Catelas Sales Closer Oct2010

Sales closer Copyright © 2010 Catelas Inc. All rights reserved.
Sales Closer –
convert stalling deals to revenue
Robert Levey
October 2010
Sales effectiveness
80
85
90
95
100
105
11 0
11 5
120
125
Q1 Q2 Q3 Q4
Re ve nue Stalle d de als c onve rte d

The #1 sales issue…bar none.

The Problem#1 sales challenge
Imagine if… in the sales process you could…
• Identify problem deals earlier
• Understand where and why they have stalled
• Re-engage the client and successfully close the deal
• Deals have stalled
• They get pushed into next quarter
• …and finally disappear
C
L
O
S
U
R
E
And increase sales by 10-20%

The sales assignment.

The assignment
VP of Sales Operations Jim has one week to go before qtr end. The
regional heads of sales tell him total revenues will come in at $122M, but his
CRM tool is telling him qtr to date sales of $85M… Jim’s boss is going
ballistic. The qtr is riding on some very big deals that must close. Fast-
forward one week. Actual sales for the quarter close at $105M, 14% below
forecast. What happened?
… actual sales are behind forecast
Business impact:
 Sales and profits are below expectations.
 Senior management want answers
 The sales team thought they did a great job, yet
morale is low because forecasts were not met
Low morale!

Rewind…
Introducing… Catelas Sales Closer
An automated approach to an
old problem:
 Identify stalled deals much sooner
 Target the precise people to help you
close more deals
 NOT… a CRM tool that wastes sales
time by entering data and compiling
reports
… actual sales are behind forecast
Convert 50% of stalled deals…
increase sales by 10-20%

How Sales Closer works.

Litigation InvestigationsEarly Case Analytics1. Deal network
Jim maps the deals of his reps by visualizing the communications
taking place between the reps [shaded black] and their accounts
[shaded blue]
1. Jeff and James are
the most active reps
These lines grade sales activity among and between the sales reps :
RED= excellent, GREEN = very good, BLUE= good, GRAY= basic
2. Note how the reps
are communicating
between themselves,
but not to customers
3. Note the reps that
have not been active

Litigation InvestigationsEarly Case Analytics2. Identify problem deals
Jim now focuses on the 5 most important deals to close and the
rep’s managing those accounts [reps are shaded blue, accounts
are gray]
1. Marie’s deal with Joseph
looks to be in good shape.
4. Sheila’s deal with
Michael also looks to be
in good shape
2. Two rep’s are working the
Christopher deal, but there
has not been much activity
into this account
3. Sara’s deal with Tammy
looks to be in good shape.

Litigation InvestigationsEarly Case Analytics3. Surround the account
Jim (or the reps themselves) can now surround the ? account
1. Christopher Mitchell has
gone silent. How do we
turn him around?
2. Matthew Flett who Sara
know, has a good
relationship with Christopher
3. Katryna (through Marie
Heard), also knows Chris, and
may also be able to help

Why does this approach work?

How We Do It
1. We analyze the company’s extended enterprise - every
employee, contractor, partner, customer or friend who
emails to or from your company
Why does it work?
2. We visualize relationships inside and outside your company
- ‘who knows who’ and ‘how well’
3. We use the communications network to grade relationships
and use those relationships to close deals.
5. The sales force does not enter hours worth of data to make
the system work. It is generated automatically off existing
IT systems.
4. The 1st
sales tool that identifies valuable connections within
a company that can help to close deals.

How we do it.

Robert Levey
EVP Sales & Marketing
978 996 2758
robert.levey@catelas.com
www.catelas.com
To find out more call or email…

Catelas Sales Closer Oct2010

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Editor's Notes