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So, you have a $500k Forecast
Donal Daly, CEO The TAS Group
Social Media
Impact to businessesall sizes, all industries
The impact on a customer of a bad buying decision …
is greater than the impact on a sales person of a lost sale
Sales Velocity
Sales Velocity
Sales Performance Management without Metrics
What levers can I pull?
#Deals x $Value x %Close
Length of Sales Cycle
Sales Velocit
y=
What color is my funnel?
What color is my funnel?
Measuring required pipeline values
What is my pipeline really worth?
What levers can I pull?
#Deals x $Value x %Close
Length of Sales Cycle
Sales Velocit
y=
How long is my sales cycle?
What’s happening to sales cycles?
2008
What’s happening to sales cycles?
2008
2009 -19%
2010 -22%
2011 -25%
The Buying Cycle
Identify Needs
Visualize Solutions
Evaluate Alternatives
Negotiate Terms
Purchase
Re-evaluate
Qualify
Requirements
Evidence
Acquisition
Order
Manage
The Selling Cycle
The Buying Cycle
Solution Discovery (Search)
Experience Check (Network)
Evaluate Alternatives (Network)
Best Practices Study (Network)
Trial Use / Free Pilot (First Vendor Contact)
Negotiate & Buy
?
?
?
?
Free Trial
Negotiate & Sell
The Selling Cycle
Customer LTV Customer Network Value
Customer LTV Customer Network Value
Customer LTV Customer Network Value
Right Message
Right Time
The Buying Cycle
Solution Discovery (Search)
Experience Check (Network)
Evaluate Alternatives (Network)
Best Practices Study (Network)
Trial Use / Free Pilot (First Vendor Contact)
Negotiate & Buy
Monitor and Network
Reference Customers
Influencers
Industry Group
Free Trial
Negotiate & Sell
The Selling Cycle
Winning and losing sales cycles
Winning and losing sales cycles
What levers can I pull?
#Deals x $Value x %Close
Length of Sales Cycle
Sales Velocit
y=
What levers can I pull?
#Deals x $Value x %Close
Length of Sales Cycle
Sales Velocit
y=
One Company’s Story: 2008-2011
$42k
28%
126
$12m
Pipeline
Sales Cycle Duration (Days)
Win Rate
Average Deal Value
99%
One Company’s Story: 2008-2011
$42k
28%
126
$12m
$24m
Sales Cycle Duration (Days)
Win Rate
Average Deal Value
99%
20%
One Company’s Story: 2008-2011
$42k
28%
126
$12m
101
$24m
Win Rate
Average Deal Value
28%
99%
20%
One Company’s Story: 2008-2011
$42k
28%
126
$12m
36%
101
$24m
Average Deal Value
21%
28%
99%
20%
One Company’s Story: 2008-2011
$42k
28%
126
$12m
$53k
36%
101
$24m
What levers can I pull?
#Deals x $Value x %Close
Length of Sales Cycle
Sales Velocit
y=
One company’s typical sales velocity story
21%
One company’s typical sales velocity story
21% 28%
One company’s typical sales velocity story
21% 28%20%
One company’s typical sales velocity story
21% 28%20%
#Deals x $Value x %Close
Length of Sales Cycle
Sales Velocit
y= 194%
SUCCESS NEXT EXIT
Our Results – On Average
Free Sales Process Creationhttp://www.dealmakergenius.com
1. Build your Sales Process(es)
2. Measure Sales Velocity
3. Don’t Use Weighted Pipeline
