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Sales Webinar | Time is Not Your Friend - Reduce Sales Cycle Length
The document outlines strategies for improving sales velocity, including evaluating deal size, win rate, and sales cycles. It emphasizes understanding customer motivations for change, assessing the political landscape, and developing compelling business cases. Additionally, it offers insights into handling objections and creating value through effective communication and relationship management.
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Sales Webinar | Time is Not Your Friend - Reduce Sales Cycle Length
- 2. Tim Foster, AVPSales EMEA tfoster@thetasgroup.com
- 3. All lines aremuted throughout the webinar Please send your questions through the question box
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- 7. What levers canI pull? Deals Value Win Rate Sales Cycle
- 8. 100% 80% 66% 60% 40% 20% 14% 12% 6% 0% # Opportunities Deal Size Win Rate Sales Cycle
- 11. Compelling Event Customer's Business Business Business Drivers Initiatives Problems Opportunities Consequences Payback • What is driving the customer to make a change? • What is the customer deadline for making a decision? • Is the status quo acceptable, or do they have to change? • What are the risks and benefits if they make a change? • What are the consequences if they do not change? • What will success look like and how will it be measured?
- 12. Evaluate your Deal Playbook Assessment Political Map WHAT Decision Criteria Insight Map Competitive Strategy PRIME Actions Coach Me 1 2 3 4 Is there an Can We Can We Is It Worth Skills Opportunity? Compete? Win? Winning? • Conversational Context • Handling Objections • Discovery Engagement Model • Relationship Strategies • HOW Call & Meeting Plan • Creating Value – High Yield Questions • Presenting a Strong Business Case – Competitive Traps Sales Process Where
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- 14. TAS GROUP RESOURCES DEALMAKER GENIUS DEALMAKER INDEX
Editor's Notes
- #2 The first nine slides in this deck are intended to support an overview CEP presentation. Additional detailed slides in appendix available as needed.
- #3 The first nine slides in this deck are intended to support an overview CEP presentation. Additional detailed slides in appendix available as needed.
- #4 The first nine slides in this deck are intended to support an overview CEP presentation. Additional detailed slides in appendix available as needed.
- #5 How do we know what success looks like?
- #6 Knowledge is Power- turned into Speed is Power
- #10 Poll QuestionDo you currently measure your sales cycle length? - We measure both sales cycle length and our people to it - Some idea of our sales cycle length, but its not exact - We do not measure our sales cycle length
- #11 So we need to move faster- But How- three questions we need to ask
- #12 It all drives from the CE- why will the customer Act
- #13 What _ evaluate the Deal 1-20 How – Discovery – Relationship and Insight Map Where – in sales cycle -
- #16 So we need to move faster- But How- three questions we need to ask