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Increasing Sales Pipeline Visibility
Puneet SinghviVice President – Digital Sales
Times Internet Limited.
Track: Sales/Sales Operations Executives
VPs of Sales Want RESULTS!
• Reps hitting quota!
• Reps being productive
• New customers
What They Need
• THE OLD GAME• Funnel free for all• Funnel afterthought• ABC!• Bad data• Visibility• Gotcha! conversations
• THE NEW GAME• One funnel for all• Funnel process• Building healthy funnels • Good funnel data• On demand diagnostics• Diagnostic and planning
conversations
Traditional Sales Model
Today’s Buying Process
New Sales & Marketing Model
Case Lead For Management
Segmenting & Targeting
Relevant Content Via Nurturing
New Game Pillars
• A buying process funnel model
• Business process investment and commitment to funnel management
• Reinforced by analysis
Funnel Metrics
Deal Metrics
Sales Call Metrics
Traditional Funnel: Selling Activity Focus
Prospect
Qualify
Make Presentations
Submit Proposal
Close
Monitor Results
A buying funnel and a selling funnel
Buying Process
OrderOrder OrderOrder
Selling Process
The Sales Metrics That Matter• Pipeline– It’s not just the # of deals, it’s
how they’re moving– Total value vs. velocity
• People– It’s not just how they’ve done, it’s
how they’re going to do– Quota vs. scorecard
• Process– It’s not just having a process, it’s
making sure it’s followed– Data entry vs data accuracy
Sweet Spot Matrix
Aligning Sales & Marketing Goals
Shared Sales & Marketing Goals
Questions?