Increasing Sales Pipeline Visibility

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Increasing Sales Pipeline Visibility
Track Sales/Sales Operations Executives

• Puneet Singhvi
• Vice President Digital Sales
• Times Internet Limited.

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VPs of Sales Want RESULTS!

• Reps hitting quota!
• Reps being productive
• New customers

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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

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Traditional Sales Model
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Todays Buying Process
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New Sales Marketing Model
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Case Lead For Management
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Segmenting Targeting
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Relevant Content Via Nurturing
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New Game Pillars

• A buying process funnel model
• Business process investment and commitment to
  funnel management
• Reinforced by analysis

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Deal Metrics
Sales Call Metrics
Funnel Metrics
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Traditional Funnel Selling Activity Focus
Prospect
Qualify
Make Presentations
Submit Proposal
Close
Monitor Results
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A buying funnel and a selling funnel
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Merge the two funnels
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The Sales Metrics That Matter

• Pipeline
• Its not just the of deals, its how theyre
  moving
• Total value vs. velocity
• People
• Its not just how theyve done, its how theyre
  going to do
• Quota vs. scorecard
• Process
• Its not just having a process, its making sure
  its followed
• Data entry vs data accuracy

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Sweet Spot Matrix
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Aligning Sales Marketing Goals
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Shared Sales Marketing Goals
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Questions?