Sales Webinar | Improving Your Win Rate
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Get the inside track on winning. Learn where to focus and what to do to improve the percentage of deals you win.
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Sales Webinar | Improving Your Win Rate
- 1. EMEA Sales Growth Webinar Sales Velocity Equation – Part 2 Improving your Win Rate Graham Dando – Senior Partner, The TAS Group
- 2. Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
- 3. Measuring your Performance © The TAS Group 2012
- 4. The Sales Velocity Equation Number of Value of Deals x Deals x Win Rate = Sales Velocity Sales Cycle Length © The TAS Group 2012
- 5. Modest Improvements Create Significant Impact 110% x 110% x 110% = 148% 90% Increase the Salesforce by Half (nearly) © The TAS Group 2012
- 6. The Sales Velocity Equation Increasing your Win Rate © The TAS Group 2012
- 7. © The TAS Group 2012
- 8. Challenges to Winning • Is it real ? • Are we talking to the right people ? • Do we understand their needs ? • Are we mapped to their buying process ? • Can we compete & win ? • No decision & AUF • Is it worth winning ? © The TAS Group 2012
- 9. Qualify, Manage & Win © The TAS Group 2012
- 10. Accessing Key Buyers Globally, reps who can access key buyers are 31% more likely to make quota. Source: Dealmaker Index October 2012 © The TAS Group 2012
- 11. Uncovering Customer’s Business Problems Globally, reps who can uncover the customer’s business problems are 35% more likely to make quota. Source: Dealmaker Index October 2012 © The TAS Group 2012
- 12. Differentiating Your Offering Globally, reps who find it easy to differentiate their offering are 43% more likely to make quota. Source: Dealmaker Index October 2012 © The TAS Group 2012
- 13. Executing Your Sales Process Globally, reps who understand and execute their sales process are 72% more likely to make quota. Source: Dealmaker Index October 2012 © The TAS Group 2012
- 14. Summary – What Can I Do Now ? • Qualify Objectively • Access to the Business Units • Discover what’s important to them & why • Demonstrate Value at every interaction © The TAS Group 2012
- 15. Sell Smarter. Manage Better. © The TAS Group 2012
- 16. Thank You Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
- 17. Register for our Next Webinars and Events • [London] 22nd / 23rd November – • [London] November 28th Pull the Right Sales Incentives Out of your Hat • http://www.thetasgroup.com/events • [Webinar] 5th December – Getting to Yes Faster – Accelerating your B2B Sales Cycle • Register http://www.thetasgroup.com/webinars © The TAS Group 2012
- 18. 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. @dealmaker365 @thetasgroup Follow us on Twitter. www.thetasgroup.com Learn more on our website. © The TAS Group 2012
- 19. Questions? © The TAS Group 2012
- 20. Where You Can Find Us • www.thetasgroup.com • UK 01189 880149 • International +353 1 678 8900 • marketing@thetasgroup.com • gdando@thetasgroup.com • @thetasgroup • @scoopminor © The TAS Group 2012
Notas do Editor
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- Second, accessing key buyers. We found globally that those reps who don’t have a problem accessing key buyers are 31% more likely to make quota.
- Our third key area is uncovering the customer’s business problems, and globally reps who can do this are 35% more likely to make quota.
- Key area number 4 is differentiating your offering. Globally, across our entire response base, reps who find it easy to differentiate their offering are 43% more likely to make quota.
- Number 9, executing on your sales process. Globally, we found that reps who understand and execute their sales process are 72% more likely to make quota.
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?