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Sales Webinar | How To Grow The Numbers Of Deals You Are Working

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EMEA Sales Growth Webinar Sales Velocity Equation – Part 1 How to Grow the Number of Deals You’re Working On Graham Dando – Senior Partner, The TAS Group
Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
What Matters in Sales ? • Sales Velocity – How efficiently and effectively you can qualify and convert pipeline to won opportunities • Not that helpful !! • What levers can we focus on to improve sales effectiveness ? © The TAS Group 2012
The Sales Velocity Equation Number of Value of Deals x Deals x Win Rate = Sales Velocity Sales Cycle Length © The TAS Group 2012
Modest Improvements Create Significant Impact 110% x 110% x 110% = 148% 90% Increase the Salesforce by Half (nearly) © The TAS Group 2012
The Sales Velocity Equation Growing the Number of Deals you are working on © The TAS Group 2012
© The TAS Group 2012
Building Pipeline • (e)Mail shots • Events • Partners and alliances • Value add materials • Social media/channels • Referrals • SEO/AdWords • What are the things Sales can do now ? © The TAS Group 2012
Creating a Roadmap to Opportunity © The TAS Group 2012
Summary – What Can I Do Now ? • Understand your prospect/customer • Discover what’s important to them • Focus on areas of Mutual Value Following a formal Account Planning program will increase your total visible market opportunity by 2 – 4 times © The TAS Group 2012
Sell Smarter. Manage Better. © The TAS Group 2012
Thank You Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
Register for our Next Webinars • The State of the UK Sales Industry • How to Align People, Process and Technology to Avoid Chaos and Confusion • Dealmaker Mastery Series • Register http://www.thetasgroup.com/webinars © The TAS Group 2012
Free Resources • www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. • www.dealmakergenius.com Create a customized sales process. • www.dealmaker365.com Read our blog featuring insights on sales effectiveness. • @dealmaker365 @thetasgroup Follow us on Twitter. • www.thetasgroup.com Learn more on our website. © The TAS Group 2012
Questions ? © The TAS Group 2012
Where You Can Find Us • www.thetasgroup.com • UK 01189 880149 • International +353 1 678 8900 • marketing@thetasgroup.com • gdando@thetasgroup.com • @thetasgroup • @scoopminor © The TAS Group 2012

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Sales Webinar | How To Grow The Numbers Of Deals You Are Working

  • 1. EMEA Sales Growth Webinar Sales Velocity Equation – Part 1 How to Grow the Number of Deals You’re Working On Graham Dando – Senior Partner, The TAS Group
  • 2. Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
  • 3. What Matters in Sales ? • Sales Velocity – How efficiently and effectively you can qualify and convert pipeline to won opportunities • Not that helpful !! • What levers can we focus on to improve sales effectiveness ? © The TAS Group 2012
  • 4. The Sales Velocity Equation Number of Value of Deals x Deals x Win Rate = Sales Velocity Sales Cycle Length © The TAS Group 2012
  • 5. Modest Improvements Create Significant Impact 110% x 110% x 110% = 148% 90% Increase the Salesforce by Half (nearly) © The TAS Group 2012
  • 6. The Sales Velocity Equation Growing the Number of Deals you are working on © The TAS Group 2012
  • 7. © The TAS Group 2012
  • 8. Building Pipeline • (e)Mail shots • Events • Partners and alliances • Value add materials • Social media/channels • Referrals • SEO/AdWords • What are the things Sales can do now ? © The TAS Group 2012
  • 9. Creating a Roadmap to Opportunity © The TAS Group 2012
  • 10. Summary – What Can I Do Now ? • Understand your prospect/customer • Discover what’s important to them • Focus on areas of Mutual Value Following a formal Account Planning program will increase your total visible market opportunity by 2 – 4 times © The TAS Group 2012
  • 11. Sell Smarter. Manage Better. © The TAS Group 2012
  • 12. Thank You Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
  • 13. Register for our Next Webinars • The State of the UK Sales Industry • How to Align People, Process and Technology to Avoid Chaos and Confusion • Dealmaker Mastery Series • Register http://www.thetasgroup.com/webinars © The TAS Group 2012
  • 14. Free Resources • www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. • www.dealmakergenius.com Create a customized sales process. • www.dealmaker365.com Read our blog featuring insights on sales effectiveness. • @dealmaker365 @thetasgroup Follow us on Twitter. • www.thetasgroup.com Learn more on our website. © The TAS Group 2012
  • 15. Questions ? © The TAS Group 2012
  • 16. Where You Can Find Us • www.thetasgroup.com • UK 01189 880149 • International +353 1 678 8900 • marketing@thetasgroup.com • gdando@thetasgroup.com • @thetasgroup • @scoopminor © The TAS Group 2012

Editor's Notes

  1. The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  2. No longer have the luxury of several meetings to build a relationshipYou have to make an impact from the first minuteYou won’t get a recommendation or access unless your contact trusts you
  3. The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  4. The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  5. The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  6. The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
  7. The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?