Sales Webinar | Delivering The H2 Pipeline


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  • So, onto our main speaker for the day. I’d like to introduce Tim Foster to you, and here he is in glorious technicolor. As I mentioned, Tim is Sales Director for EMEA at The TAS Group. Tim is The TAS Group’s top global performer over the last 4 years and there’s not much he doesn’t know about sales process and sales process automation. That’s because he’s in the happy place of having spent 15 years in software sales management, 10 years using TAS – Target Account Selling – and almost 5 years using it.Tim, it’s over to you.
  • If you are in B2B sales with relatively complex deals the Pipe is Set and anyone new you bring on board will not effect the number so to deliver your number you need to focus on increasing your conversion rate or win rate.
  • SO These are typically the pains your customers may be faced with – this is what we want you to listen for and to reach out to usNew competitors have entered into the market and they are winning more dealsYou are Failing to penetrate any further in larger accountsDeals not moving along the pipelineReps are Spending too much time talking to the wrong people in an organizationAll these are symptoms of not selling in the right way – DM provides actionable insight to Improve the qualification of deals. Ultimately it ensures successful selling is not an accident
  • Next, we looked at why sales organizations should use sales methodology. As you can see, using the sales methodology has a big impact on win rate.
  • 4 key Questions Things to Check – 1)Evidence Behind What we say is a + ( for example Access To Funds) 2) Is Our UBV – Unique ? Valued by the Customer and what is the Specific component they Value ? How do we know we are unique if we don’t know what the comp are offering?3) How do we know the Informal Dec Criteria without Inside Support or Exec Cred?4) Looks like 2 current suppliers- will take lots of effort and resource to win this- is it worth it Strategically?
  • You can Only Flank by Changing the rules and Adding to or change the dec criteria- But You have to have inside Support to do this We don’t mention there relationships in the Strengths for the Comp
  • NO EnemyLow Level Contact Influence Lines all going up
  • Sales Webinar | Delivering The H2 Pipeline

    1. 1. Delivering the H2 Pipeline Tim Foster - Sales Director EMEA @tgfoster
    2. 2. Tim Foster © The TAS Group 2012
    3. 3. Dont Sleep Walk through your Deals © The TAS Group 2012
    4. 4. Does this Happen to You? Our managers chase, and don‟t coach We‟re not selling We can‟t articulateto the right people competitive advantage Deals getting stuck in the pipelineWe struggle to gain We‟re not We have poorand keep “C” level uncovering pains deal qualification relationships Managers only We struggle to We always use the get involved late prove the value same competitive in deals strategy © The TAS Group 2012
    5. 5. Use the Force…. © The TAS Group 2012
    6. 6. Impact of Methodology on Win Rate What percentage of the sales team regularly use the Sales Methodology? 100% <25% <25% <25% 25 – 50% 80% <25% 25 – 50% 50 – 75% 25 – 50% 60% 25 – 50% 50 – 75% 40% 50 – 75% 50 – 75% 75 – 100% 20% 75 – 100% 75 – 100% 75 – 100% % Qualified Opportunities <25% 25-50% 50-75% 75-100% Convert To SaleSource: © The TAS Group 2012• 2012 Dealmaker Index survey, 615 respondents
    7. 7. Target Account Selling – Create a Plan to Win © The TAS Group 2012
    8. 8. TAS – Opportunity Assessment Is There an Opportunity? Can We Compete? Customer‟s 1 6 Formal Decision Criteria Application or Project Customer‟s 2 7 Solution Fit Business Profile Customer‟s Sales Resource 3 8 Financial Condition Requirements 4 Access to Funds 9 Current Relationship 5 Compelling Event 10 Unique Business Value Can We Win? Is It Worth Winning? 11 Inside Support 16 Short-Term Revenue 12 Executive Credibility 17 Future Revenue 13 Cultural Compatibility 18 Profitability 14 Informal Decision Criteria 19 Degree of Risk 15 Political Alignment 20 Strategic Value © The TAS Group 2012
    9. 9. Assessment Concerns• No competitors are listed• Compelling Event (#5) poorly defined, with no specific date for customer action• Unique Business Value (#10) not genuinely unique and specific• Solution fit (#7) is positive, even when decision criteria (#6) are unknown• Political alignment (#11 – #15) is positive, without executive credibility © The TAS Group 2012
    10. 10. Competitive StrategiesPosition No compelling event or Not in a position to competeAttack Compelling event exists or Frontal You can create one © The TAS Group 2012
    11. 11. Competitive Strategy Concerns• Attack strategy used when Compelling Event is poorly defined or does not exist• Underestimating the competitors‟ strategy• Competitor‟s strengths and weaknesses are very product- focused• Flanking strategy with no criteria defined that can be changed © The TAS Group 2012
    12. 12. TAS - Political Analysis/Relationship Strategy © The TAS Group 2012
    13. 13. Political Analysis Concerns• Everyone is in the political structure or inner circle• Low level coverage in the opportunity• Many mentors, no enemies or non-supporters• Not looking outside the „official‟ decision process for people who can impact the decision• Decision criteria priorities are all the same• No understanding of informal decision criteria © The TAS Group 2012
    14. 14. Decision Criteria © The TAS Group 2012
    15. 15. Decision Criteria Concerns• Not linked to Unique Business Value• Don‟t contain any of our strong points• Not knowing the criteria of the decision maker(s)• Contain strengths of the competition• Generic and not Specific and Measurable• Narrow and all based around Technology, for example © The TAS Group 2012
    16. 16. Target Account Selling – Create a Plan to Win © The TAS Group 2012
    17. 17. The Test and Improve Process 1 Understand the Plan 2 Review, test and add ideas to the Plan 3 Improve and update the Plan © The TAS Group 2012
    18. 18. The TAS Group - 54% More Reps on Target 80 70 73%Current Percentage ,sales 60 63% 50 61% 40 The TAS Group 41%training research 30 All Other Companies 20 10 0 Team Attainment Reps Achieving n= 984 of Quota Quota Source : Aberdeen Group September 2011 © The TAS Group 2012
    19. 19. Register for our Next EMEA Webinar• From Vendor to Trusted Advisor• Wednesday 5th September 2012, 12 noon BST, 1pm CET• Register © The TAS Group 2012
    20. 20. Free Resources• Score your sales effectiveness. Get advice. See how you compare.• Create a customized sales process.• Read our blog featuring insights on sales effectiveness.• @dealmaker365 @thetasgroup Follow us on Twitter.• Learn more on our website. © The TAS Group 2012
    21. 21. © The TAS Group 2012
    22. 22. Where You Can Find Us • UK 01189 880149 • International +353 1 678 8900 • • • @thetasgroup • @tgfoster © The TAS Group 2012
    23. 23. Delivering the H2 Pipeline Tim Foster - Sales Director EMEA @tgfoster