Sales Webinar | Visualize the Political Map in Salesforce
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Only 54% of sales reps are effective at accessing key players in the buyer's organization. Gaining access to key players can make or break your ability to win deals and build long lasting relationships. When you are talking to the right people, you will win more deals and build better relationships. Wendy Reed, EVP Solutions at The TAS Group, shares best practices about using political maps to gain competitive advantage and demonstrates Dealmaker Political Map Express, powered by TAS Methodology, inside Salesforce.
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Sales Webinar | Visualize the Political Map in Salesforce
- 10. And They Achieve 30% More Revenue* 30% 54%
- 17. • • • •
Editor's Notes
- TAg Line currently: Visualize the Political Map of the Buyer's Organization in SalesforceHere is some stuff, not well written but what I will have in the deck, mostly demo however but can you write up something from this? w We knowthat: Only 54% of repscanaccesskeyplayers.Whenmethodologyisintegrated with CRM salestensare 35% morelily to achieveaveragequotaover 75%Sales forecastaccuracyjumps to 76% whensalesmethodologyis applied well The history of salestellsusitsallabout the people: Relationshipsellingconsultativeselling, structuredsalesmethodology and connectedsales person - Methodolgoyaloneis not alwayseffective. (from firstcall deck)The history of CRM roots in contact management tellsusitsallabout the people. Itsimportant to know the people in anybuyingsituationoraccountrelationshipactivitysoyouarespending the time with the rightpeople. But how do youseethiseasily? How does the sales team understandwhoyourfriends and enemiesare and what to do aboutthem? Its a difficulttask to sort this out by lookingatlists of peoplewithoutclearlyseeingwhoreports to who, whoinfluenceswho, Whereis the Influence, Power and Preference for youthatyoucantakeadvantage? Whereisn the Preferenceagainstyouthatyouneed to neutralize. Gainingaccess to KeyPlayersmakesorbreaksyourability to win deals and buildlonglastingrelationships. Best practice to makepolitical map effectivedrawing from the 6 factorsare:find out howyourpolitical map can be Mobile - no the iPadVisual, Intelligent - coaching social - linked in TwitterChatterconnected, collaborative with gamification collaborative all in Salesforce.
- 55% of Sales Reps are leaving money on the table (self-reported).Most sales people don’t get the most value from their strategic accounts.They fail to adequately identify their customer’s goals, drivers, and initiativesAnd know who to reach in the customers’ organization, And learn what is of high value to both them and us.They fail to plan.How many of you maximize the value of your deals?Source: Dealmaker Index
- 1. The history of selling2. The power of sharing best practices across sales teams 3. Playbook and industry stats what's working what's not working4. Tools today are lacking5. There is a better way6. TAS group is your right partner 7. Introducing dealmaker playbook8. Customers love it 9. Demo10. Getting started 11. Next steps
- Dealmaker Political Map Express helps you to get a visual representation of the people in the buyer’s organization. Your sales team can benefit from graphical maps, smart coaching and social networks for each contact. You will see how to Identify the right people, gain access, and develop support to give you a competitive advantage to win.Political Map express is powered by the Salesforce Platform. Dealmaker is native on the force.com platform Unlike other solutions that are integrated, this means that your data resides in the Salesforce Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured within Dealmaker is inherently accessible to Salesforce reports, dashboards, and other applications. You do not have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Because we leverage the power of the Salesforce infrastructure by being fully native, we can focus our resources on delivering great sales effectiveness application capability to you. Political Map express is just one example.
- If Sales Automation is about making sales people more efficient, sales methodology is about making sales people more effective.But Sales Methodology is not delivered in context of their deals, their accounts and their team selling activity. We’ve seen hours, days and some times week of training. It is difficult to remember.Bringing sales people together for long and drawn out sales training workshops is not what sales people want or need. And buyers are getting more sophisticated, therefore sellers need to become more sophisticated too. Another limitation of Methodology is that it is not measurable. (We add Analytics to make it measureable)
- Over the years, our sales people have seen so much in terms of tools, methodologies and sales automation.XLS was (and for some) still is their primary sales automation tool. For many sales managers, XLS is still their default forecasting tool.Then we experienced applications like ACT, Goldmine and other desktop based contact managers.Salesforce.com lead the way to provide organizations with a tool to bring together disparate sales teams with their social, mobile and cloud service.What’s next for sales teams? Sales people expect their sales automation tools to be everything I’ve described but also smart with real time coaching. The evolution of sales has shifted from who you know to find the pain to intelligent insight.We believe intelligent deal coaching is the next wave of sales automation.
- Having the power of visualization enables the sales team to see exactly who they should be spending time with; Who is for them and who is against them. What’s interesting is you have this information in SFDC, it’s all in the contact records but it is very hard to see. Graphically represented, you have an entirely different feeling. When there are sales support people working with you on the opportunity, the clarity becomes exponential. You want to be sure that the team is all on the same page for any upcoming meeting. Using Dealmaker Political Map Express I can quickly see the lay of the land. .
- Based on the analysis of 1000s of sales reps, we know that just over half of sales professionals know how to access key players. In this latest version of the Dealmaker Index survey 2-13 (n=750) we learned that 54% can gain access to Key Players, and they achieve 30% more Revenue than those those that do not access Key Players.
- Customers care about the integrity and strength of the underlying methodology. We deliver structured, repeatable opportunity assessment.Sales Campaign StrategiesCompetitivePolitics & InfluenceRelationshipsInsight MapEarly qualification & compelling event
- Who are the Key Players? Key Players control outcomes and make things happen Make things happen How to do it: People are more likely to take a meeting when they are referred by someone elseProbability of taking a call add always and usually Cold call inside referral4x more likely to take a call from inside referral than a direct cold call Back up data is 22% of executives will take a cold call, 84% will take the call if they have been referred from the inside What to do when you get there: how to be successful when you get there: When do you need to access key players – early and late use the U shaped curve from training Executive CrediblyWhy Maintain accessBuild preference what to say to establish exec credibilty
- Based on the analysis of 1000s of sales reps, we know that just over half of sales professionals know how to access key players. In this latest version of the Dealmaker Index survey 2-13 (n=750) we learned that 54% can gain access to Key Players, and they achieve 30% more Revenue than those those that do not access Key Players. With Political Map Express, you have enabled your sales team to be in the 54%. The 54% of Sales Reps than can Access Key Players and achieve 30% more revenue. The Visualization of the people is a critical component to making this happen. The methodology is the second key component. Dealmaker Political Map Express makes this so easy. Getting a picture of the buyer’s organization is really important. The embedded coaching helps me to avoid mistakes I might otherwise overlook. What you have seen here is a map that is easy, smart, and social.
- And remember,Dealmaker is fully native on Salesforce.com. Unlike other solutions that are integrated, this means that your data resides in the Salesforce Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured within Dealmaker is inherently accessible to Salesforce reports, dashboards, and other applications. You do not have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Because we leverage the power of the Salesforce infrastructure by being fully native, we can focus our resources on delivering great sales effectiveness application capability to you. We believe we are the only native application on Salesforce that delivers an intelligent application sales process, opportunity management and account planning solution.
- Ask for and address any final questions.
- 55% of Sales Reps are leaving money on the table (self-reported).Most sales people don’t get the most value from their strategic accounts.They fail to adequately identify their customer’s goals, drivers, and initiativesAnd know who to reach in the customers’ organization, And learn what is of high value to both them and us.They fail to plan.How many of you maximize the value of your deals?Source: Dealmaker Index