EMEA Sales Growth WebinarSales Velocity Equation – Part 1How to Grow the Number of Deals You’re Working OnGraham Dando – S...
Graham Dandogdando@thetasgroup.com    +44 7501 039543 www.thetasgroup.com                         © The TAS Group 2012
What Matters in Sales ?• Sales Velocity – How efficiently and effectively you can qualify  and convert pipeline to won opp...
The Sales Velocity EquationNumber of       Value of  Deals       x Deals          x Win Rate                              ...
Modest Improvements Create Significant Impact 110%     x   110%       x                  110%                             ...
The Sales Velocity EquationGrowing the Number of Deals you are working on                          © The TAS Group 2012
© The TAS Group 2012
Building Pipeline • (e)Mail shots • Events • Partners and alliances • Value add materials • Social media/channels • Referr...
Creating a Roadmap to Opportunity                  © The TAS Group 2012
Summary – What Can I Do Now ?• Understand your prospect/customer• Discover what’s important to them• Focus on areas of Mut...
Sell Smarter. Manage Better.                     © The TAS Group 2012
Thank You                 Graham Dando            gdando@thetasgroup.com                +44 7501 039543             www.th...
Register for our Next Webinars• The State of the UK Sales Industry• How to Align People, Process and Technology to Avoid  ...
Free Resources• www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare.• www.dealmakergeni...
Questions ?              © The TAS Group 2012
Where You Can Find Us           • www.thetasgroup.com           • UK 01189 880149           • International +353 1 678 890...
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Sales Webinar | How To Grow The Numbers Of Deals You Are Working

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  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  • No longer have the luxury of several meetings to build a relationshipYou have to make an impact from the first minuteYou won’t get a recommendation or access unless your contact trusts you
  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  • Transcript of "Sales Webinar | How To Grow The Numbers Of Deals You Are Working"

    1. 1. EMEA Sales Growth WebinarSales Velocity Equation – Part 1How to Grow the Number of Deals You’re Working OnGraham Dando – Senior Partner, The TAS Group
    2. 2. Graham Dandogdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
    3. 3. What Matters in Sales ?• Sales Velocity – How efficiently and effectively you can qualify and convert pipeline to won opportunities• Not that helpful !!• What levers can we focus on to improve sales effectiveness ? © The TAS Group 2012
    4. 4. The Sales Velocity EquationNumber of Value of Deals x Deals x Win Rate = Sales Velocity Sales Cycle Length © The TAS Group 2012
    5. 5. Modest Improvements Create Significant Impact 110% x 110% x 110% = 148% 90% Increase the Salesforce by Half (nearly) © The TAS Group 2012
    6. 6. The Sales Velocity EquationGrowing the Number of Deals you are working on © The TAS Group 2012
    7. 7. © The TAS Group 2012
    8. 8. Building Pipeline • (e)Mail shots • Events • Partners and alliances • Value add materials • Social media/channels • Referrals • SEO/AdWords • What are the things Sales can do now ? © The TAS Group 2012
    9. 9. Creating a Roadmap to Opportunity © The TAS Group 2012
    10. 10. Summary – What Can I Do Now ?• Understand your prospect/customer• Discover what’s important to them• Focus on areas of Mutual Value Following a formal Account Planning program will increase your total visible market opportunity by 2 – 4 times © The TAS Group 2012
    11. 11. Sell Smarter. Manage Better. © The TAS Group 2012
    12. 12. Thank You Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
    13. 13. Register for our Next Webinars• The State of the UK Sales Industry• How to Align People, Process and Technology to Avoid Chaos and Confusion• Dealmaker Mastery Series• Register http://www.thetasgroup.com/webinars © The TAS Group 2012
    14. 14. Free Resources• www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare.• www.dealmakergenius.com Create a customized sales process.• www.dealmaker365.com Read our blog featuring insights on sales effectiveness.• @dealmaker365 @thetasgroup Follow us on Twitter.• www.thetasgroup.com Learn more on our website. © The TAS Group 2012
    15. 15. Questions ? © The TAS Group 2012
    16. 16. Where You Can Find Us • www.thetasgroup.com • UK 01189 880149 • International +353 1 678 8900 • marketing@thetasgroup.com • gdando@thetasgroup.com • @thetasgroup • @scoopminor © The TAS Group 2012

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