This presentation illustrates how world-class sales teams like McAfee operationalize sales methodologies with visual tools that drive adoption and day-to-day execution. McAfee's Director of Sales Enablement shares how they overcame methodology adoption and execution challenges: -How McAfee transformed its methodology into a repeatable, measurable and predictable framework for execution -How to take methodologies from sales theory to practice with guided workflows and sales tools inside any CRM -Illustration of how they operationalized the Challenger™ sales model as an example

1. WEBINAR
Bringing&Sales&Methodologies&to&Life&In&Your&
CRM
Tim$Braman
VP,$Global$Accounts$&$Strategy
Melisa$Powers
Director,$Sales$Enablement

2. Making'Methodology'Count
KPI/Measure
Best'In'Class
(top'20%)
Average
(middle'50%)
Laggard
(Bottom 30%)
Sales'Reps'
Achieving Quota 77% 38% 26%
YoY'Corporate
Revenue'Increase 14.8% 2% (11.7%)
YoY Average'Deal'
Size'Increase 7.2% 0.1% (7.8%)
Renewal'Rates 4.9% 0.4% (5.4%)
“Best&in&Class”&companies&that&ensure&an&aggressive&approach&to&ongoing&
reinforcement&at&both&the&rep&AND&manager&level&have&a&huge&advantage

3. Research(shows(that(as(much(as(87%$of$new$skills$are$forgotten$within(a(
month(if(not(reinforced(in(daily(operations.
I
M
P
R
O
V
E
M
E
N
T
TIME
The$Unlearning$Curve
Ebbinghaus Forgetting(Curve

4. 4
McAfee'Confidentiality'Language'
Making'Challenger'Repeatable'
and'Predictable
Melisa'Powers
Director'Sales'Enablement

5. 5MCAFEE'CONFIDENTIAL
MCAFEE
SITUATION
• Customers see McAfee as a single solution versus
a platform
• We'have'a'strong'Net New'Logo'opportunity
• We'often'find'ourselves'in'the'“knife'fight”'vs.'a'solutionE
value'discussion
• We'can'improve'our'ability'to'help'customers'understand'
business'impact
OPPORTUNITY
• We can'align'with'how'buyer’s'are'making'buying'decisions
• We'can'improve'executive value'conversations
• We'can'deliver'a'process'that'creates'predictable'and'
repeatable'results
• We'can'provide'sales'with'the'tools'and'resources'they'
need,'when'they'need'them
“Sales Learning will design,
develop and deliver a
Corporate Sales Methodology
Program focused on optimizing
customer engagement across all
theatres.”

6. 6
Why%Are%We%Doing%This?
74%
Research+shows+
customers+want+
to+know+we+
understand+
their+business
Engage+
High
Engage+
Early
Map+Value+
to+Challenges
Executives buy%
from%the%seller
who crafts+the+
buyer’s+vision
According%to%
McAfee+Win/Loss+Data+
We+WIN+When…
The+best+reps+
! Map%Value%to%
customer%goals
! Find%impact%
to%the%business
! Qualify%and%call%
on%Executives
95%
Our+Sales+
Leaders+Say

7. 7MCAFEE'CONFIDENTIAL
Sales Process
Buyer’s Journey
Initial'Needs'
Identified
Needs'
Awareness'&'
Prioritization
Alternatives'
Identified
Alternatives'
Evaluated/'
Solution'
Validated
Value'Measured'
and'Vendor'
Selected
Purchase'
Agreement'
Negotiated
Solution'
Acquired
Solution'
Adoption/'Value'
Assessed
Sales'Methodology'Alignment'to'Buyer’s'Journey
PreL
Qualified
Qualified
Solution'
Defined
Technical'
Win
Business'
Win
In'Channel Closed'Won
Customer'
Adoption''
and'Assessment
Planning &
Pre-Call
Prep
Value
Creation
Value
Validation
Value
Win
Value
Capture
Territory(Planning(/(
Management
Account(Planning/(
Management
Opportunity'Qualification'
/'Forecasting
Implementation(
Services(Engagements
Key''Personas'Priorities'and'
Buying'Motivations
Negotiating'Framework

8. 8MCAFEE'CONFIDENTIAL
Easy'on'the'Reps
SAMPLES
TOOLS AND+JOB+AIDS
• Sales Process
• Account Planning
• Opportunity Planning
• Territory Planning
DESIGNED+TO
• Provide sellers with the tools,
resources and job aides when
they need them
• Embedded into SFDC
VALUE+TO+YOU
• Larger deal Sizes
• More new logos
• Shorter close time
• Less deal slippage

9. 9MCAFEE'CONFIDENTIAL
What'Worked'and'Challenges
• Executive'Sponsorship
• Cross'Functional'Team'Early
• Sales'Ops
• Change'Management
• IT
• Sales'Enablement
• Sales'Leaders'and'Reps
• Engaged'Revegy as'a'Consultant'First
• Sales'Helped'us'build'it'All'so'it’s'Theirs
• Phased'approach
• Pilots
• Front&Line&Manager&Accountability
• SFDC'Usage
• Spin'Out
• Competing'Priorities
• Relationship'Sales'People
• Sales'and'Marketing'Alignment
What'Worked Challenges

10. DEMO:&Making&it&Operational

11. 11MCAFEE'CONFIDENTIAL
Sales Process
Buyer’s Journey
Initial'Needs'
Identified
Needs'
Awareness'&'
Prioritization
Alternatives'
Identified
Alternatives'
Evaluated/'
Solution'
Validated
Value'Measured'
and'Vendor'
Selected
Purchase'
Agreement'
Negotiated
Solution'
Acquired
Solution'
Adoption/'Value'
Assessed
Sales'Methodology'Alignment'to'Buyer’s'Journey
PreL
Qualified
Qualified
Solution'
Defined
Technical'
Win
Business'
Win
In'Channel Closed'Won
Customer'
Adoption''
and'Assessment
Planning &
Pre-Call
Prep
Value
Creation
Value
Validation
Value
Win
Value
Capture
Territory(Planning(/(
Management
Account(Planning/(
Management
Opportunity'Qualification'
/'Forecasting
Implementation(
Services(Engagements
Key''Personas'Priorities'and'
Buying'Motivations
Negotiating'Framework

12. Q"&"A"– Want%to%Learn%More?
Next"Steps
Schedule%an%interactive%demo%to%see%other%methodology%examples