 632 15.0% The game 1994 3200 255 8.0% has changed 2004 4854 150 3.1%
SO What’s the Point• Circumstances have changed• Must revisit “long held” assumptions• Build a Model for the “New Normal” “You cant do todays job with yesterdays methods and be in business tomorrow”
Today’s “Closer” Sales Executive: • Rich Industry Experience • Problem Solver /Adds Value • Highly Compensated • Large Quota and Pressure • Focused on the “Now Deal” • Not “wired” to nurture
Demand-Gen Engagement Process Lead Suspect score >X Yes Campaign response, MQL Trigger event, etc.(Marketing Qualified Lead) Sales Contact Call Ready No record Yes SQL Opportunity (Sales Qualified Lead) record • First “Stage” of sales process; or Opportunity • First action in “Opportunity Scorecard” Win/Loss
Starter / Nurture Case Study • Sent eNewsletter to 18,000 recipients • Directed inside sales reps to IMMEDIATELY follow up after launch • Split their calling into groups based on lead score, click activity
Starting Pitcher– Metrics • No lead score Cold • No opens or clicks • Lead score = LowMQL #3 • Merely opened email(s).. But no ‘clicks’ • Lead score = MediumMQL #2 • Clicked through on 1+ outbound campaign • Lead score = HighMQL #1 • Opened & clicked on campaigns for several months and visited web