Track: Sales/Sales Operations Executives
Increasing Sales Pipeline Visibility
Puneet Singhvi
Vice President – Digital Sales
Times Internet Limited.
VPs of Sales Want RESULTS!
• Reps hitting quota!
• Reps being productive
• New customers
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
Traditional Sales Model
Today’s Buying Process
New Sales & Marketing Model
Case Lead For Management
Segmenting & Targeting
Relevant Content Via Nurturing
New Game Pillars
• A buying process funnel model
• Business process investment and commitment
to funnel management
• Reinforced by analysis
Sales Call
Metrics
Deal
Metrics
Funnel
Metrics
Traditional Funnel: Selling Activity Focus
Prospect
Qualify
Make
Presentations
Submit
Proposal
Close
Monitor Results
A buying funnel and a selling funnel
Buying Process
Selling Process
Order
Order
The Sales Metrics That Matter
• Pipeline
– It’s not just the # of deals, it’s
how they’re moving
– Total value vs. velocity
Pipeline
• 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
Process
People
Sweet Spot Matrix
Aligning Sales & Marketing Goals
Shared Sales & Marketing Goals
Questions?