WebEx Confidential

Web-touch SellingHow Web-touch Enabling Your Sales Process Produces DramaticGains in Sales Productivity

Stu SchmidtVice PresidentSolution SalesWebEx

WebEx Confidential

What Do You Think?

Customers Don’t Buy Solutions

BusinessResults

CurrentSituation

Solution

WebEx Confidential

Poll – Have Any of These Happened to You?

• You and your team fly in for a big prospect presentation onlyto discover the prospect is months away from the project

• You arrive the night before the prospect call, but your SE issnowed in and won’t make it in time

• Your day-trip to LA gets off to a hot start when the guy in thecenter seat spills his coffee on your shirt

WebEx Confidential

Agenda

• What do we mean by Web-touch Selling?

• The impact to Shape and Velocity of your

funnel

• The five tips to Web-touch Selling

• Q&A

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Selling Models

Objective: Highest sales productivity, lowest resource usage,shortest sales cycles

Resource Utilization EffectivenessLow High

Engagem

ent

High

Low-touch

High-touch Web-touch

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Shape and Velocity – Shape Considerations

Conversion Ratios

What are the

implications?

Which funnel

would you

rather have?

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Impact of Web-touch to Conversion Ratios

• Objective: qualify opportunities out of the sales funnel earlyso that time and effort are focused on opportunities morelikely to close

• Web-touch provides:

– Application of less expensive resources on the early stages than high-touch

– Ability to touch far more prospects per day than high-touch

– More in-depth customer experience than low-touch

– Better qualification than either

• A 10% improvement in the conversion ratios of the first twosteps of a seven step sales process can result in a 40%improvement to sales productivity

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Shape and Velocity – Velocity Considerations

• How long will it take to go from:

– Prospect to discovery?

– Discovery to solution?

– Solution to agreement?

– Agreement to contract?

• Impact of lag time

1 mile

30 mph ? mph

Average 60 mph

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Impact of Web-touch to Velocity

• The greatest driver to lengthening a sales cycle is not thetime it takes to conduct a meeting – it’s how long it takes toschedule the next meeting

– Every time you have to schedule an additional sales call due to lackof resources, answers or decision makers adds weeks to the sale

– Too many of these, and we’re forced to do unnatural acts

• Web-touch provides:

– More immediate access to internal resources or experts than high-touch

– Better access to decision makers than low-touch

– Faster answers to issues than either

• A 10% reduction in sales cycle length can increaseproductivity by 25%, and move deals into this quarter

WebEx Confidential

Tip 1: Effective Discovery

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Tip 1: Effective Discovery

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Tip 2: Eliminate Sales Cycle Lags

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Tip 3: Constant Contact

Customer ABC Corp. Portal

ABC Corp.

Team

Members

Call

schedules

Sales

documents

Missed

meeting

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Tip 4: Mutual Action Plan (Trip-Tik)

System up

and

running

July 15Today

April 4

April 30 May 30 June 30

ABC Inc.

WebEx

Key

Discovery

Meeting

Identify and

validate

business

objectives

Needs

assessment

info to Stu

Agree on

timeline

Implementation

Implementation

Contract

signed June 6

Legal Review

Create P.O.

Create

Proposal

Mutual

agreement

5/10

Dan to

approve

Case studies

to Dan

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Tip 5: Embrace the Power of the Medium

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Demonstration – Let’s See It In Action

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Accelerate with Web-touch

WebEx Selling® SALES PROCESS STEPS

Prospect Call-out Discovery Solution Agreement Contract Win

Territory Plans

Effectivemarketingcampaigns

Selling plays

Access toDecision Maker

Quantify value

Establish solution

Discoverpurchasingprocess

Action Planproposed

Action Planunderway

Pre-proposalreview conducted

Negotiate pricingand terms andconditions

Buying decisionmade

Meets marketingcriteria

Initialqualificationestablished

Driving concernsidentified

Action questionsanswered

Sponsor agreedto move forward

Access to DMnegotiated

SALES PROCESS MILESTONES AND VERIFIABLE OUTCOMES

PotentialSponsoridentified

Signeddocuments

Agreed toabove inConcern

Confirmation

Contractnegotiationin process

Action Planagreed upon

Verbalapprovalreceived

MANAGEMENT SYSTEM

10% 25% 50% 75% 90% 100%

Develop businessstrategy and define

initiatives

Determinerequirements

Evaluateoptions

Selectsolution

Resolve issues& finalizecontracts

Implement &evaluatesuccess

Legal terms andconditions

WebEx Confidential

Q&A