B2B Sales Winners and Losers

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WEBINAR

Sales Visibility

Why B2B Sales Teams Won & Lost in 2015

Hosted by

Janice Mars, Principal and Founder

Jennifer Earl, SVP, Customer Success

Today’s Presenters

Conducted in Q4 2015• Over 100 enterprise sales leaders

across industries

• 25% with average deal size over $100K

• Over 30% with sales cycles longer than 6 months

Survey Methodology

How’d your team do?

50%Missed Quota

Summary of Key Findings

33% 33%

61%

Administrative tasks

get in the way

% of opportunities

lost if deal slippage Lack of Visibility

#1 reason theylost deals

Winners

2015 Winners and Losers

1. Key relationships with most decision makers & influencers

2. Clear understanding of business goals and initiatives and mapped solution to them

3. Quantified the potential value and ROI of solution

Top 3 Reasons

1. Lacked visibility of everything going on in account

2. Couldn’t prove value or create a senseof urgency

3. Competitive blind spots

LosersTop 3 Reasons

Case in Point: Relationships & Influencers

Lines of Business Relationships & Influencers

Priorities & Goals

Org Chart = Your Point of View Relationship Map = Customer’s Point of View

Financial services provider uses this more holistic view to reduce sales cycle length by understanding how decisions are influenced across buyer’s organization

Identifying Risk

VP of Sales reviewed visual relationship/strategy maps and discovered team did not have access to decision makers for $1.5M healthcare deal - moved opportunity out of forecast

before it negatively impacted quarterly forecast

sales leaders could not identify why their teams’ deals slipped past the close date

Case in Point: Spotting the Red Flags

Winners

2015 Winners




Top 3 Reasons

Case in Point: Mapping Solutions to Goals

Leading analytics company closed $17M deal by mapping their solutions to top 3 goals of Fortune 100 healthcare/pharma organization

Case in Point: Aligning Value & Solutions

Leading real estate information company used a visual approach to understand

what was preventing their customers from achieving their goals and mapped solutions to how they could remove those barriers

Sales BI ToolsPredictive Analytics

Performance ManagementCurriculum Tools

Decision ManagementRevenue Data Model Analytics

Winners

2015 Winners




Top 3 Reasons

Case in Point: A Proven Path to Revenue Goals

• Historically focused on net new business and adding more logos

• In 2014, 15 – 20% of revenue was from existing customers, many of who are in the Fortune 1000

• Launched organic growth initiative by segmenting and prioritizing key accounts by value, penetration, relationship and future potential

• Built a blueprint using account planning to facilitate collaboration with customer and uncover immediate expansion opportunities

Within 3 quarters, revenue doubled within key accountsRevenues were up more than 50% in the first quarter of 2015

2016 Quotas

85%

Have higher quotas this year

Meeting Rising Expectations in 2016

How to Kickstart Your 2016

• Find a Path to Visibility

• Get Creative When it Comes to Coaching

• Put Your Resources into Improving: People, Process and Technology

Find a Path to Visibility

Get Creative with Coaching

Put Your Resources into Improvement

People Process

Technology

After today’s session, you’ll get a copy of the full 2016 Sales Visibility Index Survey Report

Email me at [email protected]

to get a copy of the slides from today’s presentation

Next Steps

If we don’t get to your question or if you want to learn more about the customer stories presented today, please reach

out to:

[email protected]

[email protected]

Q & A