catelas sales closer oct2010

Sales closer Copyright © 2010 Catelas Inc. All rights reserved.

Sales Closer – convert stalling deals to revenue

Robert LeveyOctober 2010

Sales effectiveness

80

85

90

95

100

105

110

115

120

125

Q1 Q2 Q3 Q4

Revenue Stalled deals converted


The #1 sales issue…bar none.


The Problem#1 sales challenge

Imagine if… in the sales process you could…• Identify problem deals earlier• Understand where and why they have stalled• Re-engage the client and successfully close the deal

• Deals have stalled• They get pushed into next quarter• …and finally disappear

CLOSURE

And increase sales by 10-20%


The sales assignment.


The assignment

VP of Sales Operations Jim has one week to go before qtr end. The regional heads of sales tell him total revenues will come in at $122M, but his CRM tool is telling him qtr to date sales of $85M… Jim’s boss is going ballistic. The qtr is riding on some very big deals that must close. Fast-forward one week. Actual sales for the quarter close at $105M, 14% below forecast. What happened?

… actual sales are behind forecast

Business impact: Sales and profits are below expectations. Senior management want answers The sales team thought they did a great job, yet

morale is low because forecasts were not met

Low morale!


Rewind…

Introducing… Catelas Sales Closer

An automated approach to an old problem:

Identify stalled deals much sooner Target the precise people to help you

close more deals

NOT… a CRM tool that wastes sales time by entering data and compiling reports

… actual sales are behind forecast

Convert 50% of stalled deals… increase sales by 10-20%


How Sales Closer works.


Litigation InvestigationsEarly Case Analytics1. Deal network

Jim maps the deals of his reps by visualizing the communications taking place between the reps [shaded black] and their accounts [shaded blue]

1. Jeff and James are the most active reps

These lines grade sales activity among and between the sales reps :RED= excellent, GREEN = very good, BLUE= good, GRAY= basic

2. Note how the reps are communicating between themselves, but not to customers

3. Note the reps that have not been active


Litigation InvestigationsEarly Case Analytics2. Identify problem deals

Jim now focuses on the 5 most important deals to close and the rep’s managing those accounts [reps are shaded blue, accounts are gray]

1. Marie’s deal with Joseph looks to be in good shape.

4. Sheila’s deal with Michael also looks to be in good shape

2. Two rep’s are working the Christopher deal, but there has not been much activity into this account

3. Sara’s deal with Tammy looks to be in good shape.


Litigation InvestigationsEarly Case Analytics3. Surround the account

Jim (or the reps themselves) can now surround the ? account

1. Christopher Mitchell has gone silent. How do we turn him around?

2. Matthew Flett who Sara know, has a good relationship with Christopher

3. Katryna (through Marie Heard), also knows Chris, and may also be able to help


Why does this approach work?


How We Do It

1. We analyze the company’s extended enterprise - every employee, contractor, partner, customer or friend who emails to or from your company

Why does it work?

2. We visualize relationships inside and outside your company - ‘who knows who’ and ‘how well’

3. We use the communications network to grade relationships and use those relationships to close deals.

5. The sales force does not enter hours worth of data to make the system work. It is generated automatically off existing IT systems.

4. The 1st sales tool that identifies valuable connections within a company that can help to close deals.


How we do it.


Robert LeveyEVP Sales & Marketing978 996 [email protected]

To find out more call or email…