Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles

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Make the entire sales process move faster

Visit SalesHacker.com for more sales hacks, tips, and tactics.

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Sales Hacker Series San Francisco - Matt Cameron - Accelerating Deal Cycles

  1. 1. Accelerating deal cycles 'Starting your deals in high gear and maintaining momentum to the finish line’ @tmattcameron Matt Cameron – VP Sales, Scripted.com
  2. 2. How to close all your deals in 30 days and get a flat stomach Use the ‘ab master’ 20 mins per day Relationship selling Stop eating junk Reasons for urgency Do 30 mins cardio every day Mutual plans Use metabolism enhancing supplements Account mapping/Access
  3. 3. The situations we will learn to avoid • Deal stall (Death Valley)/Undue delays • Deal death 8/21/2014 3
  4. 4. Maintaining discipline throughout the process Setup • The actors • Compelling events • Motivations/Urgency • Mutual plans The drive • Progression • Consequences The finish • Common goals 8/21/2014 4
  5. 5. Deal Stalls – Death valley 1. You are not talking to the right people 2. You didn’t establish a mutual plan with implied consequences CIO Procurement Week 1/1 Who -Salescorp to send pilot proposal + Master Services Agreement (MSA) for Acme review Matt C/SC Week 1/8 -Acme to review proposal 1/8-1/10 Sara J-Acme;John T-Acme; Terry B - Acme; -Proposal review and discussion 1/11 Sara J-Acme;John T-Acme - Acme security review commencement Joan F - Acme - MSA legal review and feedback sent to Salescorp 1/13 Terry B - Acme Week 1/15 -Acme security review complete Joan F - Acme -Finalize contractual details and contract executed by Sara J Sara J-Acme Week 1/22 Project initiation meeting 1/24 All 8/21/2014 5
  6. 6. Opportunity progression Acme Opportunity Score 12 36 48 56 56 56 72 Acme Opportunity Score 8/21/2014 6
  7. 7. Sales management tools  Unreturned email: Followup cadence  Have a cockpit
  8. 8. A final thought – Are you just column fodder?  Unreturned phone calls  No access to information  Criteria slanted  Criteria constantly changes  Delays  Qustions that are probing your weaknesses  Players change  Meetings cancelled  Meetings delegated  Preoccupied with price  No inside support  Don’t know you’re winning 8/21/2014 8

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