Selling Power: Is Your Pipeline Fact, Fiction, or Fantasy

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Presentation delivered during interactive webinar wtih Selling Power, LucidEra, and Theikos on March 12th 2008.

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Selling Power: Is Your Pipeline Fact, Fiction, or Fantasy

  1. 1. Is Your Sales Pipeline Fact, Fiction, or Fantasy? Get More from Salesforce.com with On-Demand Business Analytics y
  2. 2. Today’s Agenda Introduction: Fact, Fiction or Fantasy? • Gerhard Gschwandtner, Founder and Publisher, Selling Power Getting the Facts with Sales Analytics • Darren Cunningham LucidEra Director Product Marketing Cunningham, Theikos: From Sales Efficiency to Effectiveness • Jason Masciarelli, CEO Theikos Copyright © 2008 LucidEra – All rights reserved
  3. 3. Polling Question #1 Today, is your sales pipeline is based on: A. Fact (Visibility into past & present performance metrics) B B. Fiction (CRM adoption is high but still lots of surprises) high, C. Fantasy (No CRM or low CRM adoption, gut-feel decisions) Copyright © 2008 LucidEra – All rights reserved
  4. 4. Polling Question #2 How do you monitor the evolution of your sales pipeline today? A. Salesforce.com only B. Salesforce.com + spreadsheets C. Other Copyright © 2008 LucidEra – All rights reserved
  5. 5. Knowledge is NOT power Information overload Library of Congress = 7 Exabytes Lib fC E b t Wal-Mart – 410 Exabytes/year Trivia overload Increasing di t ti I i distraction Mangers spend 2 hours/day searching – finding useless information • Accenture survey 1/07) Copyright © 2008 LucidEra – All rights reserved
  6. 6. Today’s Agenda Introduction: Fact, Fiction or Fantasy? • Gerhard Gschwandtner, Founder and Publisher, Selling Power Getting the Facts with Sales Analytics • Darren Cunningham LucidEra Director Product Marketing Cunningham, Theikos: From Sales Efficiency to Effectiveness • Jason Masciarelli, CEO Theikos Copyright © 2008 LucidEra – All rights reserved
  7. 7. What’s a World Class Sales Pipeline? Your quarterly results are “Just the Facts, predictable Ma’am!” You’re able to analyze historical trends Discussions with reps aren’t just about deals expected to close You can rank reps on more than just quota attainment Copyright © 2008 LucidEra – All rights reserved
  8. 8. Common Fiction & Fantasy Traps Copyright © 2008 LucidEra – All rights reserved
  9. 9. Trap #1 Expecting deals to close without knowing that they’re actually stuck in the pipeline. y y Copyright © 2008 LucidEra – All rights reserved
  10. 10. Trap #2 Looking at the overall pipeline totals, without looking at what’s moved g into the pipeline and what’s moved out. Copyright © 2008 LucidEra – All rights reserved
  11. 11. Trap #3 Counting on specific deals to close, without looking at the performance of the reps responsible for closing those deals. Copyright © 2008 LucidEra – All rights reserved
  12. 12. Trap #4 Not knowing the trends in your conversion rates. What % of leads convert into opportunities? What % of opportunities convert into sales quotes? What % of sales quotes convert into paying customers? What’s your average length of the sales cycle to convert an opportunity into a customer? Copyright © 2008 LucidEra – All rights reserved
  13. 13. Trap #5 Not knowing how long it takes for your sales reps to ramp up. y Copyright © 2008 LucidEra – All rights reserved
  14. 14. The Good News! Lower Sales Rep Turnover More Deals Closed Copyright © 2008 LucidEra – All rights reserved
  15. 15. Analytics: The Critical Half of the Solution You’ve put data into CRM, we get the value out. 1. Salesforce.com 2. LucidEra helps you get Value “Out” helps you get Data “In” Copyright © 2008 LucidEra – All rights reserved
  16. 16. Today’s Agenda Introduction: Fact, Fiction or Fantasy? • Gerhard Gschwandtner, Founder and Publisher, Selling Power Getting the Facts with Sales Analytics • Darren Cunningham LucidEra Director Product Marketing Cunningham, Theikos: From Sales Efficiency to Effectiveness • Jason Masciarelli, CEO Theikos – Consulting to enterprises on SaaS for over 7 years – Help CEOs & Sales executives to improve sales results – Led Theikos growth by leveraging sales analytics Copyright © 2008 LucidEra – All rights reserved
  17. 17. About Theikos SaaS Consulting, Technology & Outsourcing We help help… • Enterprises who want to leverage leading SaaS platforms to improve organizational performance • SaaS platform companies & ISV’s develop SaaS solutions Implemented CRM solutions for over 300 clients SaaS Alliances: Copyright © 2008 LucidEra – All rights reserved
  18. 18. 7 Steps to Sales Effectiveness 1) Develop your end-to-end best practices sales model 2) Conduct win/loss & root cause analysis to detect forecasting failures 3) Improve deal coaching done by managers 4) Develop your Sales & Operations Planning process 5) E ) Ensure effective use of i t ff ti f integrated CRM & analytics t d l ti solutions 6) E t bli h t Establish true collaborative account planning with k ll b ti t l i g ith key accounts 7) Focus on Customer Experience Management Copyright © 2008 LucidEra – All rights reserved
  19. 19. Reap the Rewards Analytics is the link that will enable you to harness the value of connecting sales process with sales technology. Accurate forecast visibility Increased Sales Performance • Yield per sales rep Better competitive intelligence Copyright © 2008 LucidEra – All rights reserved
  20. 20. Discussion Gerhard Gschwandtner • gerhardpsp@aol.com Darren Cunningham • dcunningham@lucidera.com dcunningham@lucidera com Jason Masciarelli • jason@theikos.com www.lucidera.com Copyright © 2008 LucidEra – All rights reserved

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