Close Quickly - Strategies to Shorten The Sales Cycle · Close Quickly Strategies to Shorten the...

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Close Quickly Strategies to Shorten the Sales Cycle

Kevin Dawson Consulting Practice Manager CPQ Cloud April 2nd, 2015

Oracle Confidential – Internal/Restricted/Highly Restricted


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Program Agenda


Approach to Selling Introduction

Business Problem

Addressing the Problem

Variations

Summary


What is Approach to Selling? • Conceptual approach to CPQ

o Focus on the actual sales process and the differentiators

in your business

o Not about the industry

• CPQ is a value multiplier

• Sell Less, Win More Orders



Leaky Pipe Margin & revenue erosion

Inaccurate Proposals

Inconsistent Collaboration

Difficult to Sell across Channels

Not Enough Rep Selling Time

Configuration and Pricing Errors

Missed Cross-sell / Upsell

Stifled Differentiators

Long Quote / Order Cycles

No Discounting Controls / Compliance

Low Customer Satisfaction

Potential Margin

Realized Margin

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You might be Quick Close if…

• High Coverage Field Strategy

• Higher than Average Training Needs

• Rigid Order Fulfillment Process

• Mobile Sales Team


Program Agenda



Business Problem


Variations

Summary


What is the Business Problem?


Office processes take the sales representative away from the prospect

Complicated sales processes are difficult to maintain in a territory-centric approach to selling

Close means Ink


Program Agenda



Business Problem


Variations

Summary


Quick Close Addressing the Problem



Key Aspects of Solution

Provide a quoting path that allows for rapid configuration

• Create product bundles that meet the majority of customer needs

Reduce user interaction

• Sales Rep and Management

• Make it easy to do business with your company

Minimize the information needed to close a deal

• Gather additional information later

Defined Release Strategy

• Minimum to Deploy Speed to Value



• Sales Reps will

know exactly what

information is

needed to

generate a quote

quickly

• Prospects will find it

easier to do

business with your

company

• Deals will close



Program Agenda



Business Problem


Variations

Summary


Variations in Approach to Selling Job Site Selling


Certain deals can be closed on the spot, while others need engineering validation

Engineering Validation

No Validation

Close Order

Guided selling process that makes product recommendations; up to the Sales Rep/Customer to determine the

level of interaction needed


Job Site Selling



Program Agenda



Business Problem


Variations

Summary


Don’t be afraid to close an order! • The technology of CPQ

empowers this

Focus on the strategic differentiators in your business

Training time for new reps is important and enabled by CPQ


Close Quickly - Strategies to Shorten The Sales Cycle · Close Quickly Strategies to Shorten the...

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