0
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 businesse...
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                         ...
The Buying Cycle         The Selling Cycle     Identify Needs               Qualify  Visualize Solutions          Requirem...
The Buying Cycle                   The Selling Cycle  Solution Discovery (Search)                  ?  Experience Check (Ne...
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 C...
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%                        ...
One Company’s Story: 2008-2011$42k                                           Average Deal Value28%                        ...
One Company’s Story: 2008-2011$42k                                   Average Deal Value28%                                ...
One Company’s Story: 2008-2011$42k                                   Average Deal Value28%                                ...
One Company’s Story: 2008-2011$42k                               $53k                                          21%28%     ...
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%                 ...
One company’s typical sales velocity story                                                       20%               21%    ...
Our Results – On Average
Free Sales Process Creationhttp://www.dealmakergenius.com
www.thetasgroup.com | 1-866-570-3866 | ddaly@thetasgroup.com
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
The TAS Group at InsideView #IS12
Upcoming SlideShare
Loading in...5
×

The TAS Group at InsideView #IS12

839

Published on

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
839
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
15
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • 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
  • Transcript of "The TAS Group at InsideView #IS12"

    1. 1. So, you have a $500kForecastDonal Daly, CEO The TAS Group
    2. 2. 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
    3. 3. Sales Velocity
    4. 4. Sales Velocity
    5. 5. Sales Performance Management without Metrics
    6. 6. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
    7. 7. What color is my funnel?
    8. 8. What color is my funnel?
    9. 9. Measuring required pipeline values
    10. 10. What is my pipeline really worth?
    11. 11. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
    12. 12. How long is my sales cycle?
    13. 13. What’s happening to sales cycles? 2008
    14. 14. What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25%
    15. 15. The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage
    16. 16. 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
    17. 17. Customer LTV Customer Network Value
    18. 18. Customer LTV Customer Network Value
    19. 19. Right Time Right MessageCustomer LTV Customer Network Value
    20. 20. 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
    21. 21. Winning and losing sales cycles
    22. 22. Winning and losing sales cycles
    23. 23. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
    24. 24. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
    25. 25. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m Pipeline
    26. 26. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m $24m 99%
    27. 27. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 101 20%$12m $24m 99%
    28. 28. One Company’s Story: 2008-2011$42k Average Deal Value28% 36% 28%126 101 20%$12m $24m 99%
    29. 29. One Company’s Story: 2008-2011$42k $53k 21%28% 36% 28%126 101 20%$12m $24m 99%
    30. 30. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
    31. 31. One company’s typical sales velocity story 21%
    32. 32. One company’s typical sales velocity story 21% 28%
    33. 33. One company’s typical sales velocity story 20% 21% 28%
    34. 34. One company’s typical sales velocity story 20% 21% 28% Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle 194%
    35. 35. Our Results – On Average
    36. 36. Free Sales Process Creationhttp://www.dealmakergenius.com
    37. 37. www.thetasgroup.com | 1-866-570-3866 | ddaly@thetasgroup.com
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×