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Accelerating your Sales CycleTim Foster, AVP Sales EMEA
What needs to be Measured?                    x                        x Sales      Deals                    Value       W...
Sales Velocity© The TAS Group 2012
What’s happening to sales cycles?     2008     2009                                  -19%     2010                        ...
70% DONEZzzz…                        70%                        DONE       70% of buying process completed before       sa...
The Buying Cycle                                The Selling Cycle    Identify Needs                                    Qua...
The Buying Cycle                                       The Selling CycleSolution Discovery                                ...
The Buying Cycle                                       The Selling CycleSolution Discovery                                ...
Winning and losing sales cycles                   © The TAS Group 2012
Winning and losing sales cycles                   © The TAS Group 2012
“How do I convert quicker?”    Sales Methodology                                             Sales ProcessHow am I doing i...
TAS Sales Methodology + Technology = Like      Assessment          Political          Decision       Collaboration        ...
Sell Smarter. Manage Better.                   © The TAS Group 2012
Free Resources   www.dealmakerindex.com   Score your sales effectiveness. Get advice. See how you compare.   www.dealmaker...
Thank You
© The TAS Group 2012
© The TAS Group 2012
© The TAS Group 2012
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Sales Webinar | Accelerating Your Sales Cycle

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Sales Webinar | Accelerating Your Sales Cycle

  1. 1. Accelerating your Sales CycleTim Foster, AVP Sales EMEA
  2. 2. What needs to be Measured? x x Sales Deals Value Win Rate = Velocity Sales Cycle © The TAS Group 2012
  3. 3. Sales Velocity© The TAS Group 2012
  4. 4. What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25% © The TAS Group 2012
  5. 5. 70% DONEZzzz… 70% DONE 70% of buying process completed before sales contact Buyers are technologically savvy & socially connected © The TAS Group 2012
  6. 6. The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage © The TAS Group 2012
  7. 7. The Buying Cycle The Selling CycleSolution Discovery ?(Search)Experience Check ?(Network)Evaluate Alternatives ?(Network)Best Practices Study ?(Network)Trial Use / Free Pilot (First Free TrialVendor Contact)Negotiate & Buy Negotiate & Sell © The TAS Group 2012
  8. 8. The Buying Cycle The Selling CycleSolution Discovery Monitor and Network(Search)Experience Check Reference Customers(Network)Evaluate Alternatives Influencers(Network)Best Practices Study Industry Group(Network)Trial Use / Free Pilot (First Free TrialVendor Contact)Negotiate & Buy Negotiate & Sell © The TAS Group 2012
  9. 9. Winning and losing sales cycles © The TAS Group 2012
  10. 10. Winning and losing sales cycles © The TAS Group 2012
  11. 11. “How do I convert quicker?” Sales Methodology Sales ProcessHow am I doing in this Account / Opportunity Where am I in this Opportunity and what compared to the competition? must I do next to progress it? Sales Skills How do I execute the Sales Methodology and Sales Process to improve performance and sustain results? © The TAS Group 2012
  12. 12. TAS Sales Methodology + Technology = Like Assessment Political Decision Collaboration Competitive PRIME Coach Me Map Criteria Map Strategy ActionsTAS Methodology 1 2 3 4 5 Is there an Can We Can We Is It Worth Test and Approve Opportunity? Compete? Win? Winning? the Plan Early Qualification Competitive Positioning Alignment Risk Assessment and Compelling Event and UBV © The TAS Group 2012
  13. 13. Sell Smarter. Manage Better. © The TAS Group 2012
  14. 14. Free Resources www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. www.dealmakergenius.com Create a customized sales process. www.dealmaker365.com Read our blog featuring insights on sales effectiveness. @tgfoster @thetasgroup Follow us on Twitter. www.thetasgroup.com Learn more on our website. © The TAS Group 2012
  15. 15. Thank You
  16. 16. © The TAS Group 2012
  17. 17. © The TAS Group 2012
  18. 18. © The TAS Group 2012

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