Dealmaker Suite

Dealmaker®

TAS Opportunity and Account Management Suite

Solution Description

Plan, Find, Create, Manage and Win More Sales Opportunities

© The TAS Group 20112

Customer Analysis – Business Drivers/KBRs

• First customer business driver or KBR

• Second customer business driver or KBR

• etc


Customer Analysis – Initiatives

• First customer initiative

• Second customer initiative

• etc


Customer Analysis – Critical Success Factors

• First CSF

• Second CSF

• etc


Dealmaker® TAS Opp and Acc Mgmt Suite

Dealmaker® TAS Opportunity and Account Management Suite helps sales professionals maximize the opportunities from key accounts, increase opportunity win rate, get accurate sales forecasts and improve sales performance, through on-demand sales best practice learning and application, resulting in sustained, predictable, and profitable revenue growth.

The solution incorporates world-leading sales methodologies (TAS®, ESP, PMP), real-time, deal-specific Coaching, step-by-step sales process, on-going insight and analysis through Forecast Analysis and Performance, instant objective deal alerts through Pulse and continuous best practice learning through Virtual Learning.



• Components• World-leading TAS, ESP, PMP sales methodology

• Step-by-step sales process

• Real-time deal-specific deal coaching

• Intelligent social networking with instant objective alerts

• Forecast and sales performance insight and analysis

• Virtual learning for on-the-job learning

• Impact• Maximized opportunities and win rate from key accounts

• Accurate sales forecasts

• Sustained, predictable, and profitable revenue growth



TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions

Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.

Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.

Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;

Sales Velocity; Deep insight for analysis and early coaching.

Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.

Coach Me – Real-time, deal-specific coaching

Pulse – Intelligent social networking with instant objective deal alerts

TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan











TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan


The TAS Group Sales Methodologies

• World-leading opportunity management, account management and channel management methodologies

• Favored by some of the world’s most admired selling organizations

• In use by more than 800,000 sales professionals and leaders around the world to find and grow revenue

• Constantly updated and improved both by our own methodology R&D center and customers’ feedback and insight


Key Benefits of Sales Methodology

• Target Account Selling (TAS)• Structured, repeatable methodology

• Enables better sales decision-making

• More effectively• Moves the Buying Process

• Creates Competitive Advantage

• Improves• Sales process execution

• Pipeline quality

• Forecast accuracy

• Sales results


- Early Qualification - Competitive Positioning & UBV - Risk Assessment & Alignment

- Competitive Strategies

- Political Analysis and Influence

- Relationship Strategies and Influencing the Influencers

- Executing Your Strategies and PRIME Activities

Testing

Implementation

Dealmaker Virtual Learning Modules

Assess the Opportunity

Set the Competitive Strategy

Identify the Key Players

Define the Relationship Strategy

Turn IdeasInto Actions

Test and Improvethe Plan

Implement the Process

Target Account Selling Process

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Target Account Selling Workshops










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Purpose• Provide you with a structured, repeatable

methodology for analyzing a sales opportunity

Benefits• Qualify opportunities faster and more effectively

by analyzing them from the most critical customer, business and competitive perspectives

• Invest time, energy and resources on the opportunities you are most likely to win

• Communicate the key issues more effectively using a common language

Output• Comprehensive assessment of your current

sales opportunity


TAS Opportunity Management

TAS 1-20 Opportunity Assessment

4 Key Questions Is there an opportunity? Can we compete? Can we win? Is it worth winning?

Discover: Compelling Event (to buy now) Access to Funds Political Alignment Solution Fit Unique Business Value

TAS Assessment










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Purpose• Review the elements of your opportunity that

influence strategy selection, including goals, objectives and competitive situation

Benefits• Align your sales objectives with the customer's

business objectives so you can communicate your Unique Business Value

• Select a competitive sales strategy that enables you to close the sales opportunity

Output• Analysis of your position for this opportunity

• Competitive strategy to win your sales opportunity



Dealmaker coaches on best competitive strategy Frontal Flanking Fragment Defend Develop

Increase win rate by anticipating competitors’ strategies

Competitive Strategy










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Purpose• Provide you with a framework for analyzing the

customer’s organization

• Identify the key characteristics of influence that differentiate those in the Inner Circle from those in the Political Structure

Benefits• Shorten your sales cycle by spending time with the

right people discussing the right issues

• Understand the customer’s politics so that you avoid surprises in the sales campaign

• Broaden your view of the customer’s organization so that you can expand your presence

Output• Organization map of the customer’s formal and

informal organization



Capture full opportunity picture Differentiate between hierarchy

and power Easily uncover all buying roles Develop relationship strategy for

each player in opportunity Get actionable coaching on how

to manage buyers Navigate power structure

effectively to increase win rate

Political Map










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Define the Decision Criteria & Relationship Strategy

Purpose• Construct relationship strategies to align with the

most powerful people in the customer organization

Benefits• Shorten your sales cycle by spending time with

the right people discussing the right issues

• Enhance the quality of key relationships sothat you can win the sales opportunity

Output• Relationship strategies for key people in the

customer organization who can influence the buying decision



Uncover formal buying criteria Uncover personal criteria of Get buying criteria rankings for

buyers and company Increase win rate by assessing

position against key criteria

Decision Criteria










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Turn Ideas Into Actions

Purpose• Identify the specific activities you will need to

implement to win this opportunity

• Identify the resources required to supporteach activity

Benefits• Shorten your sales cycle by identifying the

activities required to advance your sales campaign

• Align the resources required and the responsibility associated with the implementation of each specific activity

Output• Consolidated set of activities that focus on

winning the sales opportunity



Assign responsibilities and actions for effective execution

Ensure all activities are focused on progressing the opportunity

Minimize duplication of effort Win more quickly by moving the

buying process forward

PRIME Actions










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Test and Improve the Plan

Purpose Review, test and improve the plan

Benefits Determine where your plan will go wrong Ensure that your plan is realistic and

achievable Leverage your cumulative sales experience

Outputs Walk away with a better plan for closing these

opportunities and Reduce the time & effort it takes to do it!


The Test and Improve Process

Presenter

Reviewers

1. Present the Plan1. Present the Plan

2. Listen and Ask Questions

2. Listen and Ask Questions

3. Consider Plan Vulnerabilities

3. Consider Plan Vulnerabilities

4. Understand Vulnerabilities

4. Understand Vulnerabilities

6. Present Recommendations

6. Present Recommendations

5. Improve Plan5. Improve Plan

Understand the Plan(30 minutes)

Test the Plan(10 minutes)

Improve the Plan(20 minutes)

• Present key elements of your plan

• Let the presenter finish before asking questions

• Keep questions open-ended and concise

• Don’t challenge yet

• Think, don’t defend• Record and internalize

vulnerabilities

• Consider Customer, Competition, Organization Partner perspectives

• Focus on vulnerabilities, not mistakes

• Don’t offer solutions yet

• Propose solutions for each vulnerability

• Capture additional recommendations

• Modify Plan and schedule follow-up as needed

• Validate proposed solutions

• Offer additional solutions the sales team has missed










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Purpose Sustain the Value

Benefits Communicate expectations:

Ex: Opportunities = TAS Plan Ex: Opportunity Reviews = Frequency

Ensure that your plan is understood, realistic and achievable

Create strategic competitive advantage

Outputs Clear understanding of Prospect Organization Improved sales performance


Field Implementation

1. Review your TAS Opportunity Plan online with your Manager

2. Immediately apply the Initial Plan to all opportunities:• Due to close in less than 30 days• Above a certain revenue value• On the forecast• Deemed “critical” or “strategic”

3. Complete and test a TAS Opportunity Plan before:• Headquarters office visits• Senior management meeting with customers• Demonstrations/Presentations• Benchmarks/Prototypes• Formal proposals• Forecasting any significant sales opportunity• Implementing significant sales campaigns

4. Use the ongoing learning resources available:• Virtual Learning• Sales 2.0 Network• Coach Me


TAS Opportunity Management Summary

• Manage and win more opportunities by addressing critical questions

• Qualify early out of the wrong deals

• Increase the value of the deals you’re working on

• Increase your percentage close rate

• Decrease the length of the sales cycle

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TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.


Key Benefits of Sales Methodology

• Enterprise Selling Process (ESP); Portfolio Management Process (PMP)

• Structured, repeatable methodology

• Maximize account penetration

• More effectively• Inform and expand teamwork

• Defend/insulate against competition

• Target/create new business

• Improves• Revenue and profit growth

• Customer satisfaction and retention

• Internal alignment and velocity


Account Management Methodology at a Glance

• Profile and analyze customers’ business structure and organization

• Segment for business/service units or accounts, identifying targets where high mutual value exists - focus and prioritize

• Create new opportunities by mapping your solutions to customer’s business based on understanding Business Drivers, Initiatives and CSFs

• Select account strategy by analyzing current status, competitive position, future opportunity, and maximizing the use of relationships, partners and marketing

• Create revenue objectives, business development plan and then execute


Methodology - Profile

• Framework for understanding your customer

• Effectively analyze your customer and their industry

• Know what is valuable to your customer

• Discover the areas of mutual value


Plan framework done quickly

Integrates with CRM Account data

Define your own solutions Easily add team

members for real-time visibility and collaboration

Easy to create and maintain plans

Account Plan Set-up

Account Management


Account Management

Set up political maps for Accounts, Business and Service Units

Pull details from CRM system, saves time

Differentiate between hierarchy and power

Uncover all buying roles

Organization Structure


Methodology - Segment

• Model for segmenting your account• Qualify the importance of business

and service units• Build list of units on which to build

your account plan• Look at the account from a marketing

perspective and in the eyes of your customer


Methodology - Create

• Understand your role in the customer’s organization

• Improve your relationships through understanding their business

• Identify potential opportunities within selected units

• Prioritize opportunities against your customer’s business initiatives and CSFs


Account Management

Share structured ‘customer alignment’ research

Customer’s business drivers, initiatives and critical success factors

Identify new potential opportunities

Align opportunities to customer initiatives

Business Strategy Map


Account Management

Record all opportunities Explore how to sell all

solutions to all divisions Identify ‘White Space’ Segment business units Record relationship levels View complete account as

your marketplace

Opportunity Map


Methodology - Select

Framework for deciding mutual value of all opportunities

Determine the revenue potential in each unit

Devise clear strategy for each unit Plan the allocation of resources to

each unit


Account Management

Prioritize all opportunities for optimal targeting

Find areas of mutual high value

Customizable value criteria and scoring / ranking

Value Map Analysis


Methodology - Execute

• Establish the goal for your account• Develop revenue, business

development and cross-account objectives

• Implement specific actions to achieve objectives

• Tailor your approach to the decision orientation and culture of each customer


Account Management

Objectives, Strategies, Actions Develop objectives,

strategies and actions to enable effective execution

Align OSAs to plan or specific BU/SU

Automatically assign ownership for effective execution

OSAs – Getting it Done


Account Management

See your total addressable market in one view

Uncover the gaps and target additional revenues

Gauge the future health of all your accounts

Forecast by Global Accounts or Verticals

Share automatically with your teams and regions

MarketView – See It All


Working the Account Plan

Drive new opportunities through OM system

Build account plan and then work the deals

Seamless AM to OM integration

Expand account revenue

OM + AM Eco-System


Account Management

• Maximize the opportunities from your key accounts

• Effectively manage and support customers – lock out competition

• Strengthen internal alignment

• Increase net new opportunities

• Increase overall account revenues

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Coach Me

Coach Me

Intelligent, automated deal coaching

Guidance for each specific deal Allows the sales person to self-

coach Allows the sales coach to focus

on the high value-add areas


Coach Me Summary

• Intelligent, specific deal coaching

• Boosts revenue performance by making coaching easier

• Helps sales people to prepare for deal reviews and self-coach

• Helps sales coaches focus on where they can really add value

• Helps sales people sell smarter and coaches coach smarter













Sales Process Automation

Qualifier Assessment

Multiple sales processes supported

Mapped to customers’ buying process(es)

Standardized sales stages across organization

Action-oriented, common sales language across sales force

Automated next steps to follow


Sales Process vs. Sales Methodology

Sales Process• Where am I in this

opportunity?

• Accelerate the customer’s buying process

• Enterprise-wide activities

• Prescriptive

• Linear (one way)

• Stages (exits)

Sales Methodology• How am I doing in this

opportunity?

• Accelerate the company’s sales process

• Team and individual activities

• Deductive

• Iterative

• Continuous


Sales Process and Sales Methodology Together

• Sales Process layered into TAS methodology

• Repeated application of learnt best practice

• Cements the change of sales behavior

• Methodology and process, integrated with CRM system:• Sales quota improves 88%

• Sales proposal close rate improves 155%

Source: TAS Group Global Sales Effectiveness Benchmark Study, 2007-2009

Results from over 2,000 companies, 90% of which are not TAS Group customers


Sales Process Automation Summary

• Increase win rate and quota achievement with a defined sales process

• Efficiently use your sales resources with a defined process

• Unlock your customer’s buying process to win earlier

• Focus on the right opportunities with effective qualification

• Control the sale by aligning sales and buying processes













Pulse

Pulse

Follow instant deal, salesperson and account updates

Control what you publish and who follows you

Receive updates from your social networking communities

Catch up via the pulse stream and configurable email digest

Make good decisions based on total and instant knowledge


Pulse Summary

• Intelligent social networking for sales, with instant objective deal alerts, and configurable digests via email

• Solves the problem of instant sales information flow

• Sales people get immediate messages and advice

• Account teams get instant account updates

• Sales managers stay up-to-the-minute on major deals

• Accelerate revenues with objective, reliable information


Dealmaker TAS Opp and Acct Mgmt Suite











Accurate Sales Forecast

Forecast Analysis

Forecast accuracy you can bet your business on

Forecast by role or across accounts/vertical industries

System-audited data for accurate leading indicators

Objective close date and probability calculation

See and act on problems areas before it’s too late

Automated next steps to follow


Accurate Sales Forecast Summary

• Objective in-depth analysis of actual sales performance and insight into where to focus

• Accelerate sales through early coaching

• Removal of subjectivity which can naturally permeate sales people’s assessment

• Increased certainty and planning through accurate and confident reporting to the business













Performance Coach

* TAS Index Study - See Appendix

Pipeline Snapshot

Predict gaps in future revenue from pipeline shortfalls

Target stage values calculated from objective customer data

Drill-down into individual deals for quick and effective action


Performance Coach

Healthcheck

Determine true pipeline value Uncover active/inactive deals Generate remediation actions Take better informed marketing

decisions


Performance Coach

What’s Changed

See where the pipeline has changed during the period

Pinpoint where deals are lost, gone back or been discounted

Drill-down into individual deals for quick and effective action


Performance Coach

Velocity

Analyze sales velocity Compare individuals and teams

for better coaching Shorten sales cycle


Performance Coach

Activity

Analyze activity in Dealmaker Monitor key non-revenue

behavior Fix ‘change execution’ issues


Performance Coach Summary

Accelerate pipeline revenue Complete visibility of pipeline and deal data Continuous advance insight into what’s working

and what needs to be changed Course correct before it’s too late Act quickly and effectively based on metrics insight













Virtual Learning

Blended Learning Path• Virtual Learning

• Virtual Workshops

• Classroom workshops

• Learning – Application – Reinforcement

View sales learning as a process, not an event• Requires organizational commitment at all levels

• Executive sponsorship

• Management reinforcement

• On-demand tools to help the sales person in their daily selling


Virtual Learning

On-the-Job Methodology Learning Refresh your understanding with what

you need - when you need it


Virtual Learning

Sales 2.0 Environment Customizable Content Engine Rich Sales Best Practice Content


Virtual Learning

Learn key concepts in advance Methodology certification and

management reporting engine Review progress as you learn,

know what you know, and get coached on what you don’t know


Virtual Learning

Certification reporting for managers

Managerial view of sales person certification compliance

Know who to celebrate, and who to chase up prior to workshops


Virtual Learning

Apply acquired knowledge with expert remote coaching

Start working real opportunities in Dealmaker immediately


Virtual Learning Summary

• Immediate impact through bite-size concept learning for dramatically improved absorption

• Sustained sales performance through on-the-job learning and reinforcement of best practices

• Highly cost effective through remote learning and coaching for reduced travel time and expenses

• Accelerated sales success through customizable curricula and integration with your content and LMS

• Drives ROI by making sales performance an ongoing process rather than a one-off event

Date post:	30-Oct-2014
Category:	Technology
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Dealmaker Suite

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