At SAVO, we’re committed to our customers’ success, which is why we love hearing them talk about the results they’ve seen.  In this clip, Brad Rinklin, VP of Marketing at Akamai, talks about replacing an existing sales portal with SAVO, the resulting increase in sales productivity, and Akamai’s  incremental sales growth.
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In the past 6 months I’ve been having the same conversation again and again with clients. It’s clear to me that existing client renewals, and/or growing existing relationships are keeping these executive leaders up at night. Essentially, how do we continue to provide irreplaceable value to existing accounts, and, when applicable, up-sell these accounts? This approach seems to less risky than trying to acquire new accounts these days. Almost every sales person or account manager this past year has dreaded the call from an existing client stating that they may not renew business, or they need to renegotiate pricing.  Typically they fall into one of the following conversations:
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I recently came across an article by Brad Holmes at Forrester titled “Sales Enablement 2010: Is this the Year for Breakthrough?” I was struck by Brad’s very direct assertion that:
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The Conference Board is presenting their Senior Sales Executive Conference, February 23-24 here in Chicago. This year’s conference is entitled, “Sales Operations as a Strategic Revenue Growth Asset,” and the program looks fantastic. We’re also excited for it because SAVO customers from both ADP and Oakwood Worldwide are speaking. Ken Powell, Vice President of Sales Learning & Performance from ADP, is presenting on “Sales Learning: Development and Retention Strategies for Recovery and Growth.” Doug Ferreira, Senior Training Specialist, is sharing his presentation on “Sales Force Communication and Knowledge Management.” Good Luck Ken and Doug!
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I recently read an article on Next Generation CMO entitled Social Marketing means the end of Sales Enablement?. The author asks – With so much information at the fingertips of buyers and easy ways for buyers to proactively interact with potential vendors, what is the role of the sales rep? I was happy to see that the general consensus among many of the readers was a resounding “Even more of a need for Sales Enablement!”
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