Your SlideShare is downloading. ×
0
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles

1,831

Published on

Make the entire sales process move faster …

Make the entire sales process move faster

Visit SalesHacker.com for more sales hacks, tips, and tactics.

Published in: Sales
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
1,831
On Slideshare
0
From Embeds
0
Number of Embeds
6
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Accelerating deal cycles 'Starting your deals in high gear and maintaining momentum to the finish line’ @tmattcameron Matt Cameron – VP Sales, Scripted.com
  • 2. How to close all your deals in 30 days and get a flat stomach Use the ‘ab master’ 20 mins per day Relationship selling Stop eating junk Reasons for urgency Do 30 mins cardio every day Mutual plans Use metabolism enhancing supplements Account mapping/Access
  • 3. The situations we will learn to avoid • Deal stall (Death Valley)/Undue delays • Deal death 8/21/2014 3
  • 4. Maintaining discipline throughout the process Setup • The actors • Compelling events • Motivations/Urgency • Mutual plans The drive • Progression • Consequences The finish • Common goals 8/21/2014 4
  • 5. Deal Stalls – Death valley 1. You are not talking to the right people 2. You didn’t establish a mutual plan with implied consequences CIO Procurement Week 1/1 Who -Salescorp to send pilot proposal + Master Services Agreement (MSA) for Acme review Matt C/SC Week 1/8 -Acme to review proposal 1/8-1/10 Sara J-Acme;John T-Acme; Terry B - Acme; -Proposal review and discussion 1/11 Sara J-Acme;John T-Acme - Acme security review commencement Joan F - Acme - MSA legal review and feedback sent to Salescorp 1/13 Terry B - Acme Week 1/15 -Acme security review complete Joan F - Acme -Finalize contractual details and contract executed by Sara J Sara J-Acme Week 1/22 Project initiation meeting 1/24 All 8/21/2014 5
  • 6. Opportunity progression Acme Opportunity Score 12 36 48 56 56 56 72 Acme Opportunity Score 8/21/2014 6
  • 7. Sales management tools  Unreturned email: Followup cadence  Have a cockpit
  • 8. A final thought – Are you just column fodder?  Unreturned phone calls  No access to information  Criteria slanted  Criteria constantly changes  Delays  Qustions that are probing your weaknesses  Players change  Meetings cancelled  Meetings delegated  Preoccupied with price  No inside support  Don’t know you’re winning 8/21/2014 8

×