Check out a summary of the findings from a survey of 100+ enterprise sales leaders, revealing what got in the way of meeting quotas in 2015, and what the winners did right to close the biggest deals. Several case studies featured about what high-performing sales teams did differently to exceed their revenue goals.

1. COPYRIGHT © REVEGY, INC. // PROPRIETARY AND CONFIDENTIAL
WEBINAR
Sales Visibility
Why B2B Sales Teams
Won & Lost in 2015
Hosted by

2. Janice Mars, Principal and Founder
Jennifer Earl, SVP, Customer Success
Today’s Presenters

3. Conducted in Q4 2015
• Over 100 enterprise sales leaders
across industries
• 25% with average deal size over $100K
• Over 30% with sales cycles longer
than 6 months
Survey Methodology

4. How’d your team do?
50%Missed
Quota

5. Summary of Key Findings
33% 33%
61%
Administrative
tasks
get in the way
% of
opportunities
lost if deal
slippage Lack of Visibility
#1 reason they
lost deals

6. Winners
2015 Winners and Losers
1. Key relationships with most decision
makers & influencers
2. Clear understanding of business goals
and initiatives and mapped solution to
them
3. Quantified the potential value and
ROI of solution
Top 3 Reasons
1. Lacked visibility of everything going on in
account
2. Couldn’t prove value or create a sense
of urgency
3. Competitive blind spots
Losers
Top 3 Reasons

7. Case in Point: Relationships & Influencers
Lines of Business Relationships & Influencers
Priorities & Goals
Org Chart = Your Point of View Relationship Map = Customer’s Point of View
Financial services provider uses this more holistic view to reduce sales cycle length
by understanding how decisions are influenced across buyer’s organization

8. Identifying Risk
VP of Sales reviewed visual relationship/strategy maps and
discovered team did not have access to decision makers for
$1.5M healthcare deal - moved opportunity out of forecast
before it negatively impacted quarterly forecast
sales leaders could not identify why their teams’
deals slipped past the close date
Case in Point: Spotting the Red Flags

9. Winners
2015 Winners
1. Key relationships with most decision
makers & influencers
2. Clear understanding of business goals and
initiatives and mapped solution to them
3. Quantified the potential value and
ROI of solution
Top 3 Reasons

10. Case in Point: Mapping Solutions to Goals
Leading analytics company closed $17M deal by mapping their solutions to
top 3 goals of Fortune 100 healthcare/pharma organization

11. Case in Point: Aligning Value & Solutions
Leading real estate information company used a visual approach to understand
what was preventing their customers from achieving their goals and
mapped solutions to how they could remove those barriers
Sales BI Tools
Predictive Analytics
Performance Management
Curriculum Tools
Decision Management
Revenue Data Model Analytics

12. Winners
2015 Winners
1. Key relationships with most decision
makers & influencers
2. Clear understanding of business goals and initiatives and
mapped solution to them
3. Quantified the potential value and
ROI of solution
Top 3 Reasons

13. Case in Point: A Proven Path to Revenue Goals
• Historically focused on net new business
and adding more logos
• In 2014, 15 – 20% of revenue was from
existing customers, many of who are in the
Fortune 1000
• Launched organic growth initiative by
segmenting and prioritizing key accounts by
value, penetration, relationship and future
potential
• Built a blueprint using account planning to
facilitate collaboration with customer and
uncover immediate expansion
opportunities
Within 3 quarters, revenue doubled within key accounts
Revenues were up more than 50% in the first quarter of 2015

14. 2016 Quotas
85%
Have higher quotas this year
Meeting Rising Expectations in 2016

15. How to Kickstart Your 2016
• Find a Path to Visibility
• Get Creative When it Comes to
Coaching
• Put Your Resources into
Improving: People, Process and
Technology

16. Find a Path to Visibility

17. Get Creative with Coaching

18. Put Your Resources into Improvement
People Process
Technology

19. After today’s session, you’ll get a
copy of the full 2016 Sales Visibility
Index Survey Report
Email me at jearl@revegy.com
to get a copy of the slides from
today’s presentation
Next Steps

20. If we don’t get to your question or if you want to learn more
about the customer stories presented today, please reach
out to:
jearl@revegy.com
jmars@saleslatitude.com
Q & A