Encore Presentation: How Sales Enablement Can Create a Windfall of Sales Productivity and Results
Sales Leaders' Roundtable
April 11, 2007 6:30 - 9:00 PM
Would you like to increase your sales force's opportunities, average deal size and win rate? Enabling salespeople to deliver a more targeted value proposition will directly impact their odds of winning. Learn more.
6:30 PM - 7:00 PM Registration
Ken Nordine '97
If you asked each of your salespeople to describe the problem that your company solves for its clients, the value you provide, and how you differ from your competitors, would their answers be clear, consistent, and compelling? If not, you're not alone. A recent study by the CMO Council shows that as much as 40% of a typical salesperson's time can be spent creating presentations, customizing messaging, and preparing to engage the customer. Only 10-20% of salespeople, according to the American Marketing Association, are creating persuasive messaging for their prospects. Sales teams can't afford to be chained to their desks creating presentations, searching for information, and updating content; they should be where they belong: in front of customers.
Sellers must be enabled to communicate clearly and compellingly at every customer meeting. Enabling salespeople to deliver a more targeted value proposition will directly impact their odds of winning. And arming these salespeople with the latest sales 'assets,' such as industry information, discovery guides, competitive intelligence, and objection handling guidance will dramatically improve their call preparedness. Easy access to this information combined with the time saved creating customer deliverables will lead to better preparation, more effective sales interactions and improved win rates. This presentation will highlight leading practices, critical success factors, and lessons learned from sales leaders like ADP, Acxiom, LaSalle, & FedEx, that have successfully deployed Sales Enablement strategies across their organizations. In this session, you will learn:
Co-founded The SAVO Group with Drew Larsen in 1999. As CEO, Aiello oversees marketing, sales, and operations at SAVO and is the firm's chief evangelist for the concept of marketing and sales collaboration and revenue generation.
Throughout his career, John has witnessed the disconnect between sales and marketing first-hand, and from all sides of the selling process. As he rose in the ranks of sales and marketing management positions, John found that no marketing strategy, alone, could compensate for this basic pain point felt by many companies' management and front-line sales teams. Prior to SAVO, Aiello was a brand manager for Miller Brewing Company and served as Vice President of Sales and Marketing for Sundance Homes, a publicly traded homebuilder in the Midwest.
John is a frequent speaker for the American Marketing Association and at other industry events. He is also an active leader in Chicago's burgeoning tech community, representing SAVO on the Chicagoland Chamber of Commerce's Board of Directors.
John received his BA from the University of Illinois in 1990 and an MBA from Northwestern University's Kellogg School of Management in 1995. He lives with his wife and two sons in Arlington Heights.