winning with sales playbooks. increase win rates by 30%

COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL

Winning with Sales PlaybooksWebinar

Valued Partner


Duncan CranmerDirector

Questpointwww.questpoint.co.uk

Tim BramanVP Corp. Strategy

Revegywww.revegy.com

Today’s Presenters


$$$

Valued PartnerContext for Today’s Discussion


In 2013…• 92% of companies raised revenue

targets• Average increase is 16%

How Will You Make Your Number?

…In 2014Only 16% of your peers have NO doubts about making the number

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The Sales Playbook• What is it?• Why do I need one?• What good will it do me?

What you will gain from today (primary insights):• An understanding of what a Playbook is• An introduction to the key benefits of Playbooks• Insights into typical problems• Clarity on the pivotal role of your Sales Process• 5 Things you need for success

5

Today’s Agenda Valued Partner


What is a Sales Playbook?

Sales Playbook:A guide to the most successful ways to sell your product or service

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Why A Playbook to Support your Sales Method?

*American Society of Training & Development study

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Increase RevenuesSales

Target Attainment

No Playbook

Playbook

46%

40%

54%

+8%


Valued PartnerCompetitive Advantage Case Study

Issues

Calling

Collaboration

Execution

Needs

GAP Plans

Alignment

Sales/Buying

Collaboration

Strategic

CRM

Insights


Valued PartnerCompetitive advantage Case Study - Oracle

SVP of SalesOracle Corporation

Revegy has given us a consistent, visual, easy-to-use way to collaborate on the account and build

confidence with our business unit teams.


Increase Revenues

Gerard SampleSenior Director, Sales Enablement

[Before Playbook] we did not have a standard approach … the content that

the sales team leveraged at each stage of the buyer's journey was often focused on

our technical benefits as opposed to business value metrics. [Post

implementation average deal size increased by a factor of 2.5].

Valued Partner

COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL12

It Isn’t Easy…

The Challenges to Creating a Sales Playbook

We don’t really have a process…

Our target market is

EVERYONE!

We don’t have the right

contentWe don’t have

the right content

No one is going to use

this….

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Deal Outcomes – Forecasted Deals Only

26%

47%

27%No DecisionWonLost

CSO Insights, Inc. 2013 Sales Performance Survey

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How to Build It Valued Partner


For Each Sales Play – Ideal Customer/Qualify

Case Study: GE Finance• 3X win rate increase• 10,000 New

Win Rate = 54%

Harvard Business Review, The New Science of Sales Force ProductivityCSO Insights, 2013 Global Sales Performance Optimization Study

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For Each Sales Play – Buying Roles

16

Win Rate = 54%• CSO Insights, 2013 Global Sales Performance Optimization Study

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For Each Sales Play – SPECIFIC Customer Value

17

53% Win Rate

• CSO Insights, 2013 Global Sales Performance Optimization Study

Value


For Each Sales Play – Buying Process Aligned

Awarenessof Issue Prioritize Explore

PossibleSolutions

EvaluateVendors

SelectVendor Negotiate

Clos

edQualify Discover DevelopSolution Propose Negotiate

Sales Stages

Buyer Stages

Star

t

Great Alignment = 60% Win Rate

Poor Alignment = 43% Win Rate

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For Each Sales Play – Leverage your ‘Stars’

Collaborate on the

Evaluation Steps!

Is it a good

Fit for us?

How will the Customer

Measure Value?

Which StakeholdersVote on the

Final Decision?

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For Each Sales Play – Deliver the goods!

Right ToolRight Situation Right Time

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Critical Success Factors

• Executive and Front line Management BUY-IN

• ADOPT in CRM / SFA• ALIGN the actions/tools with Customers

process• Pilot and ADJUST• LIVE IT!

Make it relevant to the CUSTOMER! (both of them)Make it Visual! 21

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Bring Your Sales Plays to Life


Questions?

Visit to Download:Sales Playbook Design Checklistwww.revegy.com/playbookchecklist

Duncan CranmerDirectorDuncan.Cranmer@questpoint.co.ukQuestpointwww.questpoint.co.uk

Tim BramanVP Corporate [email protected]

Valued Partner

http://www.revegy.com/playbookchecklist