This document discusses how sales coaching software can help sales reps win more deals and increase deal sizes by providing tools to better qualify opportunities, understand customers and competitors, and create targeted action plans. It highlights features like opportunity assessment, political mapping, decision criteria analysis, insight mapping, competitive strategies, and prime actions that help reps focus on the right deals and moves deals through the sales cycle more quickly. The document also shares case studies where companies saw increases in deals, deal size, win rate, and shorter sales cycles after implementing a sales coaching platform.
B2B marketing is no longer a matter of delivering support tools and services to the sales organisation. The challenge for marketing is to take more of an independent role in B2B as a positioning driver. The loss of an extremely close, direct connection between sales and marketing also causes a loss in the alignment of sales and marketing investments for driving business. There isn’t necessarily sufficient marketing focus on generating revenue streams, as sales often ignores what will drive future revenue. B2B sales and marketing needs to re-align its objectives and priorities.
Marketing Services Excellence: Driving Costs Down and Effectiveness UpBest Practices
Marketing organizations today are under increasing pressure to deliver quality services to their internal clients while holding down costs. To remain competitive, Marketing leaders need to understand how their expenses, services scope, resources, organizational structure, and use of off-shore labor sources compare with those at other companies so they can identify and close performance gaps. This cross-industry benchmarking study provides metrics and critical insights for evaluating the effectiveness of the Marketing Services/Operations function, including Creative Services, Support Services and Market Research & Analytics Services.
B2B marketing is no longer a matter of delivering support tools and services to the sales organisation. The challenge for marketing is to take more of an independent role in B2B as a positioning driver. The loss of an extremely close, direct connection between sales and marketing also causes a loss in the alignment of sales and marketing investments for driving business. There isn’t necessarily sufficient marketing focus on generating revenue streams, as sales often ignores what will drive future revenue. B2B sales and marketing needs to re-align its objectives and priorities.
Marketing Services Excellence: Driving Costs Down and Effectiveness UpBest Practices
Marketing organizations today are under increasing pressure to deliver quality services to their internal clients while holding down costs. To remain competitive, Marketing leaders need to understand how their expenses, services scope, resources, organizational structure, and use of off-shore labor sources compare with those at other companies so they can identify and close performance gaps. This cross-industry benchmarking study provides metrics and critical insights for evaluating the effectiveness of the Marketing Services/Operations function, including Creative Services, Support Services and Market Research & Analytics Services.
What is Your Strategy to Manage Key Accounts and Why You Need One?Travis Davis
Managing Key Accounts in Salesforce can be a daunting task, but it doesn’t have to be. It can be easy, beneficial, collaborative and most of all useful.
In this webinar we will show you how to build a strategy to manage key accounts using Strategy Mapper and why you need one, all within Salesforce. Having a strategy to manage your key account in Salesforce ensures the entire team is working in unison, collaborating and in the event of flux in the account team, there is no loss of momentum, allowing competitors to gain a beachhead.
There are four topic we will cover to build a key account strategy in Salesforce to ensure success, long term relationships, stability and revenue growth.
1. Management of the Account
2. Management and Planning of Opportunities
3. Planning and Execution of Meetings
4. Stakeholder Management
Sales management must produce a sales strategy based on an understanding of their sales force strengths and weaknesses. A sales consulting firm can assess your go to market strategy utilizing benchmarks to determine where you should invest in sales performance improvement projects. A presentation by Sales Benchmark Index.
Key Account Management - Quarterly Research. In this research report, we review 3 case studies of key account management deployments and discuss various elements of success and failure. A presentation by Sales Benchmark Index.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
Companies have become savvy customers; they have often determined the solution and the supplier they need, and the price they are willing to pay, before the salesperson enters the scene. In this competitive environment, the premium on finding, training, motivating and retaining star performers has never been higher.
Because firms only measure past sales performance, they have limited insight into how a salesperson will do going forward and what types of training and incentives
will be most effective. Failing to forecast a salesperson’s future value can lead to costly misallocation of training and incentive dollars. Many firms overvalue their poor performers and undervalue their stars, which might lead to undervalued top salespeople to slip trough their fingers and into competitors’ arms. This article illustrates a novel method for measuring a salesperson’s future profitability to the firm. Future performance is linked to specific types of training and incentives and show how those investments can dramatically boost revenue.
Social networks are critical in sales. Companies and salespeople can improve
performance significantly by understanding the interplay among the different webs
of customers, leads and colleagues they develop.
The sales process can be represented as four distinct stages, which all require a
different set of abilities and network configuration. If salespeople and managers
understand how networks function, they can pinpoint the most effective network
configuration for each stage of a sale and take the actions necessary to create it and
outshine competitors. In each stage of the sales process, the salesperson’s efforts
come down to two essential and complementary types of network-management
actions: managing the information flow and coordinating the efforts of contacts. This
article offers a framework for systematically managing different social networks, by
matching the network to the task. The article also presents three levers managers
can use to encourage salespeople to integrate the network-based view and make the
best possible use of social networks.
Webinar - Build a Better Sales Force using SPM technologyFred Sass
Organizations that use Sales Performance Management technology hire better people, increase sales productivity, improve visibility and insight, increase organizational agility, meet compliance requirements, and reduce errors and cycle time.
Sales casualty analysis: why sales numbers do not happen and what to do to ge...Browne & Mohan
Despite significant investment in resource and infrastructure, many companies suffer from long sales cycles, lack of funnel, targets missed by miles and very low closure rate. Reasons for poor sales numbers are common across industries. In this white paper, Browne & Mohan consultants detail the inhibitors of sales growth and how to address the same.
What is Your Strategy to Manage Key Accounts and Why You Need One?Travis Davis
Managing Key Accounts in Salesforce can be a daunting task, but it doesn’t have to be. It can be easy, beneficial, collaborative and most of all useful.
In this webinar we will show you how to build a strategy to manage key accounts using Strategy Mapper and why you need one, all within Salesforce. Having a strategy to manage your key account in Salesforce ensures the entire team is working in unison, collaborating and in the event of flux in the account team, there is no loss of momentum, allowing competitors to gain a beachhead.
There are four topic we will cover to build a key account strategy in Salesforce to ensure success, long term relationships, stability and revenue growth.
1. Management of the Account
2. Management and Planning of Opportunities
3. Planning and Execution of Meetings
4. Stakeholder Management
Sales management must produce a sales strategy based on an understanding of their sales force strengths and weaknesses. A sales consulting firm can assess your go to market strategy utilizing benchmarks to determine where you should invest in sales performance improvement projects. A presentation by Sales Benchmark Index.
Key Account Management - Quarterly Research. In this research report, we review 3 case studies of key account management deployments and discuss various elements of success and failure. A presentation by Sales Benchmark Index.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
Companies have become savvy customers; they have often determined the solution and the supplier they need, and the price they are willing to pay, before the salesperson enters the scene. In this competitive environment, the premium on finding, training, motivating and retaining star performers has never been higher.
Because firms only measure past sales performance, they have limited insight into how a salesperson will do going forward and what types of training and incentives
will be most effective. Failing to forecast a salesperson’s future value can lead to costly misallocation of training and incentive dollars. Many firms overvalue their poor performers and undervalue their stars, which might lead to undervalued top salespeople to slip trough their fingers and into competitors’ arms. This article illustrates a novel method for measuring a salesperson’s future profitability to the firm. Future performance is linked to specific types of training and incentives and show how those investments can dramatically boost revenue.
Social networks are critical in sales. Companies and salespeople can improve
performance significantly by understanding the interplay among the different webs
of customers, leads and colleagues they develop.
The sales process can be represented as four distinct stages, which all require a
different set of abilities and network configuration. If salespeople and managers
understand how networks function, they can pinpoint the most effective network
configuration for each stage of a sale and take the actions necessary to create it and
outshine competitors. In each stage of the sales process, the salesperson’s efforts
come down to two essential and complementary types of network-management
actions: managing the information flow and coordinating the efforts of contacts. This
article offers a framework for systematically managing different social networks, by
matching the network to the task. The article also presents three levers managers
can use to encourage salespeople to integrate the network-based view and make the
best possible use of social networks.
Webinar - Build a Better Sales Force using SPM technologyFred Sass
Organizations that use Sales Performance Management technology hire better people, increase sales productivity, improve visibility and insight, increase organizational agility, meet compliance requirements, and reduce errors and cycle time.
Sales casualty analysis: why sales numbers do not happen and what to do to ge...Browne & Mohan
Despite significant investment in resource and infrastructure, many companies suffer from long sales cycles, lack of funnel, targets missed by miles and very low closure rate. Reasons for poor sales numbers are common across industries. In this white paper, Browne & Mohan consultants detail the inhibitors of sales growth and how to address the same.
Marketing, gestión comercial y ventas, gestión económica-financiera, gestión empresarial, nuevas tecnologías, comunicación, atención al cliente, ésto y mucho más puedes encontrar en la formación preparada por la Escuela de Comercio para profesionales del sector, emprendedores y desempleados.
Convocatoria de las ayudas para la cooperación cultural con IberoaméricaCext
La cooperación cultural con Iberoamérica es prioritaria para el Ministerio de Cultura (en adelante MCU) y se instrumenta de forma eficaz mediante la formación especializada de jóvenes profesionales iberoamericanos, cuya participación en la oferta de los programas del MCU en las diferentes materias de ámbito cultural, organizados por sus distintos organismos y unidades sectoriales, facilita la convocatoria anual de ayudas de la Dirección General de Política e Industrias Culturales.
Conoce cuales son las licencias que maneja Google Apps for Business. Es un documento tipo presentación que explica el costo y el uso de cada uno de los planes de pago de Google Apps en LatinoAmerica.
Beyond Social – Tailor SharePoint 2013 Social features according to your need...Adis Jugo
Session a European SharePoint conference in Copenhagen, February 5th 2013
SharePoint 2013 has brought some huge improvements in social computing. Real-time collaboration, news feeds, following people and artefacts, groups and communities – it all helps businesses to push knowledge dispersion, collaboration and the feeling of togetherness to a new level. But it doesn’t have to stop there – this session will show how to further customize and improve the aspects of social computing within SharePoint 2013. Compliance is a key issue: this session will show how to tailor SharePoint social features to fit the specific business needs, how to tweak it to be your vehicle in corporate social computing, compliant with your internal procedures and regulatory requirements.
In this demo-packed session, we will explore SharePoint 2013 Social API, client and server, and we will see how to get most of the news feeds and social data. We will integrate public social networks with SharePoint social features, create that way a powerful social and knowledge computing platform for businesses. SharePoint is not just a product packet with social features – it can be a platform for social computing within your company. This session will show how.
Venture Development - My Value PropositionWalter Adamson
The first secret of effectiveness is to understand the people with whom one works and on whom one depends and to make use of their strengths, their ways of working, their values.
I help emerging technology companies fully recognize their own value and help them substantially create more value and most importantly capture more value for their shareholders.
Strategies for Managing Sales Teams: How to find, select and compensate these...MaRS Discovery District
Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company's ability to turn a profit.
Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and
Margo Crawford, President & CEO, Business Sherpa
The marketing and sales process - Jan 10 2016 versionBrian Groth
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
Transform Your ABM Metrics from Wobbly into World-ClassDemandbase
Your ABM metrics define your performance to date and drive your strategy going forward. So why the heck are they so tricky to nail down? In this session, we’ll provide a roadmap to your metrics nirvana by diving into real-world reports and analytics, and show you how to operationalize the next generation of ABM KPIs.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Leeds Digital Festival: How to justify your marketing spend to your bossXpand Marketing
Research shows that many marketing managers and executives are frustrated with the constant budget restraints and pushback that they face when trying to plan their company's marketing.
Is this you? If so, we’re here to tell you that it doesn't have to be this way.
In this webinar, Danni and Fran will discuss the common concerns and priorities of bosses or upper management when it comes to marketing spend.
We'll also share some proven strategies for aligning marketing objectives with the overall business strategy, proving the ROI of your marketing efforts, and building strong relationships with your boss and stakeholders.
By the end of this webinar, you'll have the tools and knowledge you need to justify your marketing budget and get the resources you need to succeed.
Anaplan SPM webinar series, part 4: Motivating the right behavior with incent...Anaplan
Our five-part sales performance management series continues with a webinar on sales compensation.
Every sales manager needs to strike the right balance between recognizing top performers and driving strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program.
This webinar will discuss some key tactics for setting the right plans to make a greater impact on the bottom line.
Marketing to Account Based Marketing Better, Effective and Rewardingrun_frictionless
Account-based marketing is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers.
https://runfrictionless.com/b2b-white-paper-service/
A Detailed Buyer / Customer Journey - 6-June-2018 versionBrian Groth
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
You'll learn what you can and should do now to ensure success in 2009. You'll see how to avoid overpayment and how to manage your incentive costs so that they stay in line with sales results in these tough times.
Parth\'s in it\'s endeavour to manage sales effectively with real time communication tools ,developed the crm,which will guide companies towards excellence in customer relationship.
Strategy Transformation: Reconnecting with the Entrepreneur in youPaul Mulder
Today, innovation, disruption and optimisation need to be embedded in the very fabric of every business. The notion of these three concepts must be enshrined in the DNA of the business from the Vision, right down to final step in the post purchase experience of the customer. The task my sound daunting to the business trying to reinvent themselves or to the entrepreneur trying to get a new concept off the ground…..but it need not be.
Outline of the Survey Methodology used by SPUTNIK-3 when measuring Organisational or Team Culture prior to and post a Cultural Reinforcement intervention.
TAS Smart Playbook helps you increase sales velocity for your sales team by applying repeatable winning sales playbooks based on intelligent industry templates and smart sales tools. And for sales managers it helps to increase visibility into team performance and manage sales forecast and pipeline risk.
TAS Smart Account Manager helps you maximize revenue from key accounts by applying automation and intelligence so it is easy to adopt account planning and management as part of your company's processes. Use the Opportunity Map to gain a picture of current status and 'white space' areas to explore for potential business. Align your opportunities with the customer's goals using the Value Map. The Strategy Map provides insight to the customer's business goals and Political Map plots the power structure. Using TAS Software's analysis and advice, the account team can work together to execute the account strategy to maximize the revenue from each account.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Kubernetes & AI - Beauty and the Beast !?! @KCD Istanbul 2024Tobias Schneck
As AI technology is pushing into IT I was wondering myself, as an “infrastructure container kubernetes guy”, how get this fancy AI technology get managed from an infrastructure operational view? Is it possible to apply our lovely cloud native principals as well? What benefit’s both technologies could bring to each other?
Let me take this questions and provide you a short journey through existing deployment models and use cases for AI software. On practical examples, we discuss what cloud/on-premise strategy we may need for applying it to our own infrastructure to get it to work from an enterprise perspective. I want to give an overview about infrastructure requirements and technologies, what could be beneficial or limiting your AI use cases in an enterprise environment. An interactive Demo will give you some insides, what approaches I got already working for real.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
Generating a custom Ruby SDK for your web service or Rails API using Smithyg2nightmarescribd
Have you ever wanted a Ruby client API to communicate with your web service? Smithy is a protocol-agnostic language for defining services and SDKs. Smithy Ruby is an implementation of Smithy that generates a Ruby SDK using a Smithy model. In this talk, we will explore Smithy and Smithy Ruby to learn how to generate custom feature-rich SDKs that can communicate with any web service, such as a Rails JSON API.
4. Win more deals and grow deal sizes.
Uncover compelling events, navigate the political
power structure and focus on qualified deals with
intelligent deal coaching.
5. # Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20
Assessment
Disqualify deals
early. More time to
work only on
qualified deals
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
Political Map
You can only win if you
know the Key Players, their
profiles, and how they view
you
If you have relationship with
people who can make things
happen – deals move more
quickly
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
You can only win if you
understand what is
important to Key Players
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Customer acts quickly if they
fully understand their
problem and see a vision of
solution
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
Maps your approach to
UBV – compete on your
terms – increase win rate
PRIME
Actions
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
TAS Software Increases Your Sales Velocity
6. # Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20
Assessment
Disqualify deals
early. More time to
work only on
qualified deals
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
Political Map
You can only win if you
know the Key Players, their
profile, and how they view
you
If you have relationship with
people who can make things
happen – deals move more
quickly
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
You can only win if you
understand what is
important to Key Players
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Customer acts quickly if they
fully understand their
problem and see a vision of
solution.
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
Maps your approach to
UBV – compete on your
terms – increase win rate
PRIME
Actions
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
TAS Software Increases Your Sales Velocity
7. # Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20
Assessment
Disqualify deals
early. More time to
work only on
qualified deals.
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
Political Map
You can only win if you
know the Key Players, their
profile, and how they view
you
If you have relationship with
people who can make things
happen – deals move more
quickly
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
You can only win if you
understand what is
important to Key Players
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Customer acts quickly if they
fully understand their
problem and see a vision of
solution.
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
Maps your approach to
UBV – compete on your
terms – increase win rate
PRIME
Actions
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
TAS Software Increases Your Sales Velocity
8. # Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20
Assessment
Disqualify deals
early. More time to
work only on
qualified deals.
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
Political Map
You can only win if you
know the Key Players, their
profiles, and how they view
you
If you have relationship with
people who can make things
happen – deals move more
quickly
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
You can only win if you
understand what is
important to Key Players
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Customer acts quickly if they
fully understand their
problem and see a vision of
solution.
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
Maps your approach to
UBV – compete on your
terms – increase win rate
PRIME
Actions
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
TAS Software Increases Your Sales Velocity
9. # Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20
Assessment
Disqualify deals
early. More time to
work only on
qualified deals.
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
Political Map
You can only win if you
know the Key Players, their
profile, and how they view
you
If you have relationship with
people who can make things
happen – deals move more
quickly
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
You can only win if you
understand what is
important to Key Players
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Customer acts quickly if they
fully understand their
problem and see a vision of
solution
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
Maps your approach to
UBV – compete on your
terms – increase win rate
PRIME
Actions
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
TAS Software Increases Your Sales Velocity
10.
11.
12. of reps can
access key
players
54%
Only
of reps do not
develop a
competitive
strategy
30%
of sales reps
are good at
uncovering
customers
problems
61%
Are Sales
People Doing
the Right
Things?
of reps are
good at
opportunity
qualification
59%
Only
13. 88%
+27%
56%
Amount that sales
productivity is
improved by
sales coaching
- Sales Executive Council
Increase ROI on
sales investment
from sales coaching
- Gallup
Customer loyalty
improvement where
sales coaching
is involved
- Gallup
Benefits of Sales Coaching
14. Rob Dudley, Director of Global Sales Operations
The percent of wins when they used TAS
was twice what it was for the other deals.
Unisys Doubled Their Win Rate
TAS 1-20 assessment
identifies qualified
opportunities
TAS Software provides
better insights for sales
coaching
Asking the right questions
helps reps better
understand their buyers
15. Imrana Ghani, Sales Operations Manager
90% of sales managers do deal reviews in TAS.
Sales Velocity Increased 400%
47% more deals
25% greater average
deal size
58% increase in win rate
27% shorter sales cycles
Adoption of Salesforce
jumped from 37% to 90%
16. 4 Key Questions to
qualify the opportunity
100% Native on the
Salesforce Platform.
Reliable and Secure.
Visual representation
of your status …
…
… and your
competitors
Chatter enabled
for collaboration
Expand each section
for more detail
19. Detailed attributes
describe each person
Color shows
friend or enemy,
weak or strong
Quickly build a visual
map of buyer’s
organization
Read / write
reporting lines
from
Salesforce
Drag & Drop
to change
reporting lines
Insert
placeholder
27. Learn how each
buyer makes
their decision
Aggregated ranked
Decision Criteria
Competitive
position
Rank criteria
for each buyer
28. Map the buyer’s
Business Drivers,
Challenges, and
Evidence of problems
Attach business
problems to
individuals
Show your
understanding of
the conversations
with the customer
29. Attach specific
attributes of your
solution to solve discrete
business problems
Confirm the
Evidence of the
business problem
with the buyer
Visualize solutions
with the buyer
30. Use the Competitive
Strategy wizard to
select the right
competitive strategy
Record competitive strategy
and strengths and weaknesses
of each competitor to inform
your approach
31. Use PRIME Actions
to make your
opportunity plan
actionable
Manage task
completion
Identify the right
actions to take
Record Salesforce
tasks for the right
individuals
35. 100% Built on
Force.com®
Hosted on
salesforce.com® cloud
Exceptionally reliable,
scalable, secure
Scales, tunes and
backs up data
automatically
TAS Software : World Class Performance
In a world where there are so many factors influencing so many elements of our day-to-day existence as sellers, we have boiled it down to 10 elements that make Great Opportunity Management:We know that Smart Qualification of the deals we are choosing to allocate our most precious resources on is critical – lets enable our organizations to win 4 of 7 deals vs 3 of 10 deals – Smart Qualification is critical.We know that truly understanding the landscape of the people and the influence in a buying and selling scenario is paramount to your successWe know that discovering the business drivers, the challenges, and the evidence of what can and should influence the customer’s buying decision and then collaborating with your customer on this can truly differentiate your Unique Business ValueSelecting and pursuing the proper competitive strategy is a key element to the success or failure of your selling scenarioAll of this needs to be tied to actions so you and your team stay accountable to each other and your customer - building that element of trustAs we saw just a few slides ago, there are huge benefits to sales coaching. Why not have it embedded into the DNA of your sales methodology - so it happens every day – whether you remember to do it or not?Motivation – what motivates sales people? Studies show that ahead of compensation, knowing that you have made meaningful progress toward winning everyday is the key motivator to most sales people.Social and collaborative – As companies rely on social collaboration tools like Chatter, sales people are leading the way to improve collaboration within their sales teams. Great Opty Mgmnt that leverages a social and collaborative approach helps by letting everyone ‘follow’ the opportunity, contribute to the conversation, and collaborate on the deal...this is the today and the future of selling.We are very proud of our relationship with Salesforce.com. Integrating your opportunity management with your CRM should be a “no brainer.” But, not all integrations are created equally. If you are on Salesforce, then your opportunity management will benefit hugely if it is ‘native’ on the Salesforce Platform. Unlike other solutions that are linked to Salesforce, or just lightly integrated, this means that your data resides in the Salesforce Sales Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured is inherently accessible to Salesforce reports, dashboards, and other applications. It is where you work everyday. . You do not have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Complete integration with your CRM delivers the optimum experience for the sales person, and provides sales managers with greater flexibility on how they view the data in the context of the rest of the business. It is important.Time is precious, and the sales person’s time is incredibly precious, both to them and to the sales organization looking to maximize the performance of their key quota-bearers. Since so much of a sales person’s time is spent moving between A and B and back again, they should be equipped with the mobility to connect to their opportunity management allowing them to be responsive, productive, collaborative and consistent at any time, wherever they are. In other applications, mobile and cloud capabilities are being leveraged to facilitate access anywhere, anytime. It must be the same here as well.
You can improve your sales team’s performance by improving 4 levers that impact sales velocity.# Deals – how many deals are you working on and more importantly – are they the right deals?$ Value – has the value of those deals been maximized to best meet the needs of your customers?% Close – Are you winning the right amount of deals?Length of Sales Cycle – how long is it taking your team to win these dealsThese become your core KPIs.The are the factors that impact revenue – your sales velocity (what are your dollars per day)And the magic is when your sales KPIs come to life and you start impacting the sales velocity formula.
I’d like you to introduce you to Dealmaker Smart Opportunity Manager
So how does it all start fitting together? How do the Sales Velocity Equation and the elements of a Great Opportunity Management Solution intersect?Here are a few examples:
AsI mentioned earlier, wouldn’t it be great to get our sales teams to begin winning 4 of 7 deals verses 3 of 10 deals or even better?It all starts with Qualification. In Target Account Selling methodology or TAS, we start with four key questions:Is there an Opportunity? – does the customer have a Compelling Event – a reason they truly have to act?Can we compete? – Do we truly understand what the Key Players in the opportunity need to accomplish and do they feel we have Unique Business Value that is better than the alternative?Can we win? – Do we have Executive Credibility? Do we have Political Alignment? Do we have Inside Support?And critically – Is it WORTH winning? Is the short term revenue - the potential future revenue great enough to allocate resources? Is there strategic value to this particular customer? Is the degree of risk and profitability a good choice for your organization? These can be hard questions for a sales person to ask when they are responsible for bringing in their quota – on time.
Are your sales people picking the right competitive strategy? Are they aware of the different types of competitive strategies there are? Do they know that two specific strategies can allow you to create more incremental value for your customer by altering or enhancing the buying criteria? This approach can affect the value of your opportunity and increase the value your customer derives from their buying decision.
Alignment and understanding of the customer’s organization are table stakes. Based on the analysis of 1000s of sales reps in an annual report we sponsor – the Dealmaker Index, we know that only some sales professionals know how to access key players better than others. In the 2013 version of the Dealmaker Index survey we learned that those sales reps can gain access to Key Players achieve 30% more Revenue than those that do not access Key Players. I’ll be asking you all what you think the % of reps is that can access key player is in a moment.Getting a picture of the buyer’s organization and how key players influence each other is really important. We will take a look at this in more detail in a moment.
I mentioned earlier that knowing the customer’s Business Drivers, Challenges and issues created by those challenges is key to unlocking what the Compelling event is for your customer. Using the Insight Map to collaborate and confirm this information with your customer is key to moving the deal along.
We surveyed thousands of sales people and they shared what’s working and what’s not working for them. Sales people are struggling: -getting access to power-qualifying deals-uncovering compelling events-developing a competitive strategy.
There is still a problem with efficiency and effectiveness. How can we help sales people be more productive?According to the Sales Executive Council, when coaching is added, sales productivity is improved by 88%. As a result of coaching, Return on Investment in sales goes up 27%, according to Gallup. And, where sales coaching is involved, customer loyalty improves by 56%.Why do managers resist coaching? Managers don’t see the valueNot enough time to coachManagers don’t know how to coachSales reps don’t ask for coachingOtherWe are going to come back to this in a little bit.
The TAS 1-to-20 assessment in Dealmaker helps Unisys identify the truly qualified opportunities so they spend their time on the right deals.Dealmaker helps them analyzethe buyer's decision criteria and political structure, providing deeper insights for the sales team.Unisys measured the number of deals they won when using Dealmaker and found that twice as many deals were won when using Dealmaker, compared to not using it.
Using Dealmaker Smart Opportunity Manager, ITS increased their Sales Velocity 400%. But let’s look at what the practical impact were that led to such a big improvement.BenefitsITS, saw a huge improvement in so many sales variables:Numbers of Deals: Up 47% Average Deal Size: Up 26% Win Rate: Up 58% Sales Cycle Length: Down 27% ITS now has close to 90% user adoption, and 90% of managers are reviewing their deals through Dealmaker. ChallengesITS set aggressive growth targets and then developed strategic plans to meet its goals. One central objective was to improve its sales achievement, and the company decided to do this by investing in existing human capital rather than extending the sales teams. In addition, they embarked on a new action plan that included the adoption of a formal sales process and implementing Salesforce as their CRM. One year later, however, ITS executives found a series of problems. First, adoption of Salesforce had declined to unacceptable levels and it was increasingly difficult to convey to sales people the value of using the system. At the same time, there was a lack of understanding about the sales process, and consequently, it was not being followed consistently. Also, communication across teams was poor, especially in teams that were geographically dispersed. When they dug deeper, the executives found that these were symptoms of some underlying failures. The company had not carried out enough training on the sales process, so it was not well understood or adopted within the sales organization. In addition, they operated a range of unconnected systems and this made sharing of information troublesome. For example, while ITS had been very thorough in providing process guides and other tools, these were in paper and spreadsheet formats. Implementation of Dealmaker made all the difference, in both sales effectiveness and Salesforce adoption, for the reasons we’ve discussed already.
Dealmaker is fully native on Salesforce.com. Unlike other solutions that are integrated, this means that your data resides in the Salesforce Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured within Dealmaker is inherently accessible to Salesforce reports, dashboards, and other applications. You do not have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Because we leverage the power of the Salesforce infrastructure by being fully native, we can focus our resources on delivering great sales effectiveness application capability to you. We believe we are the only native application on Salesforce that delivers an intelligent application sales process, opportunity management and account planning solution.