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Increasing Sales Pipeline Visibility

Track: Sales/Sales Operations Executives. Increasing Sales Pipeline Visibility. Puneet Singhvi Vice President – Digital Sales Times Internet Limited. VPs of Sales Want RESULTS !. Reps hitting quota! Reps being productive New customers. What They Need. THE OLD GAME Funnel free for all

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Increasing Sales Pipeline Visibility

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

  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

  4. Traditional Sales Model

  5. Today’s Buying Process

  6. New Sales & Marketing Model

  7. Case Lead For Management

  8. Segmenting & Targeting

  9. Relevant Content Via Nurturing

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

  11. Sales Call Metrics Deal Metrics Funnel Metrics

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

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

  14. 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

  15. Sweet Spot Matrix

  16. Aligning Sales & Marketing Goals

  17. Shared Sales & Marketing Goals

  18. Questions?

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