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.

Sales

Janice Mars, Principal and Founder
Jennifer Earl, SVP, Customer Success
Today’s Presenters

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

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

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

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

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

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

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

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

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

2016 Quotas
85%
Have higher quotas this year
Meeting Rising Expectations in 2016

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

Put Your Resources into Improvement
People Process
Technology

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

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
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This webinar discusses bringing sales methodologies to life in a CRM system. It highlights that companies that reinforce sales methodologies at both the rep and manager level have a huge advantage. As much as 87% of new skills are forgotten within a month if not reinforced in daily operations. The webinar demonstrates how to make a challenger sales methodology repeatable and predictable in a CRM by providing sellers with tools, resources and job aids when needed. It discusses lessons learned in implementing a sales methodology program at McAfee, including the importance of executive sponsorship, a cross-functional team, and engaging the front-line managers.

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In B2B companies, a significant part of the revenue stream comes from a small number of key accounts. It’s hard to win them, and it’s even more critical to keep, manage and grow them. If done right, key accounts can deliver the highest growth in the least amount of time, at the lowest cost. There's likely one element missing from your KAM strategy that is standing in the way of you from getting more revenue from your key accounts today...

Mine the Gold You Already Have! 5 Steps to Better Strategic Account Management.

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This document outlines a 5-step process for optimizing revenues from existing accounts: 1. Account scoring - Assessing current and potential value of accounts using data from CRM, ERP, etc. to prioritize focus. 2. Key stakeholder assessment - Identifying and analyzing decision-makers in accounts to understand relationships and motivations. 3. Solution/customer strategy alignment - Aligning solutions to customer strategies and initiatives by gathering intelligence on customers. 4. Buy cycle/sell cycle alignment - Planning engagement based on understanding customer buy cycles and validating progress. 5. Account penetration tracking/validation - Monitoring execution of plans and validating alignment of customer and company processes.

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B2B Sales Winners and Losers

2. Janice Mars, Principal and Founder Jennifer Earl, SVP, Customer Success Today’s Presenters

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. How’d your team do? 50%Missed Quota

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. 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. 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. 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. 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. 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. 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. 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. 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. 2016 Quotas 85% Have higher quotas this year Meeting Rising Expectations in 2016

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. Find a Path to Visibility

17. Get Creative with Coaching

18. Put Your Resources into Improvement People Process Technology

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. 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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