TAS Brochure

The TAS Group – Sustained, Predictable and Profitable Revenue Growth © 2007

… Results … Behavior … Components

Increased Sales Revenue 100% User Adoption Dealmaker Software Increased Win Rate Ongoing Sales Insight TAS Methodology Predictable Revenues Accurate Sales Forecasts Sales Process Optimization Increased Profitability Continuous Learning CRM Integration

A sales effectiveness solution should deliver both immediate and sustained revenue growth. Companies who effectively deploy sales methodology and sales process integrated with their CRM achieve sales quota nearly twice as often as those who don’t.

TAS Select Live! is the only end-to-end opportunity management subscription service that delivers this sustained benefit through sales process, sales methodology, enterprise class technology and ongoing intelligent insight.

Unlock the Customer’s Buying Process to Win More Sales TAS Select Live! delivers an optimized sales process that unlocks your customer’s buying process to help you create value for your customer and win more sales.

► More effective qualification – early in the sales cycle ► Sales process aligned with customer’s buying process – so you take control ► Standardized sales stages and a common view and approach to opportunities ► Integration of best practice methodologies and activities

Navigate Increased Win Rate with Target Account Selling® The Opportunity Assessment, Compelling Event, Competitive Strategy, Value Messaging, and Political Mapping in TAS helps you navigate:

► Is this an opportunity you should pursue? ► What are the critical issues for the customer? ► What’s the compelling event driving their decision to buy now? ► What competitive strategy should you employ to win the deal? ► Who are the real buyers?

Stay Ahead – Easy to Use, Easy to Share, Continue to Learn TAS Select Live! incorporates the intelligent Dealmaker software application that is designed – for the sales person – to be easy and efficient to use.

► Update your TAS plan in 6 clicks or less ► Share the plan with team members in Internet time ► Continue to learn TAS through interactive use ► Use existing CRM data – just enter data once.

Accurate Sales Forecasts and Intelligent Ongoing Insight TSL! forecasts sale closure probability objectively based on actual results. It learns about what’s working, if there are pipeline blockages, what deals are stalled, or if the sales cycle is changing.

► Accurate sales forecasts through objective intelligent measurement ► Increased pipeline visibility to identify gaps or pipeline weakness ► Continuous insight into what’s working and what needs to be changed

TAS Select Live!™ Software, Methodology & Ongoing Insight to Predict & Win More Sales TAS Select Live!™ Software, Methodology & Ongoing Insight to Predict & Win More Sales


Accelerate Revenue with Dealmaker Software The intelligent Dealmaker software encapsulates your specific best practices – for sales process and opportunity management methodology. Because it’s customized it mirrors your company’s practices and organization.

► Configured for your sales processes and methodology ► Maps data, role, permissions, hierarchy ► Provides objective closure probability and close date ► Links to pipeline and forecast

TAS Opportunity Assessment TAS helps you win more profitable deals by answering the 4 key questions: Is there an opportunity? Can we compete? Can we win? Is it worth winning? The TAS Assessment comprises a set of pivotal criteria designed to assess the competitive status of the sales opportunity. TAS 1-20 Opportunity Assessment is represented in Dealmaker and is fully configurable to match your sales processes and your customer’s buying processes.

Sales Process Optimization Based on your business rules, Dealmaker places every opportunity in the appropriate place in the pipeline in your customized sales process. This makes your pipeline more accurate as to timing and probability. As the sales person completes each of the best practice steps through each of the stages in the pipeline, Dealmaker calculates the projected close date and probability of the deal closure.

TAS Select Live!™ Software, Methodology & Ongoing Insight to Predict & Win More Sales


Political Relationship Strategy One of the main reasons why deals are lost is not being able to navigate the power structure in an account. TAS helps you by building a political map of the customer’s organization. Here you can determine who is on your side, or who might be an adversary supporting your competition. It helps you work out the key decision maker, and his position – and also tells you what strategy you should deploy to best explain your value proposition to each buyer. Navigating the political map effectively greatly increases your success rate.

PRIME Activities Now that you know who to work with, TAS Select Live! provides you with PRIME activities: Prove your value, Retrieve missing information, Insulate against competition, Minimize your weaknesses, and Emphasize your strengths. Remember, all of this is customizable for your business. Now you know what needs to be done, by when, and with whom – to progress the opportunity. And because Dealmaker is integrated with your CRM system, you can use the workflow management in the CRM to drive the activities.



Forecast Foresight Dealmaker dramatically improves your sales forecast accuracy. It calculates the projected revenue based on total deal transparency, business rules that you determine, and salesperson activity. It picks out the deals that should close. Dealmaker analyzes the ‘mix’ of deals in the forecast and identifies large deals, or very small deals, which might distort the overall forecast value.

Pipeline Insight Dealmaker gives you a graphical representation of the health of each stage in your pipeline. It gives you a scientific view of the value of your pipeline and identifies gaps in your future pipeline for each stage, and for each sales executive or division. Dealmaker shows shortfalls in any stage of the pipeline. Therefore you have time to fix the problem, before it causes a revenue problem.

About the TAS Group The TAS Group helps companies achieve sustained, predictable, and profitable revenue growth through the combination of sales methodology, sales process and enterprise-class technology. The TAS Group has helped over 400,000 sales professionals succeed and, as a global company, serves companies in all major global economies with native language speaking, culturally attuned, sales effectiveness experts. The TAS Group solutions are available in up to 14 languages. The TAS Group integrates proven sales methodologies with Dealmaker – the most advanced technology platform for sales effectiveness and is the only sales effectiveness company with a continuous multi-million dollar investment in our own dedicated sales effectiveness methodology and technology R&D center. The company is headquartered in Seattle WA, with international headquarters in Dublin, Ireland. Call: North America +1(866) 570 3836; International +353 (1) 631 6140 or email [email protected].


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TAS Brochure