Li 16x9 sales_connect15_donal daly - annotated
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Donal Daly CEO, The TAS Group Presentation at LinkedIn Sales Connect – October 2015 smartmatters Brief Annotations here
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Transcript of Li 16x9 sales_connect15_donal daly - annotated
Donal DalyCEO, The TAS Group
Presentation at LinkedIn Sales Connect – October 2015
smartmattersBrief Annotations here
Sales Velocity
SALESVELOCITY
V DEALS VALUE WIN RATE
SALES CYCLE
The Sales Velocity Equation shows the 4 levers that impact the revenue that can be achieved in a given time period.
DEALS VALUE WIN RATE
SALES CYCLE
SALESVELOCITY
V
LinkedIn Improves Sales Velocity
LinkedIn can help improve each of the four
Only 54% of salespeople can access key players
61% can uncover customers’ business
problems
When you lose …
*Source: Dealmaker Index Sales Benchmark Study 2013
You need to get to the right people and understand their business problems
Uncovering Customers’ Problems
61% of salespeople are good at uncovering customers’
business problems
Those salespeople are 28% more likely
to achieve quota
*Source: Dealmaker Index Sales Benchmark Study 2013
When you understand their business problems, you can truly deliver value grow your sales
Only 54% of Reps Can Access Key Players
KEY PLAYERS INACCESSIBLE
Only 54% of salespeople can access key players
INCREASED REVENUESalespeople who access Key players achieve 30% more
revenue
*Source: Dealmaker Index Sales Benchmark Study 2013
Accessing the key players effectively adds 30% to your sales attainment
Smart Sales TransformationThis is a screenshot of Dealmaker Political Map – that shows hierarchy, your supporters and non-supporters
Smart Sales TransformationBut sometimes influence is more important that position on the org chart. LinkedIn can help uncover that.When you understand their business problems, you can truly deliver value grow your sales
Smart Sales TransformationUsing LInkedIn can help you learn more about the people you need to connect with … and other related people
Smart Sales TransformationYou can learn about their opinions ….
Smart Sales TransformationYou can learn about their opinions … and how these opinions are influenced.
Case Study
smartmattersUsing Dealmaker & LinkedIn together delivered a $3m contract
Smart Sales TransformationWe understood what people cared about, the history of working together, and what influenced them. -> $3m deal!
How to Operationalize?
smartmatters
Smart Sales TransformationWe bake LinkedIn research right into our sales process in Dealmaker.
Thank You
smartmatters
@donaldaly/in/dalydonal
