Increasing Sales Pipeline Visibility Puneet Singhvi Vice 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 Order Selling Process
Merge the two funnels Order Buying ProcessSelling 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 Pipeline PeopleProcess
Sweet Spot Matrix
Aligning Sales & Marketing Goals
Shared Sales & Marketing Goals
Questions?