Sales Webinar | So You Think You Have a $500,000 Sales Forecast

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Will Wiegler, CMO The TAS Group, discusses how to use automated intelligence in the sales cycle to increase deal win rate and average deal value, and shorten sales cycles.

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  • How do we know what success looks like?Think about Sales Velocity as dollars per day. How much revenue can you generate each day? Day after day.
  • Fear (and business turmoil) is risk management without analyticsSurprises are bad (particularly in sales forecasts)Intuition – while valuable – is inadequateAccurate data is ‘king’Predictive analytics is a powerful lever
  • Sales Cycles are getting shorter
  • Typical Sales Process / Buying Process
  • Typical Sales Process / Buying Process
  • Information is garnered from a network more than ever before – reference selling as we know it is broken
  • Typical Sales Process / Buying Process
  • To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go through
  • To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go throughThis helps with win rate – because you know what to do,And when you get control of the process, you don’t end up negotiating purely on price.
  • To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go through
  • Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
  • Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
  • Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
  • Sales Webinar | So You Think You Have a $500,000 Sales Forecast

    1. 1. So, you think you have a $500,000 forecast?Will Wiegler | Chief Marketing OfficerThe TAS Group
    2. 2. Introductions Will Wiegler Chief Marketing Officer The TAS Group © The TAS Group 2012
    3. 3. Poll #1Think of the biggest deal you are working on.What if you lost it.Would you know the reason why?A: Yes, I know exactly what the reason is.B: Sort of… I think I know, but I’m not certain.C: No, I wouldn’t have a clue. © The TAS Group 2012
    4. 4. Social MediaThe impact on a customer of a bad buying decision … Impactisto businesses greater than the impact on a sales person of a lost sale all sizes, all industries © The TAS Group 2012
    5. 5. Sales Velocity© The TAS Group 2012
    6. 6. Sales Performance Management without Metrics © The TAS Group 2012
    7. 7. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle © The TAS Group 2012
    8. 8. What color is my funnel? © The TAS Group 2012
    9. 9. What color is my funnel? © The TAS Group 2012
    10. 10. Measuring required pipeline values © The TAS Group 2012
    11. 11. What is my pipeline really worth? © The TAS Group 2012
    12. 12. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle © The TAS Group 2012
    13. 13. How long is my sales cycle? © The TAS Group 2012
    14. 14. Poll #2 2008How do you think Sales Cycles have changed inrecent years?A: Gotten shorterB: Gotten longerC: Stayed the same © The TAS Group 2012
    15. 15. What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25% © The TAS Group 2012
    16. 16. 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
    17. 17. The Buying Cycle The Selling CycleSolution Discovery (Search) ? Experience Check (Network) ? Evaluate Alternatives (Network) ? Best Practices Study (Network) ?Trial Use / Free Pilot (First Vendor Contact) Free Trial Negotiate & Buy Negotiate & Sell © The TAS Group 2012
    18. 18. Customer LTV Customer Network Value © The TAS Group 2012
    19. 19. The Buying Cycle The Selling CycleSolution Discovery (Search) Monitor and Network Experience Check (Network) Reference Customers Evaluate Alternatives (Network) Influencers Best Practices Study (Network) Industry GroupTrial Use / Free Pilot (First Vendor Contact) Free Trial Negotiate & Buy Negotiate & Sell © The TAS Group 2012
    20. 20. Poll #3If it takes 4 months to win a deal, how long doyou think it takes to lose a deal?A: Less than 4 monthsB: More than 4 monthsC: About the same © The TAS Group 2012
    21. 21. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle © The TAS Group 2012
    22. 22. © The TAS Group 2012
    23. 23. © The TAS Group 2012
    24. 24. © The TAS Group 2012
    25. 25. © The TAS Group 2012
    26. 26. © The TAS Group 2012
    27. 27. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m Pipeline © The TAS Group 2012
    28. 28. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m $24m 99% © The TAS Group 2012
    29. 29. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate 20126 101 %$12m $24m 99% © The TAS Group 2012
    30. 30. One Company’s Story: 2008-2011$42k Average Deal Value28% 36% 28% 20126 101 %$12m $24m 99% © The TAS Group 2012
    31. 31. One Company’s Story: 2008-2011$42k $53k 21%28% 36% 28% 20126 101 %$12m $24m 99% © The TAS Group 2012
    32. 32. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle © The TAS Group 2012
    33. 33. One company’s typical sales velocity story 21% © The TAS Group 2012
    34. 34. One company’s typical sales velocity story 21% 28% © The TAS Group 2012
    35. 35. One company’s typical sales velocity story 20 21% 28% % © The TAS Group 2012
    36. 36. One company’s typical sales velocity story 20 21% 28% % Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle 194% © The TAS Group 2012
    37. 37. © The TAS Group 2012
    38. 38. Our Results – On Average Source: Aberdeen Research Date: September 2011 Data: n=900 © The TAS Group 2012
    39. 39. Free Sales Process Creationhttp://www.dealmakergenius.com © The TAS Group 2012
    40. 40. © The TAS Group 2012
    41. 41. © The TAS Group 2012
    42. 42. © The TAS Group 2012
    43. 43. 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.• @dealmaker365 | @thetasgroup Follow us on Twitter.• www.thetasgroup.com Learn more on our website. © The TAS Group 2012
    44. 44. Where You Can Find Us www.thetasgroup.com • US 866.570.3836 • UK 01189 253 251 • International +353 1 631 6140 • marketing@thetasgroup.com • Twitter: @thetasgroup © The TAS Group 2012

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