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Accelerating your Sales Cycle
Tim Foster, AVP Sales EMEA
What needs to be Measured?



                    x                        x
 Sales      Deals                    Value       Win Rate
        =
 Velocity

                               Sales Cycle




                    © The TAS Group 2012
Sales Velocity
© The TAS Group 2012
What’s happening to sales cycles?

     2008


     2009                                  -19%




     2010                                 -22%




     2011                                -25%



                  © The TAS Group 2012
70% DONE

Zzzz
…


                        70%
                        DONE




       70% of buying process completed before
       sales contact
        Buyers are technologically savvy & socially connected


                    © The TAS Group 2012
The Buying Cycle                                The Selling Cycle

    Identify Needs                                    Qualify


  Visualize Solutions                               Requirements


 Evaluate Alternatives                                Evidence


   Negotiate Terms                                   Acquisition


      Purchase                                         Order


     Re-evaluate                                      Manage


                         © The TAS Group 2012
The Buying Cycle                                       The Selling Cycle

Solution Discovery
                                                                 ?
(Search)

Experience Check
                                                                 ?
(Network)

Evaluate Alternatives
                                                                 ?
(Network)

Best Practices Study
                                                                 ?
(Network)

Trial Use / Free Pilot (First
                                                             Free Trial
Vendor Contact)

Negotiate & Buy                                           Negotiate & Sell


                                © The TAS Group 2012
The Buying Cycle                                       The Selling Cycle

Solution Discovery
                                                         Monitor and Network
(Search)

Experience Check
                                                        Reference Customers
(Network)

Evaluate Alternatives
                                                             Influencers
(Network)

Best Practices Study
                                                           Industry Group
(Network)

Trial Use / Free Pilot (First
                                                              Free Trial
Vendor Contact)

Negotiate & Buy                                            Negotiate & Sell


                                © The TAS Group 2012
Winning and losing sales cycles




                   © The TAS Group 2012
Winning and losing sales cycles




                   © The TAS Group 2012
“How do I convert quicker?”


    Sales Methodology                                             Sales Process
How am I doing in this Account / Opportunity                Where am I in this Opportunity and what
     compared to the competition?                               must I do next to progress it?




                                  Sales Skills
              How do I execute the Sales Methodology and Sales Process to
                        improve performance and sustain results?




                                     © The TAS Group 2012
TAS Sales Methodology + Technology = Like



      Assessment          Political          Decision       Collaboration        Competitive        PRIME     Coach Me
                           Map               Criteria           Map               Strategy          Actions


TAS Methodology
           1                            2                                  3                       4                     5
     Is there an                    Can We                           Can We                    Is It Worth     Test and Approve
    Opportunity?                   Compete?                           Win?                      Winning?            the Plan

    Early Qualification       Competitive Positioning                Alignment             Risk Assessment
  and Compelling Event             and UBV




                                                        © The TAS Group 2012
Sell Smarter. Manage Better.




                   © The TAS Group 2012
Free Resources
   www.dealmakerindex.com
   Score your sales effectiveness. Get advice. See how you compare.

   www.dealmakergenius.com
   Create a customized sales process.

   www.dealmaker365.com
   Read our blog featuring insights on sales effectiveness.

   @tgfoster
   @thetasgroup
   Follow us on Twitter.

   www.thetasgroup.com
   Learn more on our website.

                             © The TAS Group 2012
Thank You
© The TAS Group 2012
© The TAS Group 2012
© The TAS Group 2012

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Sales Webinar | Accelerating Your Sales Cycle

  • 1. Accelerating your Sales Cycle Tim Foster, AVP Sales EMEA
  • 2. What needs to be Measured? x x Sales Deals Value Win Rate = Velocity Sales Cycle © The TAS Group 2012
  • 3. Sales Velocity © The TAS Group 2012
  • 4. What’s happening to sales cycles? 2008 2009 -19% 2010 -22% 2011 -25% © The TAS Group 2012
  • 5. 70% DONE Zzzz … 70% DONE 70% of buying process completed before sales contact Buyers are technologically savvy & socially connected © The TAS Group 2012
  • 6. The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage © The TAS Group 2012
  • 7. The Buying Cycle The Selling Cycle Solution Discovery ? (Search) Experience Check ? (Network) Evaluate Alternatives ? (Network) Best Practices Study ? (Network) Trial Use / Free Pilot (First Free Trial Vendor Contact) Negotiate & Buy Negotiate & Sell © The TAS Group 2012
  • 8. The Buying Cycle The Selling Cycle Solution Discovery Monitor and Network (Search) Experience Check Reference Customers (Network) Evaluate Alternatives Influencers (Network) Best Practices Study Industry Group (Network) Trial Use / Free Pilot (First Free Trial Vendor Contact) Negotiate & Buy Negotiate & Sell © The TAS Group 2012
  • 9. Winning and losing sales cycles © The TAS Group 2012
  • 10. Winning and losing sales cycles © The TAS Group 2012
  • 11. “How do I convert quicker?” Sales Methodology Sales Process How am I doing in this Account / Opportunity Where am I in this Opportunity and what compared to the competition? must I do next to progress it? Sales Skills How do I execute the Sales Methodology and Sales Process to improve performance and sustain results? © The TAS Group 2012
  • 12. TAS Sales Methodology + Technology = Like Assessment Political Decision Collaboration Competitive PRIME Coach Me Map Criteria Map Strategy Actions TAS Methodology 1 2 3 4 5 Is there an Can We Can We Is It Worth Test and Approve Opportunity? Compete? Win? Winning? the Plan Early Qualification Competitive Positioning Alignment Risk Assessment and Compelling Event and UBV © The TAS Group 2012
  • 13. Sell Smarter. Manage Better. © The TAS Group 2012
  • 14. Free Resources www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. www.dealmakergenius.com Create a customized sales process. www.dealmaker365.com Read our blog featuring insights on sales effectiveness. @tgfoster @thetasgroup Follow us on Twitter. www.thetasgroup.com Learn more on our website. © The TAS Group 2012
  • 16. © The TAS Group 2012
  • 17. © The TAS Group 2012
  • 18. © The TAS Group 2012

Hinweis der Redaktion

  1. There is always another Deal another Large Prospect for the Next Quarter, but accuate forecast are based on speed of Pushing Deals though the pipeline and enagaging well with customer so they realise the value of acting and break the Staus Quo
  2. Sales Cycles are getting shorter
  3. Typical Sales Process / Buying Process
  4. Typical Sales Process / Buying Process
  5. Typical Sales Process / Buying Process
  6. Big Difference – up to 50% more time on a Deal that you don’t win or ends up in No Decision- waste time and cost reosuces and Opp cost and impact the forecast
  7. 3 Elements that make add up to the effectivness of the sales peorson