1. Increasing Sales Pipeline Visibility Puneet Singhvi Vice President – Digital Sales Times Internet Limited. Track: Sales/Sales Operations Executives

2. VPs of Sales Want RESULTS! Reps hitting quota! Reps being productive New customers

3. 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

5. Traditional Sales Model

6. Today’s Buying Process

7. New Sales & Marketing Model

8. Case Lead For Management

9. Segmenting & Targeting

10. Relevant Content Via Nurturing

11. New Game Pillars A buying process funnel model Business process investment and commitment to funnel management Reinforced by analysis

13. Funnel Metrics Deal Metrics Sales Call Metrics

14. Traditional Funnel: Selling Activity Focus Prospect Qualify Make Presentations Submit Proposal Close Monitor Results

15. A buying funnel and a selling funnel Buying Process Order Selling Process

16. Merge the two funnels Order Buying ProcessSelling Process

18. 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

19. Sweet Spot Matrix

20. Aligning Sales & Marketing Goals

21. Shared Sales & Marketing Goals

22. Questions?