Sales Webinar | Accelerating Your Sales Cycle

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  • There is always another Deal another Large Prospect for the Next Quarter, but accuate forecast are based on speed of Pushing Deals though the pipeline and enagaging well with customer so they realise the value of acting and break the Staus Quo
  • Sales Cycles are getting shorter
  • Typical Sales Process / Buying Process
  • Typical Sales Process / Buying Process
  • Typical Sales Process / Buying Process
  • Big Difference – up to 50% more time on a Deal that you don’t win or ends up in No Decision- waste time and cost reosuces and Opp cost and impact the forecast
  • 3 Elements that make add up to the effectivness of the sales peorson
  • Sales Webinar | Accelerating Your Sales Cycle

    1. 1. Accelerating your Sales CycleTim Foster, AVP Sales EMEA
    2. 2. What needs to be Measured? x x Sales Deals Value Win Rate = Velocity Sales Cycle © The TAS Group 2012
    3. 3. Sales Velocity© The TAS Group 2012
    4. 4. What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25% © The TAS Group 2012
    5. 5. 70% DONEZzzz… 70% DONE 70% of buying process completed before sales contact Buyers are technologically savvy & socially connected © The TAS Group 2012
    6. 6. The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage © The TAS Group 2012
    7. 7. The Buying Cycle The Selling CycleSolution Discovery ?(Search)Experience Check ?(Network)Evaluate Alternatives ?(Network)Best Practices Study ?(Network)Trial Use / Free Pilot (First Free TrialVendor Contact)Negotiate & Buy Negotiate & Sell © The TAS Group 2012
    8. 8. The Buying Cycle The Selling CycleSolution Discovery Monitor and Network(Search)Experience Check Reference Customers(Network)Evaluate Alternatives Influencers(Network)Best Practices Study Industry Group(Network)Trial Use / Free Pilot (First Free TrialVendor Contact)Negotiate & Buy Negotiate & Sell © The TAS Group 2012
    9. 9. Winning and losing sales cycles © The TAS Group 2012
    10. 10. Winning and losing sales cycles © The TAS Group 2012
    11. 11. “How do I convert quicker?” Sales Methodology Sales ProcessHow am I doing in this Account / Opportunity Where am I in this Opportunity and what compared to the competition? must I do next to progress it? Sales Skills How do I execute the Sales Methodology and Sales Process to improve performance and sustain results? © The TAS Group 2012
    12. 12. TAS Sales Methodology + Technology = Like Assessment Political Decision Collaboration Competitive PRIME Coach Me Map Criteria Map Strategy ActionsTAS Methodology 1 2 3 4 5 Is there an Can We Can We Is It Worth Test and Approve Opportunity? Compete? Win? Winning? the Plan Early Qualification Competitive Positioning Alignment Risk Assessment and Compelling Event and UBV © The TAS Group 2012
    13. 13. Sell Smarter. Manage Better. © 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. @tgfoster @thetasgroup Follow us on Twitter. www.thetasgroup.com Learn more on our website. © The TAS Group 2012
    15. 15. Thank You
    16. 16. © The TAS Group 2012
    17. 17. © The TAS Group 2012
    18. 18. © The TAS Group 2012

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