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Precision Sales Engineering is a team of highly skilled, successful sales managers who have navigated through 'rough seas', and designed the right tools to help companies steer their sales …

Precision Sales Engineering is a team of highly skilled, successful sales managers who have navigated through 'rough seas', and designed the right tools to help companies steer their sales organization into the global marketplace with precision. Loλgitude™ Sales Navigation Management is a pre-configured software application that 'snaps-on' to your Salesforce.com installation delivering a systematic, 'closed-loop' process for eliminating risk in the sales pipeline, and achieving more predictable and consistent sales results. 

Loλgitude™ requires no traditional technology system integration - it “bolts on” to your existing Salesforce.com CRM system in approximately 10 minutes.

Loλgitude™ is fully customizable and configurable - it provides each client organization with access to a complete “model” environment that contains every element discussed above. This permits clients to clone and copy pre-configured sales plans, objectives and measures allowing the client to fully customize their implementation to their specific requirements.

Loλgitude™ provides complete support - all the elements of implementation, training and support are backed up by an extensive professional services capability.

Loλgitude™ is low cost - first year investment is less than a low level tele-marketer with no limit on users. Just an annual maintenance fee in subsequent years as the system and features are improved.

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  • 1. Know  Where  You  Are.    Know  Where  You’re  Headed.™   1  Loλgitude®  –  Sales  Naviga4on  Management®  is  a  product  of  Precision  Sales  Engineering,  a  division  of  Objec4ve  Solu4ons,  LLC  ©2012  
  • 2. Sales Management As A Process Manage   Sales Management is an Coordinate   sales   sales   end-to-end business process hierarchy   training   and  staff   focused on aligning the entire organization with the needs of its customers. The key attributes are:Forecast  sales  and   Prepare  and   profitability   manage  budget   1- Define and communicate clear objectives throughout the sales organization; and 2 - Focus sales pursuits to prospects that are in a buying Analyze   Monitor   sales   customer   cycle staBsBcs   preferences   Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 3. Top Sales Management Priorities Having  a  process  is  not  the  same  as  using  a  process.  39%  of  respondents  in   an  HBR  study  reported  less  than  50%  of  their  sales  force  follow  proscribed   sales  processes.     Source:  "Understanding  What  Your  Sales  Manager  Is  Up  Against“   Harvard  Business  Review     Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 4. Where Sales Process FailsCompanies  employ  4  types  of  sales  process  u4liza4on:      1. No  standard  sales  process;   Priority  1  2.   Have  adopted  a  sales  process  but  don’t  manage  to  it;  3.   Managem  to  a  sales  process  but  only  monitor  backward  looking  data;  and  4.   Dynamically  monitor  and  provide  feedback  on  the  use  of  their  sales  process.     Type 4 companies are formidable competitors—the can adapt to a dynamic market and their performance ratings tend to be much higher than those of the rest of the survey population. Source:  "Understanding  What  Your  Sales  Manager  Is  Up  Against“   Harvard  Business  Review     Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 5. Where CRM Falls ShortThe  needs  of  sales  managers  and  execu4ves  has  been  completely  overlooked  by  CRM  vendors.   Sales  Data  Capture  1.   Contact  management  and  deal  tracking  tools  are  designed  primarily  for  the  field  sales  organiza4on.  2.   Sales  Managers  and  execu4ves  are  limited  to  viewing  CRM  reports.   REPORTING   DEAL  TRACKING  3.   Most  of  what  has  been  captured  and   LEAD  MANAGEMENT  stored  in  call  reports,  forecasts,  win/loss  reports,  and  CRM  systems  is  data.   CONTACT  MANAGEMENT  4.   Most  of  this  is  not  useful  because  historically  there  was  no  well-­‐defined   Standard  CRM  does  NOT  provide  oversight  for  process  behind  the  data  crea4on  to     sales  managers  to  plan,  track  and  make  real  ensure  consistency  and  quality.     4me  course  correc4ons  across  the  field  sales   organiza4on  to  achieve  sales  objec4ves.       Source:  "Understanding  What  Your  Sales  Manager  Is  Up  Against“   Harvard  Business  Review     Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 6. What’s Missing?Pursuit of Predictable Sales Results INTELLIGENT  ACCOUNT  TARGETING   SALES  PLANNING   PERFORMANCE  METRICS   SALES  OBJECTIVES   Sales  Performance  Management   by  Sales  Managers   Achieving  Predictable  Sales  Results Sales  Data  Capture   by  Account  Managers   REPORTING   DEAL  TRACKING   LEAD  MANAGEMENT   CONTACT  MANAGEMENT   Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 7. The Intelligent Pursuit Process™ Sales  managers  need  a  system  ‘built  by  sales   managers  for  sales  managers’  enabling  them  to   produc4vely  manage  a  systema4c,  standardized   sales  process:     •   A  systema4c  approach  to  achieve  more   predictable  and  consistent  sales  results.         •   Intelligent  account  targe4ng  to  reveal  the  true   poten4al  of  the  buying  popula4on.         •   A  method  to  focus  sales  personnel  on  qualified   buyers,  vs.  total  reliance  on  ‘hit-­‐or-­‐miss’  direct   marke4ng.         •   Suppor4ng  technology  providing  real-­‐4me   ‘course  and  speed’  to  assist  sales  managers  to   chart  and  control  territory  management.       •   Objec4ves  and  measures  to  mark-­‐out  your  sales   plan  and  stay  on  course.   Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 8. Loλgitude is a 3-Part System Architecture Part  1   Part  2   Part  3   Account   Inventory   Management   Sales   Naviga4on   Planning   Account   Intelligent     Intelligent   Center   Pursuit   Control   Porholio   Management   Process   Account   Targe4ng   Control   Module   Module   Account   Development   Management   Sales  Planning  Control   Naviga4on  Center  Module  sets  the  focus  of   Control  Module  tracks   the  Intelligent  Pursuit   Intelligent  Pursuit  Process   the  results  of  the   Process.   directs  the  day-­‐to-­‐day  ac4vi4es   Intelligent  Pursuit     of  the  extended  sales   Process.   organiza4on.   Loλgitude®  –  Sales  Naviga4on  Management  is  a  product  of  Precision  Sales  Engineering,  a  division  of  Objec4ve  Solu4ons,  LLC  ©2012  
  • 9. Part 1 – Systematic Planning and Monitored ExecutionLoλgitude’s™  sales  performance  plans  provide  selling  teams  with  real  4me  visibility  into  what’s  expected  of  them.      Loλgitude’s™  playbooks  detail  every  stage  in  our  standardized  pipeline  development  process,  resul4ng  in  more  predictable  sales  cycles  and  more  successful  outcomes.           Sales   Planning   Control   Module   Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012
  • 10. Part 2 – Targeted Pursuit of Customer Buying Cycles STEP  1   •  Sales  Management  defines   sales  target  profiles   STEP  2   Industry  Compe4tors   Preferred  Industry  Sector   Mapped  Hierarchy   •  Research  &  Outreach   validates  data  profiles,   stack  ranks  results  and   Buying  Cycles   Pursuit  Priority   Contact  Quality   narrow  down  database   Intelligent    Pursuit  Module   STEP  3   Account   Inventory   •  High  quality  target  records   Manageme nt   are  assigned  to  Sales  Teams   Account   Porholio   Intelligent   Manageme Account   Targe4ng   nt   Account   Developme nt   Manageme for  pursuit   nt   Loλgitude®  –  Sales  Naviga4on  Management  is  a  product  of  Precision  Sales  Engineering,  a  division  of  Objec4ve  Solu4ons,  LLC  ©2012  
  • 11. Part 3 – Bringing It All Together in the Loλgitude Navigation Center"   Loλgitude’s  Naviga4on  Center  contains  11  custom  dashboards  that  track  all  key  performance  metrics   of  the  complete  Loλgitude  system.   Naviga4on   Center   Control   Module   Loλgitude®  –  Sales  Naviga4on  Management  is  a  product  of  Precision  Sales  Engineering,  a  division  of  Objec4ve  Solu4ons,  LLC  ©2012  
  • 12. Why Do I Need Loλgitude?   Loλgitude  fills  the  gap.   " Iden4fy  and  pursue  high-­‐value  sales  targets   " Views  the  total  available  ready-­‐to-­‐buy  market   " Control  over  data  management,  usage  &  repor4ng   " Sales  performance  plans  validate  actual  results  vs.  objec4ves   " Real  4me  intelligence  for  swik  course  correc4ons   " Manage  Sales  Hierarchy  to  Sales  Plan  implementa4on   Loλgitude®  –  Sales  Naviga4on  Management  is  a  product  of  Precision  Sales  Engineering,  a  division  of  Objec4ve  Solu4ons,  LLC  ©2012  
  • 13. Paul Sidorenko, SVP Sales paul.sidorenko@precisionsales.com.co 415-867-9022 λ   CRM 1.0 Loλgitude   is  gaining   fast!  Loλgitude®  –  Sales  Naviga4on  Management®  is  a  product  of  Precision  Sales  Engineering,  a  division  of  Objec4ve  Solu4ons,  LLC  ©2012