Savant Group

Strategy+Execution=Results
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Stephen Gilkenson
Bill Stark
Melissa Harris
Sales 2.0
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Sales 2.0 is the successful blend of a collaborative sales process with enabling technologies to better align all parties involved in the buying process. For sales organizations, there is value in compressed times, clearer messages, and more—and larger—wins. Customers will achieve the tangible business results promised with the solution that you jointly create.

For many companies who are in the process of migrating from a Sales 1.0 to 2.0 environment, this is a fundamental shift from selling solutions to customers to collaborating with customers to help them achieve business value from using the vendor’s solutions.
The benefits of Sales 2.0?  Real examples from our customers:
  • Win rate increases of 60% on coached deals vs 30% on those which were not coached
  • Increased win rate from 24% to 48% in one quarter
  • 95% forecast predictability accuracy
  • 45% increase in overall sales revenue
  • 40% increase in rep productivity – revenue per rep
  • 3-5% maintenance revenue increase
  • Elevated customer satisfaction and relationships
  • Decrease ramp time by 2-3 months with marketing integration
  • Compression of time – coaching, analyzing, preparation
  • Reduced deal slippage
  
SALES 1.0
SALES 2.0



Rigidly Following a Sales Process
Align With the Buying Process



Controlling What the Buyer Knows
Buyers Well Informed



Wall Between
Marketing and Sales
Integrated and Interdependent
Marketing and Sales



Selling Solutions
Customer Success or Results



Control
Collaboration



High Efficiency vs High Touch
High Efficiency AND High Touch



Volume vs Relationship
Relationship Drives Predictable Volume



Travel, Meeting, Schedule Hassles
Engaging Anytime, Anywhere



Technology is a Burden
Technology is a Sales Enabler



Count Every Activity
Measure Advancement or Results of Activities



Forecast Probability
Forecast Predictability



Pipeline Volume
Pipeline Shape and Velocity



Mass Prospecting
Targeted Prospecting Using
Networks and Communities



Power
Influence



Event-Based Learning
Change Management