1. Trends in Sales Effectiveness in a Sales 2.0 World

2. What’s happened in the markets? You are here NASDAQ DOW FTSE

3. Not so much a recession as … A restructuring of the economic order / creative destruction in action Dislocated value creation – imbalance of value Little innovation / reinvention Unwillingness to self-disrupt

5. Behavioral innovation – Apple, Amazon, Google

6. True Difference vs Differentiation

8. How much do you trust business?

9. How much do you trust business?

10. Who do you trust?

11. Who do you trust?

12. People, Process, Technology – Today?

13. Sales cycles are changing

14. How long does it take to lose a sale? ?

15. How long does it take to lose a sale?

16. What’s happening to sales cycles? 2008 ? 2009

17. What’s happening to sales cycles? 2008 -23% 2009

18. The Buying Cycle The Selling Cycle Identify Needs Qualify Visualize Solutions Requirements Evaluate Alternatives Evidence Negotiate Terms Acquisition Purchase Order Re-evaluate Manage

19. Changing Sales Engagement?

20. Everyone’s in a hurry Everyone is in a hurry!

21. What’s changing with customers?

22. Key Question #1 Why is the customer about to say no?

25. No more “One-size-fits-all”

26. Are Sales People changing: What Motivates? Compensation or Incentives The thrill of the chase Making progress or winning Recognition

27. What motivates Sales People? The thrill of the chase Compensation / Incentives Recognition Making progress or winning

28. What most frustrates sales managers?

29. Is this your sales team?

30. For each task what’s the importance level?

31. For each task what’s the importance level?

32. What’s your opinion of CRM? What’s in it for me Primarily for management Somewhat useful I wish it never existed Couldn’t live without it

33. What’s missing from CRM systems? Sales Methodology Collaboration Tools Account Management Sales Process Accurate Sales Forecast

34. The ‘Agile Imperative’

35. Software Development Analogy Requirements Waterfall Method Analysis Specification Design Coding Testing Deploy Agile Method Overall Strategic Development Plan / Oversight

36. Agile Business Management Traditional Business Innovation Strategic Business Model Product Process Technology Deliver Agile Method Overall Strategic Development Plan / Oversight

37. 10 Things to consider … Re-conceive ‘value creation’ and values Volatility is here to stay – ability to respond is critical Demands Now Information now and metrics Systems must provide “show progress” for sales Enable easy sales process /methodology compliance Fix the CRM forecasting problem – true smart data Build-in predictive loss alerts / active coaching? Facilitate transparent collaboration with customers Maintain organizational agility – “Rightful Impatience” Applied Innovation

38. Innovation

39. Our Spectrum of Methodology Innovation Opportunity Management Sales Process Sales Performance Analytics Account Management Virtual Learning System Collaboration Opportunity Assessment Automated Process Generation Pipeline Snapshot Business Strategy Map On Demand Learning Pulse: Enterprise Social Networks Competitive Strategy Step-by-step Sales Process Pipeline Healthcheck Opportunity Map Testing & Certification Collaboration Map Political Map Accurate Sales Forecast What’s Changed Objectives Strategies Actions Opportunity Management Business Strategy Map Buyer Decision Criteria Market Segment Analysis Sales Velocity Analysis Value Map Account Management Automated Coaching Collaboration Map Automated Deal Coaching Market View Sales Process Crowd Sourcing Questioning & Collaboration Automated Deal Coaching Automated Coaching

40. Where can I see this? www.thetasgroup.com/demos.html Visit our Youtube Channel … www.youtube.com/users/dealmakermagic