web-touch selling...likely to close • web-touch provides: – application of less expensive...
TRANSCRIPT
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WebEx Confidential
Web-touch SellingHow Web-touch Enabling Your Sales Process Produces DramaticGains in Sales Productivity
Stu SchmidtVice PresidentSolution SalesWebEx
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WebEx Confidential
What Do You Think?
Customers Don’t Buy Solutions
BusinessResults
CurrentSituation
Solution
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WebEx Confidential
Poll – Have Any of These Happened to You?
• You and your team fly in for a big prospect presentation onlyto discover the prospect is months away from the project
• You arrive the night before the prospect call, but your SE issnowed in and won’t make it in time
• Your day-trip to LA gets off to a hot start when the guy in thecenter seat spills his coffee on your shirt
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WebEx Confidential
Agenda
• What do we mean by Web-touch Selling?
• The impact to Shape and Velocity of your
funnel
• The five tips to Web-touch Selling
• Q&A
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WebEx Confidential
Selling Models
Objective: Highest sales productivity, lowest resource usage,shortest sales cycles
Resource Utilization EffectivenessLow High
Engagem
ent
High
Low-touch
High-touch Web-touch
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WebEx Confidential
Shape and Velocity – Shape Considerations
Conversion Ratios
What are the
implications?
Which funnel
would you
rather have?
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WebEx Confidential
Impact of Web-touch to Conversion Ratios
• Objective: qualify opportunities out of the sales funnel earlyso that time and effort are focused on opportunities morelikely to close
• Web-touch provides:
– Application of less expensive resources on the early stages than high-touch
– Ability to touch far more prospects per day than high-touch
– More in-depth customer experience than low-touch
– Better qualification than either
• A 10% improvement in the conversion ratios of the first twosteps of a seven step sales process can result in a 40%improvement to sales productivity
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WebEx Confidential
Shape and Velocity – Velocity Considerations
• How long will it take to go from:
– Prospect to discovery?
– Discovery to solution?
– Solution to agreement?
– Agreement to contract?
• Impact of lag time
1 mile
30 mph ? mph
Average 60 mph
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WebEx Confidential
Impact of Web-touch to Velocity
• The greatest driver to lengthening a sales cycle is not thetime it takes to conduct a meeting – it’s how long it takes toschedule the next meeting
– Every time you have to schedule an additional sales call due to lackof resources, answers or decision makers adds weeks to the sale
– Too many of these, and we’re forced to do unnatural acts
• Web-touch provides:
– More immediate access to internal resources or experts than high-touch
– Better access to decision makers than low-touch
– Faster answers to issues than either
• A 10% reduction in sales cycle length can increaseproductivity by 25%, and move deals into this quarter
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WebEx Confidential
Tip 1: Effective Discovery
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WebEx Confidential
Tip 1: Effective Discovery
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WebEx Confidential
Tip 2: Eliminate Sales Cycle Lags
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WebEx Confidential
Tip 3: Constant Contact
Customer ABC Corp. Portal
ABC Corp.
Team
Members
Call
schedules
Sales
documents
Missed
meeting
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WebEx Confidential
Tip 4: Mutual Action Plan (Trip-Tik)
System up
and
running
July 15Today
April 4
April 30 May 30 June 30
ABC Inc.
WebEx
Key
Discovery
Meeting
Identify and
validate
business
objectives
Needs
assessment
info to Stu
Agree on
timeline
Implementation
Implementation
Contract
signed June 6
Legal Review
Create P.O.
Create
Proposal
Mutual
agreement
5/10
Dan to
approve
Case studies
to Dan
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WebEx Confidential
Tip 5: Embrace the Power of the Medium
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WebEx Confidential
Demonstration – Let’s See It In Action
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WebEx Confidential
Accelerate with Web-touch
WebEx Selling® SALES PROCESS STEPS
Prospect Call-out Discovery Solution Agreement Contract Win
Territory Plans
Effectivemarketingcampaigns
Selling plays
Access toDecision Maker
Quantify value
Establish solution
Discoverpurchasingprocess
Action Planproposed
Action Planunderway
Pre-proposalreview conducted
Negotiate pricingand terms andconditions
Buying decisionmade
Meets marketingcriteria
Initialqualificationestablished
Driving concernsidentified
Action questionsanswered
Sponsor agreedto move forward
Access to DMnegotiated
SALES PROCESS MILESTONES AND VERIFIABLE OUTCOMES
PotentialSponsoridentified
Signeddocuments
Agreed toabove inConcern
Confirmation
Contractnegotiationin process
Action Planagreed upon
Verbalapprovalreceived
MANAGEMENT SYSTEM
10% 25% 50% 75% 90% 100%
Develop businessstrategy and define
initiatives
Determinerequirements
Evaluateoptions
Selectsolution
Resolve issues& finalizecontracts
Implement &evaluatesuccess
Legal terms andconditions
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WebEx Confidential
Q&A