5. 70% DONE
Zzzz
…
70%
DONE
70% of buying process completed before
sales contact
Buyers are technologically savvy & socially connected
6. The Buying Cycle The Selling Cycle
Identify Needs Qualify
Visualize Solutions Requirements
Evaluate Alternatives Evidence
Negotiate Terms Acquisition
Purchase Order
Re-evaluate Manage
7. The Buying Cycle The Selling Cycle
Solution Discovery
?
(Search)
Experience Check
(Network) ?
Evaluate Alternatives
?
(Network)
Best Practices Study
?
(Network)
Trial Use / Free Pilot (First
Free Trial
Vendor Contact)
Negotiate & Buy Negotiate & Sell
8. The Buying Cycle The Selling Cycle
Solution Discovery
Monitor and Network
(Search)
Experience Check
Reference Customers
(Network)
Evaluate Alternatives
Influencers
(Network)
Best Practices Study
Industry Group
(Network)
Trial Use / Free Pilot (First
Free Trial
Vendor Contact)
Negotiate & Buy Negotiate & Sell
11. “How do I convert quicker?”
Sales Methodology Sales Process
How am I doing in this Account / Opportunity Where am I in this Opportunity and what
compared to the competition? must I do next to progress it?
Sales Skills
How do I execute the Sales Methodology and Sales Process to
improve performance and sustain results?
12. TAS Sales Methodology + Technology = Like
Assessment Political Decision Collaboration Competitive PRIME Coach Me
Map Criteria Map Strategy Actions
TAS Methodology
1 2 3 4 5
Is there an Can We Can We Is It Worth Test and Approve
Opportunity? Compete? Win? Winning? the Plan
Early Qualification Competitive Positioning Alignment Risk Assessment
and Compelling Event and UBV
14. Free Resources
www.dealmakerindex.com
Score your sales effectiveness. Get advice. See how you compare.
www.dealmakergenius.com
Create a customized sales process.
www.dealmaker365.com
Read our blog featuring insights on sales effectiveness.
@tgfoster
@thetasgroup
Follow us on Twitter.
www.thetasgroup.com
15. Common Challenges We Hear
“Our employees spend too much time getting contracts signed after
getting to „yes.‟”
“We completely lose visibility into contract status after emailing/
faxing/posting.”
“We need to send/sign on mobile devices.”
“We need to integrate into a number of existing systems.”
“We need a solution that works globally.”
DOCUSIGN CONFIDENTIAL 15
16. DocuSign Value Proposition
Printing, faxing Increased Speed
Slow execution
to Results
Shipping
(Multiple Signers) Reduced
Costly operations
Operating Costs
Lost contracts
Error prone & Accurate & Secure
unsecure Transactions
Missing signatures
Poor customer Delighted
Rekeying data experience Customers
DOCUSIGN CONFIDENTIAL 16
17. DocuSign Sample Customer Results
Receive Signed Contracts within 2 hours instead of 2 weeks
Increased Revenue by $3.094M Annually
Close Rates Up 30%
Order Provisioning Reduced from Days to hours
Cut Days To Cash From 120 to 30
Use Of Salesforce Up 300%; 500 Non-Productive Admin Hours Slashed
Close Rates Doubled From 24% to 50%; Not In Good Order to 0
One branch saving £4,000 Annually in Paper and Ink
18. About DocuSign
Our Vision
Empower anyone to
sign anything,
anywhere, anytime.
DOCUSIGN CONFIDENTIAL 18
Thank you very much for meeting with me today. For our conversation, I thought I’d provide a brief introduction to DocuSign, share with you common challenges we’ve heard from organizations considering an eSignature solution, and then share with you highlights of our solution. Would love to make this a very interactive conversation, so please feel free to jump in at any time.
There is always another Deal another Large Prospect for the Next Quarter, but accuate forecast are based on speed of Pushing Deals though the pipeline and enagaging well with customer so they realise the value of acting and break the Staus Quo
Sales Cycles are getting shorter
Typical Sales Process / Buying Process
Typical Sales Process / Buying Process
Typical Sales Process / Buying Process
Big Difference – up to 50% more time on a Deal that you don’t win or ends up in No Decision- waste time and cost reosuces and Opp cost and impact the forecast
3 Elements that make add up to the effectivness of the sales peorson
Here are some of the common challenges we’ve heard from organizations considering eSignature. Do any of these resonate with you? Are there other challenges you’re thinking about?
The Problem:The problem starts with the signature on paper but is bigger than just the signatureRelying on pen and paper to transact business brings with it a series of issues. From printing, faxing, scanning, and overnighting documents, through requiring the rekeying of data and rework due to illegibility, incomplete information, and missing signatures. Finally sharing copies with each signer. The ConsequencesThe consequences of the problem are delays, increased cost, errors and unsecure transactions – all of which create a poor customer experience--------------------------Slow ExecutionSlow transactionsLengthened selling cycle timesLost deals, lost customers, lost employeesNo visibility into where contracts & agreements are in the processCostly OperationsLost productivity – time spent on manual processes, managing paper especially if across large numbers of people (e.g. a sales force)Error prone – re workRe-keying of data & reconciliationCost of printing, paper, faxing, scanning, and overnighting documentsError Prone & UnsecureNo way to verify who actually signed the documentsMissed errorsPoor fax readabilityLost documentsPersonal information visiblePoor customer experienceHassle with faxing or printing and scanningPaying expensive mail or courier fees to return documentsTechnology laggard reputationThe OpportunityReplacing a slow, manual process simply and quickly brings with it an extraordinary ROI opportunity.Accelerated speed to results – Because documents get completed and signed error free in minutes, cycle time gets radically accelerated so you see results sooner. For sales contracts that means accelerated revenue because you book more deals faster, for asset transfers that means you start earning fees more quickly, for job offers that means you secure new employees faster, etc.Reduced operating costs – Your staff saves time because they can send documents for signature instantly, and set up reminders and workflowto push the process to completion automatically. Plus you can eliminate paper, ink, printing, faxing and mail costs to further reduce costs. These saved resources can be re deployed to more productive uses.Accurate & Secure Transactions – There’s no need to rekey data because data gets collected electronically and can automatically update information in existing systems. Everything stays secure, legal and visible with a complete audit trail. The world’s largest companies and financial institutions have conducted multi-day security audits, including dumpster diving, and DocuSign has passed 100% of these audits. Delighted Customers – Major initiative in today’s enterprises from the CEO to the frontline employee striving for this; convenience of anywhere, anytime, any device access for completing documents including on any mobile device helps you provide customers a delightful experience.
Highlight 2-3 of these results, rather than all seven.
In terms of a quick introduction to DocuSign, DocuSign is the global leader for eSignature.Our vision is to “empower anyone to sign anything, anywhere, anytime.” We are 100% focused on delivering on this vision. We have a large and growing customer base. We have over 20 million unique users who have signed more than 120 million documents to date. We are adding more than 50,000 unique users on average per day (that’s almost one a second).We also lead the market in terms of market share, transaction volume and number of partners. Two thirds of documents signed in the cloud are DocuSigned – more than all others combined.We operate globally, with people signing in 188 different countries using 39 different languages.
TALKING POINTS:DocuSign offers solutions across every industry – universal applicabilityFrom fin services to insuranceTechnology to consumerReal estate to healthcare…50% of customers have DocuSigned before buying DocuSign for their company – most through the purchase and sale of a homeEvery industry on this slide is represented here today in this room---------------------------------------------Top use case for each industry:Real Estate & Property Management: Real estate transactions, leasesFinancial Services & Leasing: New account openings, transfer of assets & account changes, loan applications, applications, policies, beneficiary changesTechnology: Accelerating sales and procurement cyclesRetail: Leasing/facilities and procurement/supply chainHealthcare & Pharma: Credentialing of healthcare providers and pharmaceutical sampling Manufacturing, Oil & Gas: Accelerating sales, procurement & supply chainCommunications & Media: SalesTravel & Tourism: Procurement, Supplier/Partner managementEscrow & Mortgage: Real estate transactions
TALKING POINTS:The result is that eSignature has become inevitable – The fourth generation is already hereIt’s already increasing exponentially and will grow even more dramatically in the second half of the decadeSpeed and functionality are an order of magnitude greaterThis is our opportunity – as customers, partners and innovators in this industry