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The TAS Group at InsideView #IS12
1. So, you have a $500k
Forecast
Donal Daly, CEO The TAS Group
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5. Social Media
The impact on a customer of a bad buying decision …
is greater than
Impact to businesses
the impact on a sales person of a lost sale
all sizes, all industries
22. Right Time
Right Message
Customer LTV Customer Network Value
23. The Buying Cycle The Selling Cycle
Solution Discovery (Search) Monitor and Network
Experience Check (Network) Reference Customers
Evaluate Alternatives
(Network) Influencers
Best Practices Study
(Network) Industry Group
Trial Use / Free Pilot (First
Vendor Contact) Free Trial
Negotiate & Buy Negotiate & Sell
So, your sales forecast says you will close $500k .. Let’s look to see it that is possible
Why did the customer decide not to buy from you?
How do we know what success looks like?
How do we know what success looks like?
Fear (and business turmoil) is risk management without analyticsSurprises are bad (particularly in sales forecasts)Intuition – while valuable – is inadequateAccurate data is ‘king’Predictive analytics is a powerful lever
Sales Cycles are getting shorter
Sales Cycles are getting shorter
Typical Sales Process / Buying Process
Typical Sales Process / Buying Process
Information is garnered from a network more than ever before – reference selling as we know it is broken
Information is garnered from a network more than ever before – reference selling as we know it is broken
Information is garnered from a network more than ever before – reference selling as we know it is broken
Typical Sales Process / Buying Process
To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go through
To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go throughThis helps with win rate – because you know what to do,And when you get control of the process, you don’t end up negotiating purely on price.
To take control of the sales process you need to have incorporated best practice steps to manage the deal through the funnelSystems can help by learning about the normal behavior to calculate the close date and closure probabilityAnd it has to be configurable to map to the multiple buying process your buyers go through
Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk
Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
Even if the number of deals remained the same … 325 deals x 28% win rate = 91 won deals91 x avg = $3888840$3888840/126 days = 30864 = SVEAverage x win rate / days = 42270 x 28 /126 = DVF – the value of deals/day for one deal – just add deals
Dealmaker will help you by selecting deals that will closeAnd highlight large deals to manage risk