COMPANY PROFILE 2019
THE SME DILEMMA
We hear the same things ALL the time… · Good sales people are so hard to find · Sales managers are even harder to find · My sales are all over the place · How do I get to some sort of predictable revenues?
WHY WEIGHTED PIPELINES DON’T WORK · A weighed pipeline is a calculation of a probability · There were numerous reasons – like large deals impacting the weighted pipeline, sandbagging reps (i.e. reps intentionally forecasting lower than they could close), shortcuts on sales stages during sales processes, CRMs not being up to date, etc. · It’s an unreliable way to predict where you will finally come out in terms of revenue. · And yet this is the standard forecasting method in many of the biggest CRMs out there. And countless organizations are using this method every day. · It doe’s not provide a predictable revenue process
BEHAVIORS · Sales person behaviors drive forecasting more than anything else · Wrong behaviors = Wrong outcomes · Correct behaviors = Predictable outcomes · The key to the right behaviors? · Discipline- daily CRM hygiene, tied to base criteria, tied to compensation
WELCOME TO Deal flow is a licensed and trade marked process developed by Terry Group Consulting It’s a set of disciplines and behavioral boundaries that can be built into any CRM and follow a defined flow process Allows management to see the exact position of a deal and its criteria Moves away from ‘weighed’ pipelines, accurately defines all engagements and also explains the why/background Manages flow of deals based on criteria relevant to your company
TGC DEAL FLOWTM Deals flow via criteria Deals can’t move unless they meet the criteria Each deal carries an indicative percentage It’s not a weighted pipeline Deals past a certain point can’t move back Sales operations manage the process Management achieve clarity across all deal details Provides a source of predictable revenue Fits with any existing CRM
EXAMPLE CRITERIA
Suspect Prospectus
Engaged
Commercials
Proposal
Contracts
Closed
Means early engagement enquiry from a website, lead referral not yet qualified. Means someone has been in touch and has qualified they are a fit and timing is within our sales cycling criteria, we can service the client with what we have or can partner with and there is some interest in a next stage discussion. Means we have had a meeting or more and there is a exploratory stage underway of understanding the customers requirements we are the beginning stage of a deal construct, we have agreed we will go after this one, and we have a good probability of winning. We have established a good relationship and have applied some of the sales methodologies that we are familiar with. Means we are in a commercial conversation, we have exchanged some pricing and are likely at, least a stage two on that, we have a clear understanding of what it might take to win and we are in a position to continue the conversation on a deal construct with the customer. Means we have worked with the client and have developed a solid commercial foundation based on the prior stage and are now at a final proposal stage, we are confident of a win here due to our engagement to date. Means the customer has accepted our offer, has legal on their side aligned, we are clear on who signs off and what’s required to do that and we have all bases covered, we understand that from here is just formality to execution of completed contracts, and has moved to contracts. We have received a signed contract and all internal paperwork is complete and signed of and we have moved to filling the contract and provisioning in now underway.
5% 15%
25%
50%
75%
90%
100%
HOW DEAL FLOW WORKS · We implement the Deal Flow structure into your organisation · Build the CRM disciplines around the Deal Flow process · Align the criteria of Deal Flow to sales behaviours and expectations · Develop/integrate/enhance digital marketing activity to align with the Deal Flow disciplines · Develop and implement the sales operations processes to align with the Deal Flow disciplines · Develop inside sales and lead generation activity to align with Deal Flow processes
DEAL FLOW TRACKS HOW PEOPLE BUY
Buyers Journey
Pipeline Building
· New business: Three years · Existing business: One to two years · Move through stages · Multiple engagements
· Prospect identification · Solutions and product
Marketing
Closing Sales
· Deal Flow · Telemarketing/inside sales · Processes/measurement
· Influence proposal preparation · Proposal · Sale
OUR PROGRAM INCLUDES
· Training your insides sales · Training your operations people · Development of rewards and incentive programs (hero to zero) · Mentoring · Behaviors · Group development—role play—leadership · Augmentation of your resources
BUSINESS GROWTH Business Model Evaluation
New Market/ Product Assessment
Detail Assess business models in order to determine whether or not it’s the optimal model to match the changing demands of their respective market
Explore new market opportunities such as the expansion into new geographies, the identification of new channels, the targeting of new customer segments, or even the creation of new product categories
Activities “Analysis Interviews Document Review Report Development Presentation of Findings & Recommendations” “Analysis Interviews Document Review Market Testing Report Development Presentation of Findings & Recommendations”
Deliverables Report
Pricing Time & Materials
Report
Time & Materials
Merger and Acquistion
Due Diligence
Detail Augment Merger and Acquisition with a Sales focus - determining fit to existing sales organisation and processes. Assist with any negotiation where practical
Activities “Analysis Interviews Report Development Presentation of Findings & Recommendations Assist Merger & Acquistion Team” Augment Due Diligence with a Sales “Analysis focus - determining fit to existing sales Interviews organisation and processes Report Development Presentation of Findings & Recommendations Assist Due Diligence Team”
Deliverables Report
Pricing Time & Materials
Report
Time & Materials
STRATEGY AND ADVICE Corporate Strategy
Detail Development of a plan to guide the growth and on-going management of the business. Focusing on mission, vision, goals and objectives. Factoring in concepts such as Product, Price and Promtion.
Sales & Marketing Development of a plan to guide the overall Sales and Marketing function within the business. The plan will outline, Communications, Sales Organisation, Channels to Market, Competitor Analysis, SWOT Analysis, Objectives, Roles and Responsibilities. Communications Development of a plan to guide customer engagement - both ad-hoc and structured. Will include stakeholder analysis, channels for engagement, messaging concepts. Will help guide all correspondence - marketing, account management, lead generation, etc.
Activities "Analysis Interviews Document Review Report Development Presentation of Findings & Recommendations" "Analysis Interviews Document Review Report Development Presentation of Findings & Recommendations"
Deliverables Report
Pricing Time & Materials
Report
Time & Materials
"Analysis Interviews Document Review Report Development Presentation of Findings & Recommendations"
Report
Time & Materials
Detail Sales Organisation Design the Sales and Marketing Organisation based on the Corporate Strategy, Sales and Marketing Objectives and Resource requirements.
Activities "Analysis Interviews Organisation Structure Roles and Responsibilities (including Behaviours) Remuneration Approach Report Development Presentation of Findings & Recommendations" Mentoring Provide guideance and advice to the Coaching Sessions - both individual Sales and Executive team around the and group sessions. Sales and Marketing function. Either individually or as a group. Branding and Corporate branding, logo and marketing Per Requirements Positioning positioning Market Research and test markets based on "Analysis Segmentation positioning and products/service offerings. Interviews Document Review Report Development Presentation of Findings & R ecommendations" Customer Profiling Research the customer base looking for "Analysis key characteristics that will drive branding, Interviews positioning, channels to market and Document Review overal positioning. Report Development Presentation of Findings & Recommendations"
Deliverables Report
Pricing Time & Materials
Report
Time & Materials
Report
Time & Materials
Report
Time & Materials
Report
Time & Materials
FOUNDATION (DEAL FLOW)
People Detail Critically evaluate and asssess current skills within the Organisations, taking into account future requirements. Identitfying gaps and developing a plan to address the gaps Templated Organisation Structure that is customised to suit the needs of the Organisation.
Activities "Analysis Interviews Document Review Report Development"
"Analysis Interviews Document Review Update Deal Flow Template" Templated Roles and Responsibilities "Analysis that are customised to suit the needs Interviews of the Organisation Document Review Update Deal Flow Template"
Training courses and supporting materials to underpin the sales function - encompasses Sales Training as well as use of supporting systems and processes Templated approach to remuneration Sales and Marketing staff that are customised to suit the needs of the Organisation. Templated Behaviours expected of staff within the Sales Function that are customised to suit the needs of the Organisation
Deliverables Report
Pricing Fixed Price
Customised Deal Fixed Price Flow Template
Customised Deal Fixed Price Flow Template
Quick Reference Fixed Price "Analysis Customise Deal Flow Templates as Guides needed Build bespoke materials as needed"
"Analysis Interviews Document Review Update Deal Flow Template" "Analysis Interviews Document Review Update Deal Flow Template"
Customised Deal Fixed Price Flow Template
Customised Deal Fixed Price Flow Template
Process
Detail Templated processes to guide Marketing activities and how the Marketing function supports and underpins the rest of the Sales function. Templated processes to guide Customer Communications
"Templated processed to guide how the operational aspects of the Sales process are to be managed. The main goal is to ensuring the CRM works cohesively and that resources across the Sales team engaged to ensure each deal is seamlessly progressed from one stage to the next."
Templated processed to guide how the operational aspects of the Sales process are to be managed. The main goal is understanding where the customer is in the buying and understanding the customer's needs. Templated processes formanaging existing accounts and driving new business within these accounts through upgrades, upselling & new products/services.
Activities "Analysis Interviews Document Review Update Deal Flow Playbook" "Analysis Interviews Document Review Update Deal Flow Playbook" "Analysis Interviews Document Review Update Deal Flow Playbook"
Deliverables Pricing Deal Flow - Playbook Fixed Price
"Analysis Interviews Document Review Update Deal Flow Playbook"
Deal Flow - Playbook Fixed Price
Deal Flow - Playbook Fixed Price
Deal Flow - Playbook Fixed Price
Deal Flow - Playbook Fixed Price "Analysis Interviews Document Review Update Deal Flow Playbook"
Technology
Detail Activities Setup and/or modify the preferred CRM "Analysis system to work with the Deal Flow process. Requirements Configure CRM system" Upload existing data (including any "Analysis enrichment of that data) into the CRM Requirements and ensure that the data is accurate and Load data" can be used within the Deal Flow process Setup and/or modify the preferred "Analysis Marketings system to work with the Requirements Deal Flow process. Configure Markketing system"
Deliverables Pricing Working Solution per Fixed Price requirements Working Solution per Fixed Price requirements
Working Solution per Fixed Price requirements
OPERATION ASSISTANCE
Detail Marketing Lead Generation Sales Operations
Inside Sales Business Development Account Management Pre-Sales Sales Management Recruitment Communications Customer Survey
Deliverables Per Work Statement Per Work Statement Per Work Statement Per Work Statement
Pricing Retainer Retainer Retainer Retainer
Per Work Statement
Retainer
Per Work Statement
Retainer
Per Work Statement Per Work Statement Per Work Statement Per Work Statement Per Work Statement
Retainer Retainer Retainer Retainer Retainer
CLIENTS BENEFITTING
COMPANY PROFILE 2019