Top Quotes From SiriusDecisions Summit 2017

 In All Things Productivity, Blog, Uncategorized

SiriusDecisions Summit 2017 was a packed three days of learning and sharing. The key themes of the week surrounded:

  • Account based marketing
  • Sales and marketing alignment
  • New Demand generation waterfall
  • The Customer Engagement Model
  • Building a Highly Effective Sales Machine
  • Accelerating B2B revenue with AI

 

The SiriusDecisions Sales Operating Model is a blueprint for how sales leaders should operate and organize resources to deliver value to customers and drive predictable, scalable and repeatable results. The model has six standards that sales leaders should implement to achieve operational excellence:

  1. Sales Strategy
  2. Organization and Investment
  3. Talent Management
  4. Demand Engine
  5. Sales Execution
  6. Sales Productivity

 

B-to-b companies focus on many outcomes, from growing advocacy and lowering support costs to greater cross-sell and upsell.  The four essential drivers of customer engagement that affect post-sale business goals are:

  1. Growth.
  2. Advocacy.
  3. Retention.
  4. Engagement.

 

Do customers believe in the relationship enough to tell others about it? This driver’s indicators are advocacy share, advocacy participation, brand perception, and loyalty or Net Promoter Score®.

 

 

Sales leadership must sponsor and drive the operating model while operations puts processes in place, deliver sales intelligence and builds a priority-led technology stack. The sales enablement function drives the talent lifecycle – from onboarding to optimizing and ensuring that the sales strategy components are translated for the field – and channel partners, which are playing a larger role in b-to-b sales success, must operate consistently.

 

The customer experience function should use the model to clarify responsibilities and deliver maximum impact, leading the charge for cross-functional alignment with a clear strategy aligned to business goals

 

 

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