SlideShare une entreprise Scribd logo

The challenges of managing a complex sales process

•Télécharger en tant que PPT, PDF•
•
Ashutosh Bijoor
Ashutosh Bijoor

Is your sales process complex? Are you facing challenges in scaling up your sales process? What can you do about it? These are some of the questions this presentation attempts to answer

BusinessTechnologie
1  sur  12
Complex Sales The challenges of managing complex sales Ashutosh Bijoor, March 04, 2008
Typical Complex Sales Process
The Complex Sales Pipeline Milestones Opportunities Funnel 6 3 8 7 2 1 Responsible Time 0 days 15 days 35 days 55 days 70 days M1 Lead Captured M2 Requirements Understood M3 Solution Proposed M4 Negotiation M5 Order Confirmed 6 3 4 5 8 7 2 1 M6 Order Lost 6 3 4 5 8 7 2 1 6 3 4 5 8 7 2 1 6 3 4 5 7 2 4 5 Sales Sales Sales Sales Sales
Stake Holders ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Top Management / Principals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Challenges Needs
Direct Sales / Sales Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Challenges Needs
Channel Partners / Distributors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Challenges Needs
Support and Fulfillment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Challenges Needs
Customers / Business Partners ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Challenges Needs
Current Solution Options ,[object Object],[object Object],[object Object],[object Object]
Implementation Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Find out how On2Biz can help manage your complex sales http://on2.biz

Recommandé

Devising An Efficient Sales Process For B2B Entrepreneur
Devising An Efficient Sales Process For B2B EntrepreneurDevising An Efficient Sales Process For B2B Entrepreneur
Devising An Efficient Sales Process For B2B EntrepreneurBiz2Credit Info Services
 
Using Kentico EMS to optimize the B2B sales process
Using Kentico EMS to optimize the B2B sales processUsing Kentico EMS to optimize the B2B sales process
Using Kentico EMS to optimize the B2B sales processJames Williamson
 
How to map a sales process
How to map a sales processHow to map a sales process
How to map a sales processThe Friday Times
 
Trends, Tools and Techniques for the Modern Sales Process
Trends, Tools and Techniques for the Modern Sales ProcessTrends, Tools and Techniques for the Modern Sales Process
Trends, Tools and Techniques for the Modern Sales ProcessSean Henri
 
How to identify and build a scaleable sales process
How to identify and build a scaleable sales processHow to identify and build a scaleable sales process
How to identify and build a scaleable sales processFrank Dale
 
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
 
B2B Sales For Startups by @techalamenthe
B2B Sales For Startups by @techalamentheB2B Sales For Startups by @techalamenthe
B2B Sales For Startups by @techalamentheYoussef Rahoui
 
5 Proven Sales Management Secrets
5 Proven Sales Management Secrets5 Proven Sales Management Secrets
5 Proven Sales Management SecretsCraig Rosenberg
 

Recommandé

Devising An Efficient Sales Process For B2B Entrepreneur
Devising An Efficient Sales Process For B2B EntrepreneurDevising An Efficient Sales Process For B2B Entrepreneur
Devising An Efficient Sales Process For B2B EntrepreneurBiz2Credit Info Services
 
Using Kentico EMS to optimize the B2B sales process
Using Kentico EMS to optimize the B2B sales processUsing Kentico EMS to optimize the B2B sales process
Using Kentico EMS to optimize the B2B sales processJames Williamson
 
How to map a sales process
How to map a sales processHow to map a sales process
How to map a sales processThe Friday Times
 
Trends, Tools and Techniques for the Modern Sales Process
Trends, Tools and Techniques for the Modern Sales ProcessTrends, Tools and Techniques for the Modern Sales Process
Trends, Tools and Techniques for the Modern Sales ProcessSean Henri
 
How to identify and build a scaleable sales process
How to identify and build a scaleable sales processHow to identify and build a scaleable sales process
How to identify and build a scaleable sales processFrank Dale
 
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
 
B2B Sales For Startups by @techalamenthe
B2B Sales For Startups by @techalamentheB2B Sales For Startups by @techalamenthe
B2B Sales For Startups by @techalamentheYoussef Rahoui
 
5 Proven Sales Management Secrets
5 Proven Sales Management Secrets5 Proven Sales Management Secrets
5 Proven Sales Management SecretsCraig Rosenberg
 
What Is Growth Marketing?
What Is Growth Marketing?What Is Growth Marketing?
What Is Growth Marketing?Drift
 
Building a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanBuilding a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanHeinz Marketing Inc
 
What is Startup Marketing?
What is Startup Marketing?What is Startup Marketing?
What is Startup Marketing?April Dunford
 
How B2B Selling Works Today
How B2B Selling Works TodayHow B2B Selling Works Today
How B2B Selling Works TodayTara Hagan
 
NWEN eIQ: Go To Market Strategy Best Practices
NWEN eIQ: Go To Market Strategy Best PracticesNWEN eIQ: Go To Market Strategy Best Practices
NWEN eIQ: Go To Market Strategy Best PracticesHeinz Marketing Inc
 
SaaS sales process
SaaS sales processSaaS sales process
SaaS sales processBrian Groth
 
Development of a Sales Presentation
Development of a Sales PresentationDevelopment of a Sales Presentation
Development of a Sales PresentationRon Simeral
 
15 Must Have Sales Technologies
15 Must Have Sales Technologies15 Must Have Sales Technologies
15 Must Have Sales TechnologiesCraig Rosenberg
 
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationCraig Rosenberg
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales ProcessJoe Matz
 
Secrets to Successful B2B Sales & Marketing Metrics
Secrets to Successful B2B Sales & Marketing MetricsSecrets to Successful B2B Sales & Marketing Metrics
Secrets to Successful B2B Sales & Marketing MetricsHeinz Marketing Inc
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting SBI | Sales Benchmark Index
 
Sales Enablement Approach
Sales Enablement ApproachSales Enablement Approach
Sales Enablement ApproachDonF
 
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeWebinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeMediafly
 
The buying experience whitepaper
The buying experience whitepaperThe buying experience whitepaper
The buying experience whitepaperCraig Rosenberg
 
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)Heinz Marketing Inc
 
The Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQThe Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQBrandon Redlinger
 
Be Awesome at Startup Marketing and Sales
Be Awesome at Startup Marketing and SalesBe Awesome at Startup Marketing and Sales
Be Awesome at Startup Marketing and SalesApril Dunford
 
10 Sins of Enterprise Sales
10 Sins of Enterprise Sales10 Sins of Enterprise Sales
10 Sins of Enterprise SalesEnterprise Sales Meetup
 
How to achieve a frictionless sale every time
How to achieve a frictionless sale every timeHow to achieve a frictionless sale every time
How to achieve a frictionless sale every timeHeinz Marketing Inc
 
Complex sales v0.12
Complex sales v0.12Complex sales v0.12
Complex sales v0.12Ashutosh Bijoor
 
GroundBreak_PitchDeck__ver8a_narration_linkedin
GroundBreak_PitchDeck__ver8a_narration_linkedinGroundBreak_PitchDeck__ver8a_narration_linkedin
GroundBreak_PitchDeck__ver8a_narration_linkedinKevin Sasser
 

Contenu connexe

Tendances

What Is Growth Marketing?
What Is Growth Marketing?What Is Growth Marketing?
What Is Growth Marketing?Drift
 
Building a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanBuilding a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanHeinz Marketing Inc
 
What is Startup Marketing?
What is Startup Marketing?What is Startup Marketing?
What is Startup Marketing?April Dunford
 
How B2B Selling Works Today
How B2B Selling Works TodayHow B2B Selling Works Today
How B2B Selling Works TodayTara Hagan
 
NWEN eIQ: Go To Market Strategy Best Practices
NWEN eIQ: Go To Market Strategy Best PracticesNWEN eIQ: Go To Market Strategy Best Practices
NWEN eIQ: Go To Market Strategy Best PracticesHeinz Marketing Inc
 
SaaS sales process
SaaS sales processSaaS sales process
SaaS sales processBrian Groth
 
Development of a Sales Presentation
Development of a Sales PresentationDevelopment of a Sales Presentation
Development of a Sales PresentationRon Simeral
 
15 Must Have Sales Technologies
15 Must Have Sales Technologies15 Must Have Sales Technologies
15 Must Have Sales TechnologiesCraig Rosenberg
 
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationCraig Rosenberg
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales ProcessJoe Matz
 
Secrets to Successful B2B Sales & Marketing Metrics
Secrets to Successful B2B Sales & Marketing MetricsSecrets to Successful B2B Sales & Marketing Metrics
Secrets to Successful B2B Sales & Marketing MetricsHeinz Marketing Inc
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting SBI | Sales Benchmark Index
 
Sales Enablement Approach
Sales Enablement ApproachSales Enablement Approach
Sales Enablement ApproachDonF
 
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeWebinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeMediafly
 
The buying experience whitepaper
The buying experience whitepaperThe buying experience whitepaper
The buying experience whitepaperCraig Rosenberg
 
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)Heinz Marketing Inc
 
The Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQThe Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQBrandon Redlinger
 
Be Awesome at Startup Marketing and Sales
Be Awesome at Startup Marketing and SalesBe Awesome at Startup Marketing and Sales
Be Awesome at Startup Marketing and SalesApril Dunford
 
How to achieve a frictionless sale every time
How to achieve a frictionless sale every timeHow to achieve a frictionless sale every time
How to achieve a frictionless sale every timeHeinz Marketing Inc
 

Tendances (20)

What Is Growth Marketing?
What Is Growth Marketing?What Is Growth Marketing?
What Is Growth Marketing?
 
Building a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing PlanBuilding a Successful Sales & Marketing Plan
Building a Successful Sales & Marketing Plan
 
What is Startup Marketing?
What is Startup Marketing?What is Startup Marketing?
What is Startup Marketing?
 
How B2B Selling Works Today
How B2B Selling Works TodayHow B2B Selling Works Today
How B2B Selling Works Today
 
NWEN eIQ: Go To Market Strategy Best Practices
NWEN eIQ: Go To Market Strategy Best PracticesNWEN eIQ: Go To Market Strategy Best Practices
NWEN eIQ: Go To Market Strategy Best Practices
 
SaaS sales process
SaaS sales processSaaS sales process
SaaS sales process
 
Development of a Sales Presentation
Development of a Sales PresentationDevelopment of a Sales Presentation
Development of a Sales Presentation
 
15 Must Have Sales Technologies
15 Must Have Sales Technologies15 Must Have Sales Technologies
15 Must Have Sales Technologies
 
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
 
The Sales Process
The Sales ProcessThe Sales Process
The Sales Process
 
Secrets to Successful B2B Sales & Marketing Metrics
Secrets to Successful B2B Sales & Marketing MetricsSecrets to Successful B2B Sales & Marketing Metrics
Secrets to Successful B2B Sales & Marketing Metrics
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting
 
Sales Enablement Approach
Sales Enablement ApproachSales Enablement Approach
Sales Enablement Approach
 
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeWebinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
 
The buying experience whitepaper
The buying experience whitepaperThe buying experience whitepaper
The buying experience whitepaper
 
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
 
The Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQThe Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQ
 
Be Awesome at Startup Marketing and Sales
Be Awesome at Startup Marketing and SalesBe Awesome at Startup Marketing and Sales
Be Awesome at Startup Marketing and Sales
 
10 Sins of Enterprise Sales
10 Sins of Enterprise Sales10 Sins of Enterprise Sales
10 Sins of Enterprise Sales
 
How to achieve a frictionless sale every time
How to achieve a frictionless sale every timeHow to achieve a frictionless sale every time
How to achieve a frictionless sale every time
 

En vedette

GroundBreak_PitchDeck__ver8a_narration_linkedin
GroundBreak_PitchDeck__ver8a_narration_linkedinGroundBreak_PitchDeck__ver8a_narration_linkedin
GroundBreak_PitchDeck__ver8a_narration_linkedinKevin Sasser
 
Product camp 2015_presentation
Product camp 2015_presentationProduct camp 2015_presentation
Product camp 2015_presentationKevin Sasser
 
How to prospect for new business
How to prospect for new businessHow to prospect for new business
How to prospect for new businessKevin Sasser
 
Sales Presentations for Complex Sales
Sales Presentations for Complex SalesSales Presentations for Complex Sales
Sales Presentations for Complex SalesKevin Sasser
 
Solution Selling Methodology Training
Solution Selling Methodology TrainingSolution Selling Methodology Training
Solution Selling Methodology TrainingMichael Nitso
 
Software defined storage provisioning using ibm smart cloud
Software defined storage provisioning using ibm smart cloudSoftware defined storage provisioning using ibm smart cloud
Software defined storage provisioning using ibm smart cloudxKinAnx
 
How to sell the answer
How to sell the answerHow to sell the answer
How to sell the answerJens Edgren
 
Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...
Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...
Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...Association for Project Management
 
Content Marketing - Bridging the Brand to Customer Gap
Content Marketing - Bridging the Brand to Customer GapContent Marketing - Bridging the Brand to Customer Gap
Content Marketing - Bridging the Brand to Customer GapJoe Hines
 
The best form of Sales Person for complex sales in the new economy
The best form of Sales Person for complex sales in the new economyThe best form of Sales Person for complex sales in the new economy
The best form of Sales Person for complex sales in the new economyAchievers Group (Australia)
 
Meet Brand Ascension - 2017
Meet Brand Ascension - 2017Meet Brand Ascension - 2017
Meet Brand Ascension - 2017Brand Ascension
 
Strategic Planning for Small Businesses
Strategic Planning for Small BusinessesStrategic Planning for Small Businesses
Strategic Planning for Small BusinessesJoe Hines
 
Increase your Customers' Lifetime Value
Increase your Customers' Lifetime ValueIncrease your Customers' Lifetime Value
Increase your Customers' Lifetime ValueNextBee Media
 
People buy people but are they buying you
People buy people but are they buying youPeople buy people but are they buying you
People buy people but are they buying youPractically Perfect PA
 
MT46 Virtualization Integration with Unity
MT46 Virtualization Integration with UnityMT46 Virtualization Integration with Unity
MT46 Virtualization Integration with UnityDell EMC World
 
6 Steps to be really successful in complex B2B sales
6 Steps to be really successful in complex B2B sales6 Steps to be really successful in complex B2B sales
6 Steps to be really successful in complex B2B salesGunnar Schroeder
 
Accion Cloud in Practice - Cloud Comuting Platforms Classification
Accion Cloud in Practice - Cloud Comuting Platforms ClassificationAccion Cloud in Practice - Cloud Comuting Platforms Classification
Accion Cloud in Practice - Cloud Comuting Platforms ClassificationAshutosh Bijoor
 
In Entrepreneurship, Cash Rules
In Entrepreneurship, Cash RulesIn Entrepreneurship, Cash Rules
In Entrepreneurship, Cash RulesRev1 Ventures
 

En vedette (20)

Complex sales v0.12
Complex sales v0.12Complex sales v0.12
Complex sales v0.12
 
GroundBreak_PitchDeck__ver8a_narration_linkedin
GroundBreak_PitchDeck__ver8a_narration_linkedinGroundBreak_PitchDeck__ver8a_narration_linkedin
GroundBreak_PitchDeck__ver8a_narration_linkedin
 
Product camp 2015_presentation
Product camp 2015_presentationProduct camp 2015_presentation
Product camp 2015_presentation
 
How to prospect for new business
How to prospect for new businessHow to prospect for new business
How to prospect for new business
 
Sales Presentations for Complex Sales
Sales Presentations for Complex SalesSales Presentations for Complex Sales
Sales Presentations for Complex Sales
 
Solution Selling Methodology Training
Solution Selling Methodology TrainingSolution Selling Methodology Training
Solution Selling Methodology Training
 
Software defined storage provisioning using ibm smart cloud
Software defined storage provisioning using ibm smart cloudSoftware defined storage provisioning using ibm smart cloud
Software defined storage provisioning using ibm smart cloud
 
How to sell the answer
How to sell the answerHow to sell the answer
How to sell the answer
 
Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...
Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...
Managing complexity: taking back control, Carolyn Limbert, Wednesday 21st Jan...
 
Content Marketing - Bridging the Brand to Customer Gap
Content Marketing - Bridging the Brand to Customer GapContent Marketing - Bridging the Brand to Customer Gap
Content Marketing - Bridging the Brand to Customer Gap
 
The best form of Sales Person for complex sales in the new economy
The best form of Sales Person for complex sales in the new economyThe best form of Sales Person for complex sales in the new economy
The best form of Sales Person for complex sales in the new economy
 
Meet Brand Ascension - 2017
Meet Brand Ascension - 2017Meet Brand Ascension - 2017
Meet Brand Ascension - 2017
 
Strategic Planning for Small Businesses
Strategic Planning for Small BusinessesStrategic Planning for Small Businesses
Strategic Planning for Small Businesses
 
Increase your Customers' Lifetime Value
Increase your Customers' Lifetime ValueIncrease your Customers' Lifetime Value
Increase your Customers' Lifetime Value
 
People buy people but are they buying you
People buy people but are they buying youPeople buy people but are they buying you
People buy people but are they buying you
 
10 irrefutable Laws of customer service.
10 irrefutable Laws of customer service.10 irrefutable Laws of customer service.
10 irrefutable Laws of customer service.
 
MT46 Virtualization Integration with Unity
MT46 Virtualization Integration with UnityMT46 Virtualization Integration with Unity
MT46 Virtualization Integration with Unity
 
6 Steps to be really successful in complex B2B sales
6 Steps to be really successful in complex B2B sales6 Steps to be really successful in complex B2B sales
6 Steps to be really successful in complex B2B sales
 
Accion Cloud in Practice - Cloud Comuting Platforms Classification
Accion Cloud in Practice - Cloud Comuting Platforms ClassificationAccion Cloud in Practice - Cloud Comuting Platforms Classification
Accion Cloud in Practice - Cloud Comuting Platforms Classification
 
In Entrepreneurship, Cash Rules
In Entrepreneurship, Cash RulesIn Entrepreneurship, Cash Rules
In Entrepreneurship, Cash Rules
 

Similaire à The challenges of managing a complex sales process

Sales management 5
Sales management 5Sales management 5
Sales management 5Swarit Yadav
 
Sales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedInSales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedInchristyaron
 
OpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity ModelOpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
 
The Sales Productivity Benchmark: Rate your Sales Force Against World Class
The Sales Productivity Benchmark: Rate your Sales Force Against World ClassThe Sales Productivity Benchmark: Rate your Sales Force Against World Class
The Sales Productivity Benchmark: Rate your Sales Force Against World ClassSBI | Sales Benchmark Index
 
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelOpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
 
Trade Promotion Management
Trade Promotion ManagementTrade Promotion Management
Trade Promotion ManagementDhiren Gala
 
Reseller Develpment Training
Reseller Develpment TrainingReseller Develpment Training
Reseller Develpment TrainingDeba Prasad
 
Reseller Develpment Training
Reseller Develpment TrainingReseller Develpment Training
Reseller Develpment TrainingDeba Prasad
 
3 Powerful Steps to Align B2B Sales and Marketing of Today!
3 Powerful Steps to Align B2B Sales and Marketing of Today!3 Powerful Steps to Align B2B Sales and Marketing of Today!
3 Powerful Steps to Align B2B Sales and Marketing of Today!Subhakar Rao Surapaneni
 
Revenue Operations Research & Best Practices
Revenue Operations Research & Best PracticesRevenue Operations Research & Best Practices
Revenue Operations Research & Best PracticesHeinz Marketing Inc
 
A CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquaredA CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquaredInsightSquaredTeam
 
Framework partner ecosystem summary_v sharma_2018
Framework partner ecosystem summary_v sharma_2018Framework partner ecosystem summary_v sharma_2018
Framework partner ecosystem summary_v sharma_2018Vineet Sharma
 
Relationship Sales in the Call Centre
Relationship Sales in the Call CentreRelationship Sales in the Call Centre
Relationship Sales in the Call CentreRobert Beckerman
 
GE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0sa
GE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0saGE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0sa
GE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0saSal Abramo
 
Why You Pay Too Much
Why You Pay Too MuchWhy You Pay Too Much
Why You Pay Too MuchThrowhammer
 
Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...
Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...
Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...Anaplan
 
The Pilot Engage Pilot Framework
The Pilot Engage Pilot FrameworkThe Pilot Engage Pilot Framework
The Pilot Engage Pilot FrameworkLance Knight
 
Roberta O'Keith Presentation
Roberta O'Keith Presentation Roberta O'Keith Presentation
Roberta O'Keith Presentation BMAChicago
 

Similaire à The challenges of managing a complex sales process (20)

Sales management 5
Sales management 5Sales management 5
Sales management 5
 
Sales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedInSales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedIn
 
OpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity ModelOpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars Boston Session | A B2B Revenue Ops Success Framework and Maturity Model
 
The Sales Productivity Benchmark: Rate your Sales Force Against World Class
The Sales Productivity Benchmark: Rate your Sales Force Against World ClassThe Sales Productivity Benchmark: Rate your Sales Force Against World Class
The Sales Productivity Benchmark: Rate your Sales Force Against World Class
 
PRM: The Missing Link
PRM: The Missing LinkPRM: The Missing Link
PRM: The Missing Link
 
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelOpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity Model
 
Trade Promotion Management
Trade Promotion ManagementTrade Promotion Management
Trade Promotion Management
 
Reseller Develpment Training
Reseller Develpment TrainingReseller Develpment Training
Reseller Develpment Training
 
Reseller Develpment Training
Reseller Develpment TrainingReseller Develpment Training
Reseller Develpment Training
 
3 Powerful Steps to Align B2B Sales and Marketing of Today!
3 Powerful Steps to Align B2B Sales and Marketing of Today!3 Powerful Steps to Align B2B Sales and Marketing of Today!
3 Powerful Steps to Align B2B Sales and Marketing of Today!
 
Revenue Operations Research & Best Practices
Revenue Operations Research & Best PracticesRevenue Operations Research & Best Practices
Revenue Operations Research & Best Practices
 
A CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquaredA CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquared
 
Framework partner ecosystem summary_v sharma_2018
Framework partner ecosystem summary_v sharma_2018Framework partner ecosystem summary_v sharma_2018
Framework partner ecosystem summary_v sharma_2018
 
Relationship Sales in the Call Centre
Relationship Sales in the Call CentreRelationship Sales in the Call Centre
Relationship Sales in the Call Centre
 
GE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0sa
GE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0saGE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0sa
GE Healthcare - Marketing Automation Roll Out Plan & Framework - v11.0sa
 
Why You Pay Too Much
Why You Pay Too MuchWhy You Pay Too Much
Why You Pay Too Much
 
Breakthrough Sales Productivity
Breakthrough Sales ProductivityBreakthrough Sales Productivity
Breakthrough Sales Productivity
 
Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...
Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...
Anaplan SPM Webinar series, part 3: Creating a comprehensive approach to sale...
 
The Pilot Engage Pilot Framework
The Pilot Engage Pilot FrameworkThe Pilot Engage Pilot Framework
The Pilot Engage Pilot Framework
 
Roberta O'Keith Presentation
Roberta O'Keith Presentation Roberta O'Keith Presentation
Roberta O'Keith Presentation
 

Plus de Ashutosh Bijoor

Lead qualification - resolving the sales and marketing conflict
Lead qualification - resolving the sales and marketing conflictLead qualification - resolving the sales and marketing conflict
Lead qualification - resolving the sales and marketing conflictAshutosh Bijoor
 
Scalable web-based workflow platform
Scalable web-based workflow platformScalable web-based workflow platform
Scalable web-based workflow platformAshutosh Bijoor
 
Business Process Council - An Introduction
Business Process Council - An IntroductionBusiness Process Council - An Introduction
Business Process Council - An IntroductionAshutosh Bijoor
 
Introduction to Sales Process Automation
Introduction to Sales Process AutomationIntroduction to Sales Process Automation
Introduction to Sales Process AutomationAshutosh Bijoor
 

Plus de Ashutosh Bijoor (6)

Lead nurturing v0.21
Lead nurturing v0.21Lead nurturing v0.21
Lead nurturing v0.21
 
Lead qualification - resolving the sales and marketing conflict
Lead qualification - resolving the sales and marketing conflictLead qualification - resolving the sales and marketing conflict
Lead qualification - resolving the sales and marketing conflict
 
Scalable web-based workflow platform
Scalable web-based workflow platformScalable web-based workflow platform
Scalable web-based workflow platform
 
Business Process Council - An Introduction
Business Process Council - An IntroductionBusiness Process Council - An Introduction
Business Process Council - An Introduction
 
Leveraging The Web
Leveraging The WebLeveraging The Web
Leveraging The Web
 
Introduction to Sales Process Automation
Introduction to Sales Process AutomationIntroduction to Sales Process Automation
Introduction to Sales Process Automation
 

Dernier

Interoperability and ecosystems: Assembling the industrial metaverse
Interoperability and ecosystems: Assembling the industrial metaverseInteroperability and ecosystems: Assembling the industrial metaverse
Interoperability and ecosystems: Assembling the industrial metaverseSiemens
 
EUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exportersEUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exportersPeter Horsten
 
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...SOFTTECHHUB
 
digital marketing , introduction of digital marketing
digital marketing , introduction of digital marketingdigital marketing , introduction of digital marketing
digital marketing , introduction of digital marketingrajputmeenakshi733
 
Environmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw CompressorsEnvironmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw Compressorselgieurope
 
Healthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare NewsletterHealthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare NewsletterJamesConcepcion7
 
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...ssuserf63bd7
 
14680-51-4.pdf Good quality CAS Good quality CAS
14680-51-4.pdf Good quality CAS Good quality CAS14680-51-4.pdf Good quality CAS Good quality CAS
14680-51-4.pdf Good quality CAS Good quality CAScathy664059
 
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...ssuserf63bd7
 
WSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfWSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfJamesConcepcion7
 
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdfChris Skinner
 
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdfGUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdfDanny Diep To
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdfShaun Heinrichs
 
Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...Americas Got Grants
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationAnamaria Contreras
 
Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptx
Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptxGo for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptx
Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptxRakhi Bazaar
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdfShaun Heinrichs
 
Driving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerDriving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerAggregage
 
Effective Strategies for Maximizing Your Profit When Selling Gold Jewelry
Effective Strategies for Maximizing Your Profit When Selling Gold JewelryEffective Strategies for Maximizing Your Profit When Selling Gold Jewelry
Effective Strategies for Maximizing Your Profit When Selling Gold JewelryWhittensFineJewelry1
 

Dernier (20)

Interoperability and ecosystems: Assembling the industrial metaverse
Interoperability and ecosystems: Assembling the industrial metaverseInteroperability and ecosystems: Assembling the industrial metaverse
Interoperability and ecosystems: Assembling the industrial metaverse
 
EUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exportersEUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exporters
 
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
 
digital marketing , introduction of digital marketing
digital marketing , introduction of digital marketingdigital marketing , introduction of digital marketing
digital marketing , introduction of digital marketing
 
Environmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw CompressorsEnvironmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw Compressors
 
Healthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare NewsletterHealthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare Newsletter
 
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
 
14680-51-4.pdf Good quality CAS Good quality CAS
14680-51-4.pdf Good quality CAS Good quality CAS14680-51-4.pdf Good quality CAS Good quality CAS
14680-51-4.pdf Good quality CAS Good quality CAS
 
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
 
WAM Corporate Presentation April 12 2024.pdf
WAM Corporate Presentation April 12 2024.pdfWAM Corporate Presentation April 12 2024.pdf
WAM Corporate Presentation April 12 2024.pdf
 
WSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfWSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdf
 
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
 
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdfGUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf
 
Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement Presentation
 
Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptx
Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptxGo for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptx
Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptx
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf
 
Driving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerDriving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon Harmer
 
Effective Strategies for Maximizing Your Profit When Selling Gold Jewelry
Effective Strategies for Maximizing Your Profit When Selling Gold JewelryEffective Strategies for Maximizing Your Profit When Selling Gold Jewelry
Effective Strategies for Maximizing Your Profit When Selling Gold Jewelry
 

The challenges of managing a complex sales process

  • 1. Complex Sales The challenges of managing complex sales Ashutosh Bijoor, March 04, 2008
  • 3. The Complex Sales Pipeline Milestones Opportunities Funnel 6 3 8 7 2 1 Responsible Time 0 days 15 days 35 days 55 days 70 days M1 Lead Captured M2 Requirements Understood M3 Solution Proposed M4 Negotiation M5 Order Confirmed 6 3 4 5 8 7 2 1 M6 Order Lost 6 3 4 5 8 7 2 1 6 3 4 5 8 7 2 1 6 3 4 5 7 2 4 5 Sales Sales Sales Sales Sales
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12. Find out how On2Biz can help manage your complex sales http://on2.biz