how to build a proven sales process for selling software to enterprises

w w w . l a n d s l i d e . c o m Building World Class Sales Organizations

© Landslide 2009. All Rights Reserved

Building A Proven Sales Process

For Selling Enterprise

Software

Building World Class Sales Organizations


Today’s Webinar

• Why we need a sales process

• The science of getting your sales process adopted

• Elements of a good sales process

• Best practices in building a sales process

• Building a sales process for enterprise software sales• Building sales process for selling SaaS applications• Building sales process for selling on-premise applications



Before We Start

Go to www.provenpath.com now to register!

As a companion to ProvenPath, download our free sales process builder kit! Visit http://www.mylandslide.com/content/builder



A Sales Process

Brings Mass Production Capability

To

Sales Organizations

Delivering

Higher Volume of Deals

Why do you need a sales process



V12 Group – A Sales Process Case Study

• In 10 months, they doubled the value of their pipeline and tripled the capacity of their individual salesperson

• March Pipeline - $24M – 277 opportunities – 23 salespeople • June Pipeline - $35M – 312 opportunities – 17 salespeople• October Pipeline - $50M – 295 opportunities – 14 salespeople

• 108% increase in Pipeline from March to October with 39% less sales expense

• 96% increase in average deal size attributed to qualifying the right opportunities



Results – Sales Process leads to Sales Production

Customers saw the following increase in sales volume, value and velocity

METRIC Q1 after Baseline Q2 after Baseline

Sales Volume - New Opportunities Created 59% 136%

Sales Volume - Number of Wins 64% 152%

Sales Velocity - Reduction in Average Days to Close (14%) (7%)

Sales Value - Average Dollar Value of Wins 24% 60%

Sales Volume - Close Ratio 3% 7% Average Close Ratio of Landslide Customers is 30%



The science of getting your sales process adopted



Four Elements of a Sales Process1 – Four-tiered Selling Process


Tier 1 - Developing an end-to-end sales cycle

Tier 2 – Identifying goals for each phase

Tier 3- Identifying activities to achieve each goal

Tier 4 – Identifying tools need to complete the activity



2 - Sales Performance Tools - Research Tools, Conversation Tools, ROI Tools, Negotiation Tools, Competitive Assessment Tools


Four Elements of a Sales Process



3 – Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process





4 – Monitoring Tools • Volume of deals flowing through the production line• Velocity of deal flow• Effectiveness of the sales tools• Effectiveness of salespeople





Best practices for building sales process• Do not try to build the perfect sales process

• Build different sales processes for direct sales versus channel sales

• Have a clear understanding of the start of the sales cycle and the end of the sales cycle

• Identify three or four “must have” activities for closing a deal

• Be customer centric… Integrate buyer’s buying process in your selling process

• Always define micro closes

• Get feed back and improve the process



Let’s build a sales process for selling enterprise software



1. Building selling process for SaaS applications

2. Building selling process for on-premise applications



Customizable Sales Process by Industry, Sales Culture, Product and Mode

Identifies the best selling practices for your organization Make process central to the everyday sales activities of your team

Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools

Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support

Landslide Sales P3 System – Sales Production System



Landslide Industry Recognition

• Gartner Group • “Magic Quadrant 2009 - Visionary Sector”• “Magic Quadrant 2008 – Visionary Sector”• “Magic Quadrant 2007 - Visionary Sector”• “Cool Vendor of the Year 2007”

• Frost and Sullivan • “Innovation of the Year 2007”

• Small Business Technology Magazine• “Product of the Year 2007”

• CRM Magazine Award• “One to Watch 2008”• “One to Watch 2007”



Thank You!• Want to start building your own Sales Production System?

Use ProvenPath, our free Sales Process Builder tool that helps you build your own comprehensive sales process



• Contact us:rig Phone: 1-866-450-8522

Email: [email protected] Web: www.landslide.com

• Download Today’s Slideswww.landslide.com/webinar