sales webinar | improving your win rate
TRANSCRIPT
EMEA Sales Growth Webinar
Sales Velocity Equation – Part 2Improving your Win Rate
Graham Dando – Senior Partner, The TAS Group
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Measuring your Performance
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The Sales Velocity Equation
Number of Deals
Sales Cycle Length
= Sales Velocity
Value of Deals Win Ratex x
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Modest Improvements Create Significant Impact
110%
90%
= 148%
110% 110%x x
Increase the Salesforce by Half (nearly)
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The Sales Velocity EquationIncreasing your Win Rate
© The TAS Group 2012
© The TAS Group 2012
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 ?
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Qualify, Manage & Win
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Accessing Key Buyers
Globally, reps who can access key buyers are 31% more likely to make quota.
Source: Dealmaker Index October 2012
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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
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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
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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
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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
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Sell Smarter. Manage Better.
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• [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
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Free Resources
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Questions?
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