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Pipeline accelerator

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Pipeline accelerator

  1. 1. Thank you for downloading the Pipeline Accelerator presentation; this presentation provides additional detail on CSS’ Pipeline Accelerator . The document is a Microsoft PowerPoint presentation and contains elements of animation that must be viewed in PowerPoint Slideshow. It should open in Slideshow automatically, but if it hasn’t please follow the steps below to view it in PowerPoint Slideshow. Step 1: Step 1: Click Here Click Here
  2. 2. Do your salespeople think their pending deals are like this? When they’re actually like this?
  3. 3. Is projecting revenue like this? What if you could feel more confident about your revenue projections?
  4. 4. The SITUATION Accurate forecasting is a challenging task for all levels of a sales organization Account Executive’s lack accurate information about the deals in their pipeline and their views are subjective and often too optimistic Account Executive’s forecast tends to be based on wishful thinking and lack hard evidence Sales managers don’t have access to reliable sales intelligence to validate the accuracy of the forecast An inaccurate forecast is a poor reflection on the organization from the Account Executive all the way to the CEO
  5. 5. Powered by The SOLUTION: The Pipeline Management Process that combines Sales Expertise & Sales Intelligence to…
  6. 6. Powered by Sales Expertise & Sales Intelligence Combined Increase Win Rates Increase the number of AE’s making quota Reduce number of deals slipping past their close Date Reduce the number of ‘No-Decision’ deals Increase Forecasting Accuracy Gain greater Predictability in Revenue Projections Inspire Confidence & Trust in Sales Forecasts
  7. 7. Powered by Sales Expertise & Sales Intelligence Combined The Intelligence by Occulus The Expertise by The Center for Sales Strategy –Provides the sales science to a sales organization enabling it to accurately assess the quality of deals in the pipeline –Informs sales organizations what to do to win more business –Provides objective probabilities for winning and timing – Provides the sales expertise to a sales organization enabling it to accurately forecast revenue based on the assessments – Develops the strategy on how to win more business utilizing the principles of How Selling and the information from the Pipeline Accelerator predictive analytics software
  8. 8. STEP 1: Powered by Sales Expertise & Sales Intelligence Combined The Account Executive (AE) answers a series of multiple choice questions that cover the key areas of a deal: Quality and definition of the Opportunity Quality of the Solution Understanding of the prospect’s Buying Process Depth & Breadth of the Relationship Understanding of the Competition Understanding of the Timing
  9. 9. STEP 2: Powered by Sales Expertise & Sales Intelligence Combined
  10. 10. STEP 3: Powered by Sales Expertise & Sales Intelligence Combined PIPELINE Accelerator determines what needs to be done to win the deal; the AE and the Sales Manager determine how to do it: •The SWOT Analysis identifies the strengths & weaknesses of the AE’s selling strategy and provides the basis for developing strategies to build on the strengths and mitigate the weaknesses. •Provides a list of “still missing” information the AE needs to obtain •Determines what “specific actions” the AE needs to do to improve their chances of winning •Development of a strategy on how to win the business
  11. 11. BENEFITS: Powered by Sales Expertise & Sales Intelligence Combined Increased Win Rates More AE’s making quota Reduction in Deal Slippage Reduction in ‘No-Decision’ deals Increased Forecasting Accuracy Greater Predictability in Revenue Projections Great Confidence & Trust in Sales Forecasts
  12. 12. Sales Expertise & Sales Intelligence Combined THE SERVICE: definition Powered by
  13. 13. Powered by Sales Expertise & Sales Intelligence Combined THE SERVICE: deliverables Assist the Sales Manager in establishing more realistic forecasts Identify tendencies in the sales operation that is holding it back Identify tendencies in a particular AE that is holding them back Spot what is stuck in the funnel, where it is stuck and how to un-stick it Identify potential ‘No-Decision’ deals and deals that might slip past the close date Use the “How Selling” steps, tools and resources to win more business
  14. 14. Powered by Sales Expertise & Sales Intelligence Combined To learn more how Pipeline Accelerator can solve your specific pipeline issues, please contact: Harry Tomasides, Senior Consultant The Center for Sales Strategy harrytomasides@csscenter.com Thank you.

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