Win More Deals and Grow Deal Sizes

EmbeddedCoaching

Motivational Social and Collaborative

Integrated With CRM

Mobile &Cloud

SmartQualification

Map People and Influence

Discover Insights

Competitive Strategy

Action Oriented

10 Elements ofGreat Opportunity Management

Sales Velocity Improves Sales Performance

SALESVELOCITY

V DEALS VALUE WIN RATE

SALES CYCLE

Win more deals and grow deal sizes. Uncover compelling events, navigate the political power structure and focus on qualified deals with intelligent deal coaching.

# Deals $ Value % Win Rate Sales-Cycle Days

TAS 1-20 Assessment

Disqualify deals early. More time to work only on qualified deals

Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity

Political Map

You can only win if you know the Key Players, their profiles, and how they view you

If you have relationship with people who can make things happen – deals move more quickly

Decision Criteria

Sell to the customer’s priorities to maintain value (not price) focus

You can only win if you understand what is important to Key Players

Insight Map

Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus

Customer acts quickly if they fully understand their problem and see a vision of solution

Competitive Strategy

Flanking or Fragment give route to value that you wouldn’t have in Frontal

Maps your approach to UBV – compete on your terms – increase win rate

PRIME Actions

Retain focus on meaningful PRIME actions – reduce risk

Maintain momentum with your focused action plan

Dealmaker Increases Your Sales Velocity

# Deals $ Value % Win Rate Sales-Cycle Days

TAS 1-20 Assessment

Disqualify deals early. More time to work only on qualified deals

Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity

Political Map

You can only win if you know the Key Players, their profile, and how they view you

If you have relationship with people who can make things happen – deals move more quickly

Decision Criteria

Sell to the customer’s priorities to maintain value (not price) focus

You can only win if you understand what is important to Key Players

Insight Map

Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus

Customer acts quickly if they fully understand their problem and see a vision of solution.

Competitive Strategy

Flanking or Fragment give route to value that you wouldn’t have in Frontal

Maps your approach to UBV – compete on your terms – increase win rate

PRIME Actions

Retain focus on meaningful PRIME actions – reduce risk

Maintain momentum with your focused action plan

Dealmaker Increases Your Sales Velocity

# Deals $ Value % Win Rate Sales-Cycle Days

TAS 1-20 Assessment

Disqualify deals early. More time to work only on qualified deals.

Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity

Political Map

You can only win if you know the Key Players, their profile, and how they view you

If you have relationship with people who can make things happen – deals move more quickly

Decision Criteria

Sell to the customer’s priorities to maintain value (not price) focus

You can only win if you understand what is important to Key Players

Insight Map

Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus

Customer acts quickly if they fully understand their problem and see a vision of solution.

Competitive Strategy

Flanking or Fragment give route to value that you wouldn’t have in Frontal

Maps your approach to UBV – compete on your terms – increase win rate

PRIME Actions

Retain focus on meaningful PRIME actions – reduce risk

Maintain momentum with your focused action plan

Dealmaker Increases Your Sales Velocity

# Deals $ Value % Win Rate Sales-Cycle Days

TAS 1-20 Assessment

Disqualify deals early. More time to work only on qualified deals.

Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity

Political Map

You can only win if you know the Key Players, their profiles, and how they view you

If you have relationship with people who can make things happen – deals move more quickly

Decision Criteria

Sell to the customer’s priorities to maintain value (not price) focus

You can only win if you understand what is important to Key Players

Insight Map

Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus

Customer acts quickly if they fully understand their problem and see a vision of solution.

Competitive Strategy

Flanking or Fragment give route to value that you wouldn’t have in Frontal

Maps your approach to UBV – compete on your terms – increase win rate

PRIME Actions

Retain focus on meaningful PRIME actions – reduce risk

Maintain momentum with your focused action plan

Dealmaker Increases Your Sales Velocity

# Deals $ Value % Win Rate Sales-Cycle Days

TAS 1-20 Assessment

Disqualify deals early. More time to work only on qualified deals.

Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity

Political Map

You can only win if you know the Key Players, their profile, and how they view you

If you have relationship with people who can make things happen – deals move more quickly

Decision Criteria

Sell to the customer’s priorities to maintain value (not price) focus

You can only win if you understand what is important to Key Players

Insight Map

Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus

Customer acts quickly if they fully understand their problem and see a vision of solution

Competitive Strategy

Flanking or Fragment give route to value that you wouldn’t have in Frontal

Maps your approach to UBV – compete on your terms – increase win rate

PRIME Actions

Retain focus on meaningful PRIME actions – reduce risk

Maintain momentum with your focused action plan

Dealmaker Increases Your Sales Velocity

Source: Dealmaker Index

Source: Dealmaker Index

of reps can access key players

54%Only

of reps do not develop a

competitive strategy

30%

of sales repsare good at

uncoveringcustomersproblems

61%

Are SalesPeople Doing

the Right Things?

of reps aregood at opportunityqualification

59%Only

88%

+27%

56%Amount that sales productivity is improved by sales coaching - Sales Executive Council

Increase ROI on sales investment from sales coaching - Gallup

Customer loyalty improvement where

sales coaching is involved

- Gallup

Benefits of Sales Coaching

Rob Dudley, Director of Global Sales Operations

The percent of wins when they used TAS was twice what it was for the other deals.

Unisys Doubled Their Win Rate

TAS 1-20 assessment identifies qualified opportunities

Dealmaker provides better insights for sales coaching

Asking the right questions helps reps better understand their buyers

Imrana Ghani, Sales Operations Manager

90% of sales managers do deal reviews in Dealmaker.

Sales Velocity Increased 400%

47% more deals

25% greater average deal size

58% increase in win rate

27% shorter sales cycles

Adoption of Salesforce jumped from 37% to 90%

4 Key Questions to qualify the opportunity

100% Native on the Salesforce

Platform.Reliable and

Secure.

Visual representation of

your status … …… and your competitors

Chatter enabled for

collaboration

Expand each section for more detail

Quicklinks: Smart sales tools at each

step

Expand each section for more

detail

Tips

Select answe

rEnter text

Quicklink Usage Examples

• Video learning in context• Product information• Competitive features

Detailed attributes describes each

person

Color shows friend or

enemy, weak or strong

Quickly build a visual map of buyer’s

organization

Read / write reporting lines from Salesforce

Drag & Drop to change reporting

lines

Insert placeholde

r

Use your contacts in Salesforce

Add New Contact Directly from Map

Save to Salesforce

Contact record

Show Influence lines as well as reporting lines

Identify Key

Players

Learn how to sell to each buyer.

Smart coaching on each contact.

Map Health Check: Overall coaching on the entire Political

Map

Read what they are saying

Store Twitter handl

e

Store LinkedIn address

Learn about the

buyer

Learn how each buyer makes their

decision

Aggregated ranked Decision

Criteria

Competitive

position

Rank criteria for each buyer

Map the buyer’s Business Drivers, Challenges, and

Evidence of problems

Attach business problems to individuals

Show your understanding of

the conversations

with the customer

Attach specific attributes of your solution to solve discrete business

problems

Confirm the Evidence of the

business problem with the

buyer

Visualize solutions with the buyer

Use the Competitive

Strategy wizard to select the right

competitive strategy

Record competitive strategy and strengths and

weaknesses of each competitor to inform your

approach

Use PRIME Actions to make your opportunity plan actionable

Manage task completion

Identify the right actions

to take

Record Salesforce tasks

for the right individuals

Context sensitive smart deal coaching

Quicklinks: Learn how to

address each risk

Intelligent sales coaching to

identify risks in the deal

Integrated comprehensive eLearning platform for convenient self-paced

learning

Self-assess with built-in tests

Manage test results

Include different

learning media

Include different

learning media

: World-Class Performance

100% Built on Force.com®

Hosted on salesforce.com® cloud

Exceptionally reliable, scalable, secure

Scales, tunes and backs up data automatically

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