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Optimizing Sales Pipeline Visibility for Maximum Results

Gain insights into enhancing sales pipeline visibility for VPs of Sales and executives to drive productivity, acquire new customers, and exceed quotas. Learn strategies for aligning sales and marketing goals effectively.

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Optimizing Sales Pipeline Visibility for Maximum Results

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Presentation Transcript

  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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