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The TAS Group at InsideView #IS12

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The TAS Group at InsideView #IS12

  1. 1. So, you have a $500kForecastDonal Daly, CEO The TAS Group
  2. 2. Social MediaThe impact on a customer of a bad buying decision … is greater than Impact to businesses the impact on a sales person of a lost sale all sizes, all industries
  3. 3. Sales Velocity
  4. 4. Sales Velocity
  5. 5. Sales Performance Management without Metrics
  6. 6. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  7. 7. What color is my funnel?
  8. 8. What color is my funnel?
  9. 9. Measuring required pipeline values
  10. 10. What is my pipeline really worth?
  11. 11. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  12. 12. How long is my sales cycle?
  13. 13. What’s happening to sales cycles? 2008
  14. 14. What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25%
  15. 15. The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage
  16. 16. The Buying Cycle The Selling Cycle Solution 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
  17. 17. Customer LTV Customer Network Value
  18. 18. Customer LTV Customer Network Value
  19. 19. Right Time Right MessageCustomer LTV Customer Network Value
  20. 20. The Buying Cycle The Selling Cycle Solution Discovery (Search) Monitor and Network Experience Check (Network) Reference Customers Evaluate Alternatives (Network) Influencers Best Practices Study (Network) Industry Group Trial Use / Free Pilot (First Vendor Contact) Free Trial Negotiate & Buy Negotiate & Sell
  21. 21. Winning and losing sales cycles
  22. 22. Winning and losing sales cycles
  23. 23. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  24. 24. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  25. 25. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m Pipeline
  26. 26. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 Sales Cycle Duration (Days)$12m $24m 99%
  27. 27. One Company’s Story: 2008-2011$42k Average Deal Value28% Win Rate126 101 20%$12m $24m 99%
  28. 28. One Company’s Story: 2008-2011$42k Average Deal Value28% 36% 28%126 101 20%$12m $24m 99%
  29. 29. One Company’s Story: 2008-2011$42k $53k 21%28% 36% 28%126 101 20%$12m $24m 99%
  30. 30. What levers can I pull? Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle
  31. 31. One company’s typical sales velocity story 21%
  32. 32. One company’s typical sales velocity story 21% 28%
  33. 33. One company’s typical sales velocity story 20% 21% 28%
  34. 34. One company’s typical sales velocity story 20% 21% 28% Sales #Deals x $Value x %Close Velocity = Length of Sales Cycle 194%
  35. 35. Our Results – On Average
  36. 36. Free Sales Process Creationhttp://www.dealmakergenius.com
  37. 37. www.thetasgroup.com | 1-866-570-3866 | ddaly@thetasgroup.com

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