Background:• 2002-2012 Salesforce• VP EMEA UK&I• PipelineCheck• Members AA-ISP/ISDN

PRODUCTIVITYMATRIX

PRODUCTIVITY MATRIX

Sale

s

Pipeline Points

Sales Rep

Average

PipelineCheck.com 2016 ©

React Leaders

Inactive Ineffective

G R O W T H

MATRIX

GROWTH MATRIX

Sales Rep

Average

PipelineCheck.com 2016 ©

Pessimists Leaders

Optimists QualifiersSa

les

Prediction Points

Agenda:• Hiring for inside sales• Deciding territories• Lead generation & management• Qualifying for volume and value• Discovering problems• Establishing value and beating competitors• Managing trials• Establishing real closing events• How to forecast and manage pipeline

Hiring for inside sales• Superstars• Role play based interviews• Pay very well• Not supporting field• Increase the lines• Territories• Promote from within

Deciding territories:• Fair• Mix new and existing• Adjust annually• Stay in lane

Lead generation & management:• Air superiority• Inbound / outbound lead teams• Qualification• CRM Lead v Opportunity

Qualifying for volume and value:• Sales methodology• Dynamic• Working the opportunity

Discovering problems:• Phone based skill• Rapport• Active listening• Current situation• Business and personal• Alternatives tried• Consensus

Establishing value and beating competitors:• Focus on the customer• Goal in $ and Time• Quantify problem• Discuss alternatives • Warning: Functionally rich• High level one liners

Managing trials:• Needed?• Goal• Tasks• Ownership• Cover in demos• Validate in trial• References

Establishing real closing events:• See goals, problems/solutions

How to forecast and manage pipeline:• What do the reps need (1 day/month/year)?• Know your reps• Is pipeline being wasted?• Win rates• Deal size• Close dates

QUESTIONS

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