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Win More Deals and Grow Deal Sizes. Embedded Coaching MotivationalSocial and Collaborative Integrated With CRM Mobile & Cloud Smart Qualification Map.

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Presentation on theme: "Win More Deals and Grow Deal Sizes. Embedded Coaching MotivationalSocial and Collaborative Integrated With CRM Mobile & Cloud Smart Qualification Map."— Presentation transcript:

1 Win More Deals and Grow Deal Sizes

2 Embedded Coaching MotivationalSocial and Collaborative Integrated With CRM Mobile & Cloud Smart Qualification Map People and Influence Discover Insights Competitive Strategy Action Oriented 10 Elements of Great Opportunity Management

3 Sales Velocity Improves Sales Performance SALES VELOCITY V DEALSVALUEWIN RATE SALES CYCLE

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 RateSales-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

6 # Deals$ Value% Win RateSales-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

7 # Deals$ Value% Win RateSales-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

8 # Deals$ Value% Win RateSales-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

9 # Deals$ Value% Win RateSales-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

10 Source: Dealmaker Index

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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 Dealmaker 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 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%

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

17 Quicklinks: Smart sales tools at each step Expand each section for more detail Tips Select answer Enter text

18 Quicklink Usage Examples Video learning in context Product information Competitive features Quicklink Usage Examples Video learning in context Product information Competitive features

19 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 placeholder

20 Use your contacts in Salesforce

21 Add New Contact Directly from Map Save to Salesforce Contact record

22 Show Influence lines as well as reporting lines Identify Key Players

23 Learn how to sell to each buyer. Smart coaching on each contact.

24 Map Health Check: Overall coaching on the entire Political Map

25 Read what they are saying Store Twitter handle

26 Store LinkedIn address Learn about the buyer

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

32 Context sensitive smart deal coaching Quicklinks: Learn how to address each risk Intelligent sales coaching to identify risks in the deal

33 Integrated comprehensive eLearning platform for convenient self-paced learning Self-assess with built-in tests Manage test results Include different learning media

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35 : World-Class Performance 100% Built on Force.com® Hosted on salesforce.com® cloud Exceptionally reliable, scalable, secure Scales, tunes and backs up data automatically

36 Thank You Your Name Title Your Phone Your


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