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Got New Game The Secrets of Funnel Management in a 2.0 World

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Got New Game The Secrets of Funnel Management in a 2.0 World

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    1. Got New Game? The Secrets of Funnel Management in a 2.0 World Ken Rudin, LucidEra Mark Sellers, Breakthrough Sales Performance

    4. Breakthrough Sales Performance

    5. Reps hitting quota! Reps being productive New customers VPs of Sales Want RESULTS!

    6. 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

    7. New Game Pillars A buying process funnel model Business process investment and commitment to funnel management Reinforced by analysis

    11. A buying funnel and a selling funnel

    12. Merge the two funnels

    14. With Good Funnel Data… Diagnosis (‘funnel ability’) is meaningful Action plans are more effective Achieving quota is more likely

    15. Ensuring Good Funnel Data Throughout the Year Scheduled ‘Inspections’ – Funnel Audits Focus on the Conversation

    16. The Path to Execution: The 8-Step Process

    17. Recommended Next Steps Look at your funnel and ask yourself: How confident are you in the data you’re looking at? How are you validating the accuracy of that data? Are you willing to bet your quota on that accuracy? For sales managers: Schedule a funnel session with every rep Review the funnel location of every deal Challenge them to prove that the BuyCycle stage has been met, by the customer

    19. Top 5 Sales Goals This Year

    20. CRM Alone is Only Half of the Solution

    21. Analytics: The Critical Second Half of CRM

    22. The Shift to SaaS is Helping… Simplicity Focused Applications Platform Power Customer Success

    23. But Do You Have the Right Metrics?

    24. But Do You Have the Right Metrics?

    25. Sales 2.0 Metrics That Matter

    26. New Sales Pipeline Metrics That Matter Pipeline Size Changes due to New opportunities added Amount added this period, and % of overall pipeline Opportunities pushed out or pulled in Opportunities that grew or shrank Pipeline Velocity Time to convert a lead to an opportunity Conversion rates from stage to stage Pipeline velocity by stage Sales cycle times by type of deal

    27. The Sales Metrics That Matter Pipeline It’s not just the # of deals, it’s how they’re moving Total value vs. velocity People It’s not just how they’ve done, it’s how they’re going to do Quota vs. scorecard Process It’s not just having a process, it’s making sure it’s followed Data entry vs data accuracy

    28. The LucidEra Pipeline Healthcheck™ Getting the Metrics that Matter Quickly

    29. Session Feedback Let us know how we’re doing and enter to win an iPod nano! Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: Overall rating of the session Quality of content Strength of presentation delivery Relevance of the session to your organization

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