Win More Deals and Grow Deal Sizes. Embedded Coaching MotivationalSocial and Collaborative...
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Transcript of Win More Deals and Grow Deal Sizes. Embedded Coaching MotivationalSocial and Collaborative...
Win More Deals and Grow Deal Sizes
EmbeddedCoaching
Motivational Social and Collaborative
Integrated With CRM
Mobile &Cloud
SmartQualification
Map People and Influence
Discover Insights
Competitive Strategy
Action Oriented
10 Elements ofGreat Opportunity Management
Sales Velocity Improves Sales Performance
SALESVELOCITY
V DEALS VALUE WIN RATE
SALES CYCLE
Win more deals and grow deal sizes. Uncover compelling events, navigate the political power structure and focus on qualified deals with intelligent deal coaching.
# 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
Dealmaker Increases Your Sales Velocity
# 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
Dealmaker Increases Your Sales Velocity
# 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
Dealmaker Increases Your Sales Velocity
# 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
Dealmaker Increases Your Sales Velocity
# 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
Dealmaker Increases Your Sales Velocity
Source: Dealmaker Index
Source: Dealmaker Index
of reps can access key players
54%Only
of reps do not develop a
competitive strategy
30%
of sales repsare good at
uncoveringcustomersproblems
61%
Are SalesPeople Doing
the Right Things?
of reps aregood at opportunityqualification
59%Only
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
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
Dealmaker provides better insights for sales coaching
Asking the right questions helps reps better understand their buyers
Imrana Ghani, Sales Operations Manager
90% of sales managers do deal reviews in Dealmaker.
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%
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
Quicklinks: Smart sales tools at each
step
Expand each section for more
detail
Tips
Select answe
rEnter text
Quicklink Usage Examples
• Video learning in context• Product information• Competitive features
Detailed attributes describes 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 placeholde
r
Use your contacts in Salesforce
Add New Contact Directly from Map
Save to Salesforce
Contact record
Show Influence lines as well as reporting lines
Identify Key
Players
Learn how to sell to each buyer.
Smart coaching on each contact.
Map Health Check: Overall coaching on the entire Political
Map
Read what they are saying
Store Twitter handl
e
Store LinkedIn address
Learn about the
buyer
Learn how each buyer makes their
decision
Aggregated ranked Decision
Criteria
Competitive
position
Rank criteria for each buyer
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
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
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
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
Context sensitive smart deal coaching
Quicklinks: Learn how to
address each risk
Intelligent sales coaching to
identify risks in the deal
Integrated comprehensive eLearning platform for convenient self-paced
learning
Self-assess with built-in tests
Manage test results
Include different
learning media
Include different
learning media
: World-Class Performance
100% Built on Force.com®
Hosted on salesforce.com® cloud
Exceptionally reliable, scalable, secure
Scales, tunes and backs up data automatically
Thank You
Your NameTitle
Your PhoneYour Email
www.thetasgroup.com