Sales Transformation Series

The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers. Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year. Join Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, in this podcast as he shares key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts.  Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide.   Tune into this engaging conversation and receive key takeaways to maximize revenue in your key accounts.

Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter. Join Roger White, Sales Operations Manager at Level 3 Communications, EMEA and our AVP Sales, Tim Foster for an in depth discussion on how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.   Roger and Tim cover: Why opportunity management fails How to get the data you need The most critical questions Coaching frameworks Why you don’t want to live without insight maps

The implementation of a sales playbook can be one of the most impactful initiatives for any sales organization. In this podcast learn the learn the keys to creating and implementing a sales playbook that will help your team win more deals and provides visibility for sales managers.   Learn about the 12 Elements of a Great Sales Playbook, written by The TAS Group's CEO, Donal Daly & presented by Maureen Blandford, EVP Marketing. Repeatable Winning Sales Processes Customized to the Buying Cycle Sales Tools in Context at Each Stage Industry Sales Process Templates Many Simple and Complex Processes Process Benchmarks and Insight Team Visibility for the Sales Manager Integrates with CRM System Informs Sales Forecast Visibility Motivational and Visual Social and Collaborative Mobile and Cloud  

Getting your forecast right is critical to a stable, winning Quarter and Year. The TAS Group's Jim Crisera (President) identifies some (surprising) critical success factors for forecasting. In under 10 minutes. 

When sellers are underprepared for sales calls, sales velocity cranks to a halt. Learn how optimal preparation accelerates the velocity of your sales process with The 10 Elements of a Smart Sales Call Plan, written by The TAS Group's CEO, Donal Daly, with Wendy Reed, EVP Solutions, presented by Maureen Blandford, EVP Marketing.   Part One of the 10 Elements of a Smart Sales Call Plan   The mission is to provide you with some keen insights into how to make every sales call matter. Because measurably better sales calls equals measurably better sales results. Following these steps will help you drive a preference for your solution, create confidence with the buyer and improve customer loyalty AFTER you win the deal.   Part 1 will cover:   1. Logistics  2. Setting Expectations 3. Sales Call Strategy  4. People and Problems 5. Objectives and Outcomes    Test drive our new Smart App - Dealmaker Smart Call Planner for free today. http://tas.gr/yassm  &

When sellers are underprepared for sales calls, sales velocity cranks to a halt. Learn how optimal preparation accelerates the velocity of your sales process with The 10 Elements of a Smart Sales Call Plan, written by The TAS Group's CEO, Donal Daly, with Wendy Reed, EVP Solutions, presented by Maureen Blandford, EVP Marketing.   Part Two of the 10 Elements of a Smart Sales Call Plan   The mission is to provide you with some keen insights into how to make every sales call matter. Because measurably better sales calls equals measurably better sales results. Following these steps will help you drive a preference for your solution, create confidence with the buyer and improve customer loyalty AFTER you win the deal.   Part 2 will cover:   1 High Yield Questions 2 Collaboration 3 Smart 4 Mobile 5 Cloud     Test drive our new Smart App - Dealmaker Smart Call Planner for free today. http://tas.gr/yassm