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
Delivering the H2 Pipeline Tim Foster - Sales Director EMEA email@example.com @tgfoster