Increasing Sales Pipeline Visibility

Puneet SinghviVice President – Digital Sales

Times Internet Limited.

Track: Sales/Sales Operations Executives

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

Funnel Metrics

Deal Metrics

Sales Call Metrics

Traditional Funnel: Selling Activity Focus

Prospect

Qualify

Make Presentations

Submit Proposal

Close

Monitor Results

A buying funnel and a selling funnel

Buying Process

OrderOrder OrderOrder

Selling Process

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

Sweet Spot Matrix

Aligning Sales & Marketing Goals

Shared Sales & Marketing Goals

Questions?