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Catelas Sales Closer Oct2010
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Catelas Sales Closer Oct2010

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Sales Lead Generation and Sales Closer

Sales Lead Generation and Sales Closer

Published in: Business, Technology

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  • KEY POINTS
    The first 10 days are critical – define the case strategy with clarity and conviction
    By knowing what the case is about and who to collect and investigate EARLY.
    Case strategy is KEY – dismiss, settle, contest – allocate budget and resources
  • Transcript

    • 1. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Sales Closer – convert stalling deals to revenue Robert Levey October 2010 Sales effectiveness 80 85 90 95 100 105 11 0 11 5 120 125 Q1 Q2 Q3 Q4 Re ve nue Stalle d de als c onve rte d
    • 2. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. The #1 sales issue…bar none.
    • 3. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. The Problem#1 sales challenge Imagine if… in the sales process you could… • Identify problem deals earlier • Understand where and why they have stalled • Re-engage the client and successfully close the deal • Deals have stalled • They get pushed into next quarter • …and finally disappear C L O S U R E And increase sales by 10-20%
    • 4. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. The sales assignment.
    • 5. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. The assignment VP of Sales Operations Jim has one week to go before qtr end. The regional heads of sales tell him total revenues will come in at $122M, but his CRM tool is telling him qtr to date sales of $85M… Jim’s boss is going ballistic. The qtr is riding on some very big deals that must close. Fast- forward one week. Actual sales for the quarter close at $105M, 14% below forecast. What happened? … actual sales are behind forecast Business impact:  Sales and profits are below expectations.  Senior management want answers  The sales team thought they did a great job, yet morale is low because forecasts were not met Low morale!
    • 6. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Rewind… Introducing… Catelas Sales Closer An automated approach to an old problem:  Identify stalled deals much sooner  Target the precise people to help you close more deals  NOT… a CRM tool that wastes sales time by entering data and compiling reports … actual sales are behind forecast Convert 50% of stalled deals… increase sales by 10-20%
    • 7. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. How Sales Closer works.
    • 8. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Litigation InvestigationsEarly Case Analytics1. Deal network Jim maps the deals of his reps by visualizing the communications taking place between the reps [shaded black] and their accounts [shaded blue] 1. Jeff and James are the most active reps These lines grade sales activity among and between the sales reps : RED= excellent, GREEN = very good, BLUE= good, GRAY= basic 2. Note how the reps are communicating between themselves, but not to customers 3. Note the reps that have not been active
    • 9. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Litigation InvestigationsEarly Case Analytics2. Identify problem deals Jim now focuses on the 5 most important deals to close and the rep’s managing those accounts [reps are shaded blue, accounts are gray] 1. Marie’s deal with Joseph looks to be in good shape. 4. Sheila’s deal with Michael also looks to be in good shape 2. Two rep’s are working the Christopher deal, but there has not been much activity into this account 3. Sara’s deal with Tammy looks to be in good shape.
    • 10. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Litigation InvestigationsEarly Case Analytics3. Surround the account Jim (or the reps themselves) can now surround the ? account 1. Christopher Mitchell has gone silent. How do we turn him around? 2. Matthew Flett who Sara know, has a good relationship with Christopher 3. Katryna (through Marie Heard), also knows Chris, and may also be able to help
    • 11. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Why does this approach work?
    • 12. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. How We Do It 1. We analyze the company’s extended enterprise - every employee, contractor, partner, customer or friend who emails to or from your company Why does it work? 2. We visualize relationships inside and outside your company - ‘who knows who’ and ‘how well’ 3. We use the communications network to grade relationships and use those relationships to close deals. 5. The sales force does not enter hours worth of data to make the system work. It is generated automatically off existing IT systems. 4. The 1st sales tool that identifies valuable connections within a company that can help to close deals.
    • 13. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. How we do it.
    • 14. Sales closer Copyright © 2010 Catelas Inc. All rights reserved. Robert Levey EVP Sales & Marketing 978 996 2758 robert.levey@catelas.com www.catelas.com To find out more call or email…