AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
Pipeline accelerator
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2. Do your salespeople think their
pending deals are like this?
When they’re
actually like this?
3. Is projecting revenue like this?
What if you could feel
more confident about your
revenue projections?
4. The SITUATION
Accurate forecasting is a challenging task for all levels of a sales
organization
Account Executive’s lack accurate information about the deals in
their pipeline and their views are subjective and often too optimistic
Account Executive’s forecast tends to be based on wishful thinking
and lack hard evidence
Sales managers don’t have access to reliable sales intelligence to
validate the accuracy of the forecast
An inaccurate forecast is a poor reflection on the organization from
the Account Executive all the way to the CEO
5. Powered by
The SOLUTION:
The Pipeline Management Process that
combines Sales Expertise
& Sales Intelligence to…
6. Powered by
Sales Expertise & Sales Intelligence Combined
Increase Win Rates
Increase the number of AE’s making quota
Reduce number of deals slipping past their close Date
Reduce the number of ‘No-Decision’ deals
Increase Forecasting Accuracy
Gain greater Predictability in Revenue Projections
Inspire Confidence & Trust in Sales Forecasts
7. Powered by
Sales Expertise & Sales Intelligence Combined
The Intelligence by Occulus The Expertise by The Center for Sales Strategy
–Provides the sales science to a
sales organization enabling it to
accurately assess the quality of
deals in the pipeline
–Informs sales organizations
what to do to win more
business
–Provides objective probabilities
for winning and timing
– Provides the sales expertise to a
sales organization enabling it to
accurately forecast revenue based
on the assessments
– Develops the strategy on how to
win more business utilizing the
principles of How Selling and the
information from the Pipeline
Accelerator predictive analytics
software
8. STEP 1:
Powered by
Sales Expertise & Sales Intelligence Combined
The Account Executive (AE) answers a series of multiple choice
questions that cover the key areas of a deal:
Quality and definition of the Opportunity
Quality of the Solution
Understanding of the prospect’s Buying Process
Depth & Breadth of the Relationship
Understanding of the Competition
Understanding of the Timing
10. STEP 3:
Powered by
Sales Expertise & Sales Intelligence Combined
PIPELINE Accelerator determines what needs to be done to win
the deal; the AE and the Sales Manager determine how to do it:
•The SWOT Analysis identifies the strengths & weaknesses of the AE’s
selling strategy and provides the basis for developing strategies to build
on the strengths and mitigate the weaknesses.
•Provides a list of “still missing” information the AE needs to obtain
•Determines what “specific actions” the AE needs to do to improve their
chances of winning
•Development of a strategy on how to win the business
11. BENEFITS:
Powered by
Sales Expertise & Sales Intelligence Combined
Increased Win Rates
More AE’s making quota
Reduction in Deal Slippage
Reduction in ‘No-Decision’ deals
Increased Forecasting Accuracy
Greater Predictability in Revenue Projections
Great Confidence & Trust in Sales Forecasts
12. Sales Expertise & Sales Intelligence Combined
THE SERVICE: definition
Powered by
13. Powered by
Sales Expertise & Sales Intelligence Combined
THE SERVICE: deliverables
Assist the Sales Manager in establishing more realistic forecasts
Identify tendencies in the sales operation that is holding it back
Identify tendencies in a particular AE that is holding them back
Spot what is stuck in the funnel, where it is stuck and how to un-stick it
Identify potential ‘No-Decision’ deals and deals that might slip past the
close date
Use the “How Selling” steps, tools and resources to win more business
14. Powered by
Sales Expertise & Sales Intelligence Combined
To learn more how Pipeline Accelerator can solve your specific
pipeline issues, please contact:
Harry Tomasides, Senior Consultant
The Center for Sales Strategy
harrytomasides@csscenter.com
Thank you.