Webinar | Access Key Players - Improve Your Win Rate
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This document discusses how salespeople can improve their win rate by accessing key players. It notes that only 54% of sales reps currently can access key players, and those who do achieve 30% more revenue. It encourages salespeople to understand the political landscape of their clients' organizations in order to identify decision makers and influencers. Several tools and strategies are presented for mapping out buying roles, relationships, lines of influence, and vulnerabilities in order to improve access to the right people. The impact on customers of bad buying decisions is said to be greater than the impact on salespeople of lost sales.
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Webinar | Access Key Players - Improve Your Win Rate
- 1. Access Key Players – Improve Your Win Rate
- 2. © The TAS Group 2014 Áine Denn EVP EMEA Maureen Blandford EVP Marketing Use new photo
- 3. © The TAS Group 2014 And They Achieve 30% More Revenue* *Source: Dealmaker Index Sales Benchmark Study 2013 30% 54% Only 54% of Reps Can Access Key Players*
- 4. © The TAS Group 2014 Political Mapping– Can we Win? Is there an opportunity? Can we compete? Can we win? Is it worth winning?
- 5. © The TAS Group 2014 of reps can access key players. 54% Only You are 4xSpeak in their terms. Access is critical early and late. Need to maintain access and build preference. Key Players Buyers that control outcomes decide what will happen and make things happen.Are Sales People Doing the Right Things? Executive Credibility Inside Support more likely to gain access to key players when referred from the inside.
- 6. © The TAS Group 2014 Poll When sales people can’t do the right things … What are you seeing? A) Single threaded in opportunities B) Not accessing the decision makers C) Can’t validate the political structure D) Competition seems better connected than you E) Low executive credibility
- 7. © The TAS Group 2014
- 8. © The TAS Group 2014 Map the Buyer’s Organization
- 9. © The TAS Group 2014 Buying Role
- 10. © The TAS Group 2014 Adaptability to Change Adaptability to Change Innovator Visionary Pragma-st Conserva-ve Laggard Chris Jameson SVP, Opera-ons P = Coverage – None – Brief – Mul-ple – In-‐Depth Evalua9on Role Approver Decision Maker Evaluator User A Status x ̶ = + * Enemy Non-‐Supporter Neutral Supporter Mentor
- 11. © The TAS Group 2014 Friend or Enemy?
- 12. © The TAS Group 2014 Political Status
- 13. © The TAS Group 2014 Show Lines of Influence
- 14. © The TAS Group 2014 Relationship Strategies
- 15. © The TAS Group 2014 Salesforce: Stop Blind Selling
- 16. © The TAS Group 2014 Leverage LinkedIn Information
- 17. © The TAS Group 2014 Leverage Twitter Feed
- 18. © The TAS Group 2014
- 19. © The TAS Group 2014 Uncover Vulnerabilities in the Map
- 20. © The TAS Group 2014 8 Elements of a Great Political Map Mobile & Cloud Inside CRM Smart Motivational Social and Collaborative Action Oriented Discover Insights Visual
- 21. © The TAS Group 2014 The impact on a customer of a bad buying decision … is greater than the impact on a sales person of a lost sale
- 22. © The TAS Group 2014 Thank You FRONT Will Wiegler Chief Marketing Officer Chicago, Illinois wwiegler@thetasgroup.com Phone: 224.430.3433 Skype: willwiegler www.thetasgroup.com Áine Denn EVP EMEA +44 (0) 78 23777929 adenn@thetasgroup.com www.thetasgroup.com