Sales Webinar | Accelerating Your Sales Cycle2. What needs to be Measured?
x x
Sales Deals Value Win Rate
=
Velocity
Sales Cycle
© 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
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
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
Editor's Notes 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 Sales Cycles are getting shorter Typical Sales Process / Buying Process Typical Sales Process / Buying Process Typical Sales Process / Buying Process 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 3 Elements that make add up to the effectivness of the sales peorson