Building A Proven Sales Process For Selling Enterprise Software

Today’s Webinar Why we need a sales process The science of getting your sales process adopted Elements of a good sales process Best practices in building a sales process Building a sales process for enterprise software sales Building sales process for selling SaaS applications Building sales process for selling on-premise applications

Why we need a sales process

The science of getting your sales process adopted

Elements of a good sales process

Best practices in building a sales process

Building a sales process for enterprise software sales

Building sales process for selling SaaS applications

Building sales process for selling on-premise applications

Before We Start Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder

A Sales Process Brings Mass Production Capability To Sales Organizations Delivering Higher Volume of Deals Why do you need a sales process

A Sales Process Brings Mass Production Capability

To

Sales Organizations

Delivering

Higher Volume of Deals

V12 Group – A Sales Process Case Study In 10 months, they doubled the value of their pipeline and tripled the capacity of their individual salesperson March Pipeline - $24M – 277 opportunities – 23 salespeople June Pipeline - $35M – 312 opportunities – 17 salespeople October Pipeline - $50M – 295 opportunities – 14 salespeople 108% increase in Pipeline from March to October with 39% less sales expense 96% increase in average deal size attributed to qualifying the right opportunities

In 10 months, they doubled the value of their pipeline and tripled the capacity of their individual salesperson

March Pipeline - $24M – 277 opportunities – 23 salespeople

June Pipeline - $35M – 312 opportunities – 17 salespeople

October Pipeline - $50M – 295 opportunities – 14 salespeople

108% increase in Pipeline from March to October with 39% less sales expense

96% increase in average deal size attributed to qualifying the right opportunities

Results – Sales Process leads to Sales Production Customers saw the following increase in sales volume, value and velocity

The science of getting your sales process adopted

The science of getting your sales process adopted

The science of getting your sales process adopted

The science of getting your sales process adopted

The science of getting your sales process adopted

Four Elements of a Sales Process 1 – Four-tiered Selling Process © Landslide 2008. All Rights Reserved Tier 1 - Developing an end-to-end sales cycle Tier 2 – Identifying goals for each phase Tier 3- Identifying activities to achieve each goal Tier 4 – Identifying tools need to complete the activity

1 – Four-tiered Selling Process

Tier 1 - Developing an end-to-end sales cycle

Tier 2 – Identifying goals for each phase

Tier 3- Identifying activities to achieve each goal

Tier 4 – Identifying tools need to complete the activity

2 - Sales Performance Tools - Research Tools, Conversation Tools, ROI Tools, Negotiation Tools, Competitive Assessment Tools © Landslide 2008. All Rights Reserved Four Elements of a Sales Process

2 - Sales Performance Tools - Research Tools, Conversation Tools, ROI Tools, Negotiation Tools, Competitive Assessment Tools

3 – Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process © Landslide 2008. All Rights Reserved Four Elements of a Sales Process

3 – Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process

4 – Monitoring Tools Volume of deals flowing through the production line Velocity of deal flow Effectiveness of the sales tools Effectiveness of salespeople © Landslide 2008. All Rights Reserved Four Elements of a Sales Process

4 – Monitoring Tools

Volume of deals flowing through the production line

Velocity of deal flow

Effectiveness of the sales tools

Effectiveness of salespeople

Best practices for building sales process Do not try to build the perfect sales process Build different sales processes for direct sales versus channel sales Have a clear understanding of the start of the sales cycle and the end of the sales cycle Identify three or four “must have” activities for closing a deal Be customer centric… Integrate buyer’s buying process in your selling process Always define micro closes Get feed back and improve the process

Do not try to build the perfect sales process

Build different sales processes for direct sales versus channel sales

Have a clear understanding of the start of the sales cycle and the end of the sales cycle

Identify three or four “must have” activities for closing a deal

Be customer centric… Integrate buyer’s buying process in your selling process

Always define micro closes

Get feed back and improve the process

Let’s build a sales process for selling enterprise software Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder Building selling process for SaaS applications Building selling process for on-premise applications

Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder

Building selling process for SaaS applications

Building selling process for on-premise applications

Customizable Sales Process by Industry, Sales Culture, Product and Mode Identifies the best selling practices for your organization Make process central to the everyday sales activities of your team Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support Landslide Sales P3 System – Sales Production System

Customizable Sales Process by Industry, Sales Culture, Product and Mode

Identifies the best selling practices for your organization

Make process central to the everyday sales activities of your team

Selling and Conversation Tools

Monitoring and Research Tools

Buyer Management Tools

Outsource Data Entry to a Sales Assistant

Expert Guidance during the Sales Cycle

Pipeline Management Support

Landslide Industry Recognition Gartner Group “ Magic Quadrant 2009 - Visionary Sector” “ Magic Quadrant 2008 – Visionary Sector” “ Magic Quadrant 2007 - Visionary Sector” “ Cool Vendor of the Year 2007” Frost and Sullivan “ Innovation of the Year 2007” Small Business Technology Magazine “ Product of the Year 2007” CRM Magazine Award “ One to Watch 2008” “ One to Watch 2007”

Gartner Group

“ Magic Quadrant 2009 - Visionary Sector”

“ Magic Quadrant 2008 – Visionary Sector”

“ Magic Quadrant 2007 - Visionary Sector”

“ Cool Vendor of the Year 2007”

Frost and Sullivan

“ Innovation of the Year 2007”

Small Business Technology Magazine

“ Product of the Year 2007”

CRM Magazine Award

“ One to Watch 2008”

“ One to Watch 2007”

Thank You! Want to start building your own Sales Production System? Use ProvenPath , our free Sales Process Builder tool that helps you build your own comprehensive sales process Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder Contact us: rig Phone: 1-866-450-8522 Email: [email_address] Web : www.landslide.com Download Today’s Slides www.landslide.com/webinar

Want to start building your own Sales Production System? Use ProvenPath , our free Sales Process Builder tool that helps you build your own comprehensive sales process

Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder

Contact us: rig Phone: 1-866-450-8522 Email: [email_address] Web : www.landslide.com

Download Today’s Slides www.landslide.com/webinar