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B2B Sales Winners and Losers

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Check out a summary of the findings from a survey of 100+ enterprise sales leaders, revealing what got in the way of meeting quotas in 2015, and what the winners did right to close the biggest deals. Several case studies featured about what high-performing sales teams did differently to exceed their revenue goals.

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B2B Sales Winners and Losers

  1. 1. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL WEBINAR Sales Visibility Why B2B Sales Teams Won & Lost in 2015 Hosted by
  2. 2. Janice Mars, Principal and Founder Jennifer Earl, SVP, Customer Success Today’s Presenters
  3. 3. Conducted in Q4 2015 • Over 100 enterprise sales leaders across industries • 25% with average deal size over $100K • Over 30% with sales cycles longer than 6 months Survey Methodology
  4. 4. How’d your team do? 50%Missed Quota
  5. 5. Summary of Key Findings 33% 33% 61% Administrative tasks get in the way % of opportunities lost if deal slippage Lack of Visibility #1 reason they lost deals
  6. 6. Winners 2015 Winners and Losers 1. Key relationships with most decision makers & influencers 2. Clear understanding of business goals and initiatives and mapped solution to them 3. Quantified the potential value and ROI of solution Top 3 Reasons 1. Lacked visibility of everything going on in account 2. Couldn’t prove value or create a sense of urgency 3. Competitive blind spots Losers Top 3 Reasons
  7. 7. Case in Point: Relationships & Influencers Lines of Business Relationships & Influencers Priorities & Goals Org Chart = Your Point of View Relationship Map = Customer’s Point of View Financial services provider uses this more holistic view to reduce sales cycle length by understanding how decisions are influenced across buyer’s organization
  8. 8. Identifying Risk VP of Sales reviewed visual relationship/strategy maps and discovered team did not have access to decision makers for $1.5M healthcare deal - moved opportunity out of forecast before it negatively impacted quarterly forecast sales leaders could not identify why their teams’ deals slipped past the close date Case in Point: Spotting the Red Flags
  9. 9. Winners 2015 Winners 1. Key relationships with most decision makers & influencers 2. Clear understanding of business goals and initiatives and mapped solution to them 3. Quantified the potential value and ROI of solution Top 3 Reasons
  10. 10. Case in Point: Mapping Solutions to Goals Leading analytics company closed $17M deal by mapping their solutions to top 3 goals of Fortune 100 healthcare/pharma organization
  11. 11. Case in Point: Aligning Value & Solutions Leading real estate information company used a visual approach to understand what was preventing their customers from achieving their goals and mapped solutions to how they could remove those barriers Sales BI Tools Predictive Analytics Performance Management Curriculum Tools Decision Management Revenue Data Model Analytics
  12. 12. Winners 2015 Winners 1. Key relationships with most decision makers & influencers 2. Clear understanding of business goals and initiatives and mapped solution to them 3. Quantified the potential value and ROI of solution Top 3 Reasons
  13. 13. Case in Point: A Proven Path to Revenue Goals • Historically focused on net new business and adding more logos • In 2014, 15 – 20% of revenue was from existing customers, many of who are in the Fortune 1000 • Launched organic growth initiative by segmenting and prioritizing key accounts by value, penetration, relationship and future potential • Built a blueprint using account planning to facilitate collaboration with customer and uncover immediate expansion opportunities Within 3 quarters, revenue doubled within key accounts Revenues were up more than 50% in the first quarter of 2015
  14. 14. 2016 Quotas 85% Have higher quotas this year Meeting Rising Expectations in 2016
  15. 15. How to Kickstart Your 2016 • Find a Path to Visibility • Get Creative When it Comes to Coaching • Put Your Resources into Improving: People, Process and Technology
  16. 16. Find a Path to Visibility
  17. 17. Get Creative with Coaching
  18. 18. Put Your Resources into Improvement People Process Technology
  19. 19. After today’s session, you’ll get a copy of the full 2016 Sales Visibility Index Survey Report Email me at jearl@revegy.com to get a copy of the slides from today’s presentation Next Steps
  20. 20. If we don’t get to your question or if you want to learn more about the customer stories presented today, please reach out to: jearl@revegy.com jmars@saleslatitude.com Q & A

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