4. A Sales Maturity Model is useful for
determining where to invest
precious time and energy in order to
improve sales productivity...
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
5. …but Sales 2.0 brings new sales
capabilities that need to be added
to the Maturity Model - in the right
place and prioritized.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
19. Messaging Sales Tools Internal Leading Sales Sales Sales Skills
Collaboration indicators Channels
5 Community Social Community Lifetime Value Social Collaborate
4 Forums Market Groups Revenue Services Advisor
3 Personal CRM Portal Win-Loss Indirect Ecosystem
2 Email Contacts Collateral Cost Inside Account
1 Newsletter Email Email Quota Field Product
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
20. Example
Large B2B2C
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
21. Messaging Sales Tools Internal Leading Sales Sales Sales Skills
Collaboration indicators Channels
5 Community Social Community Lifetime Value Social Collaborate
4 Forums Market Groups Revenue Services Advisor
3 Personal CRM Portal Win-Loss Indirect Ecosystem
2 Email Contacts Collateral Cost Inside Account
1 Newsletter Email Email Quota Field Product
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
22. Messaging Sales Tools Internal Leading Sales Sales Sales Skills
Collaboration indicators Channels
5 Community Social Community Lifetime Value Social Collaborate
4 Forums Market Groups Revenue Services Advisor
3 Personal CRM Portal Win-Loss Indirect Ecosystem
2 Email Contacts Collateral Cost Inside Account
1 Newsletter Email Email Quota Field Product
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
23. A Sales Maturity Model is useful for
determining where to invest
precious time and energy in order to
improve sales productivity...
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
24. …but Sales 2.0 brings new sales
capabilities that need to be added
to the Maturity Model - in the right
place and prioritized.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012