Simply Possible

Editor's Notes

• #2: Well…2014 was about fielding ground balls – make sense? You’re probably saying what!? Yea – it was about fielding ground balls.
• #3: What: Tied marketing lead goals to the sales plan by product and GEO Why: so we were all focused on the same bookings outcome $300M What: Invested in RMM for each remote office and finance/HR/office managers Why: To support the local sales efforts and so each GEO could ensure alignment and optimized marketing spend based on their specific needs What: Implemented lead re-architecture – a major 9 month collaborative effort across sales, marketing, products, DB, led by Chris Perrotti and his team Why: To provide you, our sellers with a view into the journey your prospects and customers take while they evaluate LMI. To give you a deep view of the buying potential of a specific account vs. analyzing the actions of a single trialer. To better prepare you for the value-based sales discussions we need to have
• #4: To swim the fastest they possibly can …swimmers pick their best We have shortened the playbook – Instead of being good at a bunch of things – We want you to become great at a few Joe Devito's focus on Bold led to $x bookings sold or influenced by Joe  Rescue focus for NA Ams led to 12% increase in sales Q1-Q3 YoY. In contrast to 2012 – 2013 saw a decrease in Rescue sales of 14% YoY.  Helped us improve targeted product trainings, rep led trainings, and which supports the product specialization focus for 2015. What: We aligned sellers by product or Cloud to be more in concert with marketing and product teams Why: This allows you to become an expert and trusted partner for your customers and prospects – it pushes your value above and beyond the initial sale What: We organized NA Inside and Field sales teams into a true hunter vs. farmer model - separating New-New business from add-on Why: Focus - to allow the New-New business reps to bring in new customer logos and focus on growing our base To allow our customer accounts reps or Account Managers to further penetrate the LMI account base and simply sell them more. Build more of a fortress of LMI products making it harder for competitors to penetrate and to also help increase retention
• #5: What: We will continue investments in IS.com and GoodData Why: To provide you with more proactive or predictive analysis so you can leverage views into customer behavior, product usage, prospect patterns to determine the best type of engagement and timing. Focus on key sales inputs like ‘Connects, pipeline adds, pipeline growth…’ that are really incoming attributes that best predict top and consistent sales performance…
• #6: We have expanded our global sales training team Rachel Newton – Product & competitive training Jonas Master to help us with specific Sales Skill training Continued investment in Sandler Training in 2015 Role Plays and Demo Certifications Product Certifications
• #7: So what is your responsibility out of all of this – its simple – You need to use all of the assets we have given you and commit to getting better every single day. And is starts with Simply connecting to your customers - Better. (focus on those small details that can help contribute to our goal…) What does this mean - Making dials or connecting without a plan won’t cut it – Just being number 1 in talk-time isn’t it. We can’t do what the person in front of us did just because…Can’t succeed the old LMI way – leads and accounts are finite, the low hanging fruit is higher up the tree or doesn’t exist – each lead has to be treated as such. You need to fully commit to making the shift to value based selling continuing the pivot from trial conversations to business needs conversations.  By doing this you will Connect to your customers business drivers, Better Connecting to their buying process, Better Knowing their pain, not just their needs, Better Qualify in and out of dealer, Better Sell against the competition, Better Each of us needs to commit to becoming better overall sales professionals and holding ourselves to higher standards
• #8: When you return from kickoff and you’re sitting in at your desk and remember only one thing from this week – Its how important your contribution is to the $300M – the little things you do and your commitment to getting better every day is what will make the difference. Thank you