More about the Success:
Situation:
Huge sales burden brought on by manual inefficiencies and a lack of standardization, which reduces the amount of time spent with customers. Cross- and up-sell opportunities are frequently hindered by a frequently a product-centric approach rather than a customer-centric one with limited collaboration. inaccurate forecasting without taking opportunity maturity and probability into account. For complex opportunities involving multiple product/service offerings and/or multiple customer locations, slow and disorganized management techniques are used. Deal approval is a laborious process, and the relative size and profitability of deals are not well understood.
Solution:
A standard set of sales phases and stages can be aligned with using the SandME solution, which also promotes collaboration. Sales Process Taxonomy: Detailed workflows for important sales activities, entry and exit standards by sales stage, prescriptive advice for sellers, and approval workflows from opportunity creation to order booking. Sales Approach: Specialized sales motions for each customer segment, including relationship-based motions for enterprise customers and transactional motions for SMB and inside sales. Sales methodology: Segmented customer-specific Miller Heiman embedded sales methodology. Delegation of Authority is a standardized and scalable risk mitigation process that makes sure large deals are thoroughly examined before being approved. Complex Opportunity Management Model: a method for handling various scenarios in accordance with the purchasing process. Opportunities with a different buyer, end user, and multiple associated sites are examples of this type of opportunity. Sales Pipeline and Forecast: Reports and dashboards that are in line with typical sales stages to accurately reflect sales pipeline and forecast. Automated Alerts: to guarantee proactive renewal follow-up. To increase cross- and up-sell opportunities, increase share of wallet, and sell as a team, use integrated collaboration.
Results:
By designing a deal approval model with optimized approval levels, you can shorten the time it takes to book a deal. Through improved processes for managing both simple and complex opportunities, increase win rate and shorten sales cycle time. Deal size increase due to an increase in cross- and upselling activities Aligned opportunities with forecast categories and pipeline probabilities helped manage the pipeline more effectively and increase pipeline growth.
Huge sales burden brought on by manual inefficiencies and a lack of standardization, which reduces the amount of time spent with customers. Cross- and up-sell opportunities are frequently hindered by a frequently a product-centric approach rather than a customer-centric one with limited collaboration. inaccurate forecasting without taking opportunity maturity and probability into account. For complex opportunities involving multiple product/service offerings and/or multiple customer locations, slow and disorganized management techniques are used. Deal approval is a laborious process, and the relative size and profitability of deals are not well understood.
Solution:
A standard set of sales phases and stages can be aligned with using the SandME solution, which also promotes collaboration. Sales Process Taxonomy: Detailed workflows for important sales activities, entry and exit standards by sales stage, prescriptive advice for sellers, and approval workflows from opportunity creation to order booking. Sales Approach: Specialized sales motions for each customer segment, including relationship-based motions for enterprise customers and transactional motions for SMB and inside sales. Sales methodology: Segmented customer-specific Miller Heiman embedded sales methodology. Delegation of Authority is a standardized and scalable risk mitigation process that makes sure large deals are thoroughly examined before being approved. Complex Opportunity Management Model: a method for handling various scenarios in accordance with the purchasing process. Opportunities with a different buyer, end user, and multiple associated sites are examples of this type of opportunity. Sales Pipeline and Forecast: Reports and dashboards that are in line with typical sales stages to accurately reflect sales pipeline and forecast. Automated Alerts: to guarantee proactive renewal follow-up. To increase cross- and up-sell opportunities, increase share of wallet, and sell as a team, use integrated collaboration.
Results:
By designing a deal approval model with optimized approval levels, you can shorten the time it takes to book a deal. Through improved processes for managing both simple and complex opportunities, increase win rate and shorten sales cycle time. Deal size increase due to an increase in cross- and upselling activities Aligned opportunities with forecast categories and pipeline probabilities helped manage the pipeline more effectively and increase pipeline growth.
