The InsideSales.com Business Growth Index is a comprehensive research report that reveals important indicators of sales confidence, sales priorities and the impact of technology on a company’s sales performance and bottom line. A key finding from this research is that companies are going whale hunting (moving upmarket): Sales cycle: 6.4% longer (75 days to 80 days) Close rate: 2.1% lower Deal size: 5.5% larger Here are five secrets to closing seven-figure deals:

1. Five Secrets to Closing Seven
Figure Deals
Gabe Larsen
Director Sales Acceleration Services

3. Business Growth
Index – Sample
Results
5m+ records analyzed
500+ leaders surveyed

4. CRO CEO CMO CTO
“76% of Business Leaders Predict Either
Steady or Accelerated Growth”
- Business Growth Index -
CFO

5. CRO CEO CMO CTO
Who is the most difficult executive to deal
with when you miss your number?
CFO

6. CRO CEO CMO CTO
Who is the most difficult executive to deal
with when you miss your number?
CFO
58.8% - -

7. Companies Are Going Whale Hunting
Metric 2015 (vs. 2014)
Sales Cycle 6.4% Longer
Close Rate 2.1% Lower
Deal Size 5.5% Larger

8. Secret Number One
Practice Account-Based Sales

9. Account-
Based
Sales
Account-
Based
Prospecting
Account-
Based
Closing
Account-
Based
Marketing

10. Secret Number Two
Solidify Your Tech Stack

11. How Do You Stack Up?
Account
Executive
Client
Success
Sales
Mgmt
Sales
Operations
Sales
Development

12. How Do You Stack Up?
Account
Executive
Client
Success
Sales
Mgmt
Sales
Operations
Presentations
Pipeline
Management
Quote & Proposal
Contracting &
E-Signature
Forecasting
List Services
Data Mgmt
Routing
Territory &
Quota Mgmt
Data
Visualization
Onboarding &
Training
Compensation
& Incentives
Hiring &
Recruiting
Campaign Mgmt
Prioritization
Intelligence
Communication
Risk Mgmt
Education
Advocacy
Prioritization
Intelligence
Communication
Motivation
Qualification
Sales
Development

13. Sales Acceleration Technology Usage

14. Closing Deals: Top Tools

15. CRO CEO CMO CTO
“18.8% of Leaders Reported Predictive
Technology Gave Them a Boost in Driving
Larger Deals”
CFO

16. Secret Number Three
Manage Your Pipeline

17. Probability
Proposal Finalist Selected
0%
20%
40%
60%
80%
100%
Upside Commit WonPipelineCategories
Stages ClosedIdentifiedPlanning
Establishing a Foundation

19. Measure the Health of Your Pipeline
Quality
Balance
Velocity
Quantity

20. Secret Number Three
Establish a Management Cadence

21. TIMING VP Manager Rep
Annual Business/Territory Planning
Semi-Annual
Performance Assessments (January & August)
Competency Assessments
Quarterly
Business Plan Review
Focus Account Reviews
Sales Rep Business Plan Review (include Target Account review)
Monthly Monthly Sales Meeting
Weekly or
Bi-Weekly
Individual and Team Coaching, Pipeline/Forecast, Opportunity & Account
Strategies
Sales Management Cadence

22. During the final week of the month, the weekly cadence converts to daily.Weekly*
(Thurs -
AM)
Sales Roles
Weekly*
(Thurs - PM)
Sales
Managers
Weekly*
(Fridays -
AM)
VP
Weekly*
(Fridays -
PM)
CEO
Manage
Opportunities
and Apply
Forecast
Standards
Upside and
Commit
Pipeline
Review
Upside and
Commit
Pipeline
Update SFDC
Develop Action
Plan
Revise
Forecast
Conduct
Sales
Manager
Forecast
Meeting
Conduct
CEO
Forecast
Meeting
Apply
Judgment
Revised
Forecast
Apply
Judgment
Revised
Forecast
Be aware of the top three challenges that
typically impact accurate forecasts, and
ensure that you coach your teams to
overcome and avoid them.
Unqualified/Stalled
Opportunities
❑ Pipeline stuffing
❑ Shifting quarter to quarter
Process Discipline
❑ Offline spreadsheets
❑ Adhering to forecast definitions
Cultural Inhibitors
❑ Underforecasting “Sandbagging”
❑ Overforecasting “Saving Face”
Forecast Challenges
3
1
2
3
Forecast Cadence

23. Secret Number Three
Provide Coaching

24. Training and Coaching

25. What do These Superstars Have in
Common?

26. Week Topics
Week One Metrics Day (analytical)
Week Two Case Study (practical)
Week Three Data and Research (theoretical)
Week Four Role Play (developmental)
Week Five Manager Huddle
7
Monthly Skill Program

27. Summary
1. Practice Account-Based Sales
2. Solidify your Sales Stack
3. Manage Your Pipeline
4. Establish a Management Cadence
5. Provide Coaching

28. QUESTIONS?