Jodi Maxson's talk on creating a enterprise ready sales process at SalesLoft Rainmaker 2017.

1. Is Your Sales Process
Enterprise Ready?
Jodi Maxson

2. Headshot
Jodi Maxson
Senior Consultant, The Bridge Group
www.bridgegroupinc.com
“We build, expand and optimize sales
groups.”

3. 1. Sales Process
2. Sales Ops Role

4. Difference in revenue growth
w/ formal sales process
18%

6. It’s not about you…
it’s about your buyer.…

7. “Set of steps aimed at initiating and supporting the
identification and evaluation of likely customers (prospects),
sales presentation, and successful conclusion of sales
activities.
It requires a close coordination of people, equipment,
tools, and techniques, and includes advertising and
promotion.”
www.businessdictionary.com

8. PROSPECT BEFORE PROSPECT AFTER
WHY LISTEN? Crazy busy Curious
WHY CARE? Curious Interested
WHY CHANGE? Interested Active
WHY YOU? Active Committed to you
WHY NOW? Committed to you Committed to now
Enterprise Ready Sales Process

14. Sales Ops is
a change
agent

15. Strategic
Creative Problem Solver
Collaborative
Communicate Insights
Project Management
Tactical
Process/Detail Oriented
Operational Mindset
Analytical
Technical
Diverse Skillset
Sales
Ops

16. 30%Of a rep's time is spent on
selling

17. Change management initiatives
fail.
70%

19. “Everyone here has the sense
that right now is one of those
moments when we are
influencing the future.”
-Steve Jobs

20. Thank youContact Info:
jmaxson@bridgegroupinc.com
415.595.8362