pipeline accelerator
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Step 1: Step 1:
Do your salespeople think their pending deals are like this?
When they’re actually like this?
Is projecting revenue like this?
What if you could feel more confident about your revenue projections?
Accurate forecasting is a challenging task for all levels of a sales organization
Account Executive’s lack accurate information about the deals in their pipeline and their views are subjective and often too optimistic
Account Executive’s forecast tends to be based on wishful thinking and lack hard evidence
Sales managers don’t have access to reliable sales intelligence to validate the accuracy of the forecast
An inaccurate forecast is a poor reflection on the organization from the Account Executive all the way to the CEO
The SITUATION
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The SOLUTION:
The Pipeline Management Process that combines Sales Expertise& Sales Intelligence to…
Increase Win Rates
Increase the number of AE’s making quota
Reduce number of deals slipping past their close Date
Reduce the number of ‘No-Decision’ deals
Increase Forecasting Accuracy
Gain greater Predictability in Revenue Projections
Inspire Confidence & Trust in Sales Forecasts
Sales Expertise & Sales Intelligence Combined
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–Provides the sales science to a sales organization enabling it to accurately assess the quality of deals in the pipeline
– Informs sales organizations what to do to win more business
–Provides objective probabilities for winning and timing
– Provides the sales expertise to a sales organization enabling it to accurately forecast revenue based on the assessments
– Develops the strategy on how to win more business utilizing the principles of How Selling and the information from the Pipeline Accelerator predictive analytics software
The Intelligence by Occulus The Expertise by The Center for Sales Strategy
Sales Expertise & Sales Intelligence Combined
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The Account Executive (AE) answers a series of multiple choice questions that cover the key areas of a deal:
Quality and definition of the OpportunityQuality of the SolutionUnderstanding of the prospect’s Buying ProcessDepth & Breadth of the RelationshipUnderstanding of the CompetitionUnderstanding of the Timing
STEP 1:
Sales Expertise & Sales Intelligence Combined
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STEP 2:Sales Expertise & Sales Intelligence Combined
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PIPELINE Accelerator determines what needs to be done to win the deal; the AE and the Sales Manager determine how to do it:
•The SWOT Analysis identifies the strengths & weaknesses of the AE’s selling strategy and provides the basis for developing strategies to build on the strengths and mitigate the weaknesses.
•Provides a list of “still missing” information the AE needs to obtain
•Determines what “specific actions” the AE needs to do to improve their chances of winning
•Development of a strategy on how to win the business
STEP 3:Sales Expertise & Sales Intelligence Combined
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Increased Win Rates
More AE’s making quota
Reduction in Deal Slippage
Reduction in ‘No-Decision’ deals
Increased Forecasting Accuracy
Greater Predictability in Revenue Projections
Great Confidence & Trust in Sales Forecasts
BENEFITS:
Sales Expertise & Sales Intelligence Combined
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THE SERVICE: definition
Sales Expertise & Sales Intelligence Combined
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Assist the Sales Manager in establishing more realistic forecasts
Identify tendencies in the sales operation that is holding it back
Identify tendencies in a particular AE that is holding them back
Spot what is stuck in the funnel, where it is stuck and how to un-stick it
Identify potential ‘No-Decision’ deals and deals that might slip past the close date
Use the “How Selling” steps, tools and resources to win more business
THE SERVICE: deliverables
Sales Expertise & Sales Intelligence Combined
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Sales Expertise & Sales Intelligence Combined
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To learn more how Pipeline Accelerator can solve your specific pipeline issues, please contact:
Harry Tomasides, Senior ConsultantThe Center for Sales [email protected]
Thank you.