accelerate sales and increase revenue
TRANSCRIPT
ACCELERATE SALES
12 Ways to Accelerate Sales and Increase Win
Rates
ACCELERATE SALES1. Create and maintain strategic account and opportunity plans
then have flawless, tactical execution of those plans.
Structure to winning.
ACCELERATE SALES2. Equip Sales Execs with a powerful, intuitive solution in
Salesforce to gather Actionable Intelligence…
That maps to YOUR requirements to gather data required to win!
ACCELERATE SALES3. Reduce the number of customer meetings to win a deal.
How many meetings is it taking to close a deal today and at what cost?
ACCELERATE SALESAverage number of meetings to win a deal at Point N Time is:
2.5
ACCELERATE SALES4. Implement strategies to improve the quality and outcome of
customer meetings.
Have a repeatable cadence for all types of customers and all types of meetings.
Drive success in all customer meetings based on known information and information that must be obtained.
Determine customers’ initiatives to drive opportunities to closure.
ACCELERATE SALES5. Document the customer requirements in the first meeting.
Know early on if your solution meets their requirements! Know if this is truly a winnable opportunity.
ACCELERATE SALES6. Ensure teams are following the defined and implemented
sales strategy.
Provide your teams with the required information at the right time, in each and every stage of your sales process.
ACCELERATE SALES7. Document and track detailed opportunity milestones’
progress to increase win rates.
Instantly know where opportunities are related to closing.
ACCELERATE SALES8. Respond quickly and correctly to the shifting competitive
landscape in each opportunity.
Track each competitor in the opportunity.
Know before you go to customer meetings.
ACCELERATE SALES9. Identify trends and customer behaviors that stop deals from
closing.
Leverage information gathered in every meeting across your entire organization.
Plan your message and sales pitch with Actionable Intelligence before customer meetings.
ACCELERATE SALES10.Be better prepared for each and every customer meeting.
Be prepared for what can happen before every meeting.
ACCELERATE SALES11. Give the seller more time to sell!
Single Input – Multi Output.
Consistent Data. Reliable Data. Accurate Data. Just in-time Data. Collaborative Data. Repeatable
process.
ACCELERATE SALES12.Win, No Matter Who is the Account Executive.
Disaster Recovery for Sales – Ensure Business Continuity!
ACCELERATE SALESRespond
Reduce
IdentifyDocument
Document
Be
Ensure
Implement
Equip
Give
Create
Win
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