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The TAS Group at InsideView #IS12
 

The TAS Group at InsideView #IS12

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  • So, your sales forecast says you will close $500k .. Let’s look to see it that is possible
  • Why did the customer decide not to buy from you?
  • How do we know what success looks like?
  • How do we know what success looks like?
  • Fear (and business turmoil) is risk management without analyticsSurprises are bad (particularly in sales forecasts)Intuition – while valuable – is inadequateAccurate data is ‘king’Predictive analytics is a powerful lever
  • Sales Cycles are getting shorter
  • Sales Cycles are getting shorter
  • Typical Sales Process / Buying Process
  • Typical Sales Process / Buying Process
  • Information is garnered from a network more than ever before – reference selling as we know it is broken
  • Information is garnered from a network more than ever before – reference selling as we know it is broken
  • Information is garnered from a network more than ever before – reference selling as we know it is broken
  • Typical Sales Process / Buying Process
  • To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go through
  • To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go throughThis helps with win rate – because you know what to do,And when you get control of the process, you don’t end up negotiating purely on price.
  • To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go through
  • Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
  • Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk

The TAS Group at InsideView #IS12 The TAS Group at InsideView #IS12 Presentation Transcript

  • So, you have a $500kForecastDonal Daly, CEO The TAS Group
  • Social MediaThe impact on a customer of a bad buying decision … is greater than Impact to businesses the impact on a sales person of a lost sale all sizes, all industries
  • Sales Velocity
  • Sales Velocity
  • Sales Performance Management without Metrics
  • What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  • What color is my funnel?
  • What color is my funnel?
  • Measuring required pipeline values
  • What is my pipeline really worth?
  • What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  • How long is my sales cycle?
  • What’s happening to sales cycles? 2008
  • What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25%
  • The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage
  • The Buying Cycle The Selling Cycle Solution Discovery (Search) ? Experience Check (Network) ? Evaluate Alternatives (Network) ? Best Practices Study (Network) ? Trial Use / Free Pilot (First Vendor Contact) Free Trial Negotiate & Buy Negotiate & Sell
  • Customer LTV Customer Network Value
  • Customer LTV Customer Network Value
  • Right Time Right MessageCustomer LTV Customer Network Value
  • The Buying Cycle The Selling Cycle Solution Discovery (Search) Monitor and Network Experience Check (Network) Reference Customers Evaluate Alternatives (Network) Influencers Best Practices Study (Network) Industry Group Trial Use / Free Pilot (First Vendor Contact) Free Trial Negotiate & Buy Negotiate & Sell
  • Winning and losing sales cycles
  • Winning and losing sales cycles
  • What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  • What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  • One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m Pipeline
  • One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m $24m 99%
  • One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 101 20%$12m $24m 99%
  • One Company’s Story: 2008-2011$42k Average Deal Value28% 36% 28%126 101 20%$12m $24m 99%
  • One Company’s Story: 2008-2011$42k $53k 21%28% 36% 28%126 101 20%$12m $24m 99%
  • What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  • One company’s typical sales velocity story 21%
  • One company’s typical sales velocity story 21% 28%
  • One company’s typical sales velocity story 20% 21% 28%
  • One company’s typical sales velocity story 20% 21% 28% Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle 194%
  • Our Results – On Average
  • Free Sales Process Creationhttp://www.dealmakergenius.com
  • www.thetasgroup.com | 1-866-570-3866 | ddaly@thetasgroup.com