Sales Webinar | Accelerating Your Sales Cycle

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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

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

“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

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Sales Webinar | Accelerating Your Sales Cycle

1. Accelerating your Sales Cycle Tim Foster, AVP Sales EMEA

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

15. Thank You

Notas do Editor

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

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