Win More Deals and Grow Deal Sizes
10 Elements of
Great Opportunity Management
Smart
Qualification
Map People
and Influence
Discover
Insights
Competitive
Strategy
Action
Oriented
Embedded
Coaching
Motivational
Social and
Collaborative
Integrated
With CRM
Mobile &
Cloud
Sales Velocity Improves
Sales Performance
V
DEALS
VALUE
SALES
VELOCITY
SALES CYCLE
WIN RATE
Win more deals and grow deal sizes.
Uncover compelling events, navigate the political
power structure and focus on qualified deals with
intelligent deal coaching.
Dealmaker Increases Your Sales Velocity
# Deals
TAS 1-20
Assessment
$ Value
Disqualify deals
early. More time to
work only on
qualified deals
Sales-Cycle Days
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
You can only win if you
know the Key Players, their
profiles, and how they view
you
Political Map
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
PRIME
Actions
% Win Rate
If you have relationship with
people who can make things
happen – deals move more
quickly
You can only win if you
understand what is
important to Key Players
Customer acts quickly if they
fully understand their
problem and see a vision of
solution
Maps your approach to
UBV – compete on your
terms – increase win rate
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
Dealmaker Increases Your Sales Velocity
# Deals
TAS 1-20
Assessment
$ Value
Disqualify deals
early. More time to
work only on
qualified deals
Sales-Cycle Days
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
You can only win if you
know the Key Players, their
profile, and how they view
you
Political Map
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
PRIME
Actions
% Win Rate
If you have relationship with
people who can make things
happen – deals move more
quickly
You can only win if you
understand what is
important to Key Players
Customer acts quickly if they
fully understand their
problem and see a vision of
solution.
Maps your approach to
UBV – compete on your
terms – increase win rate
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
Dealmaker Increases Your Sales Velocity
# Deals
TAS 1-20
Assessment
$ Value
Disqualify deals
early. More time to
work only on
qualified deals.
Sales-Cycle Days
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
You can only win if you
know the Key Players, their
profile, and how they view
you
Political Map
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
PRIME
Actions
% Win Rate
If you have relationship with
people who can make things
happen – deals move more
quickly
You can only win if you
understand what is
important to Key Players
Customer acts quickly if they
fully understand their
problem and see a vision of
solution.
Maps your approach to
UBV – compete on your
terms – increase win rate
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
Dealmaker Increases Your Sales Velocity
# Deals
TAS 1-20
Assessment
$ Value
Disqualify deals
early. More time to
work only on
qualified deals.
Sales-Cycle Days
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
You can only win if you
know the Key Players, their
profiles, and how they view
you
Political Map
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
PRIME
Actions
% Win Rate
If you have relationship with
people who can make things
happen – deals move more
quickly
You can only win if you
understand what is
important to Key Players
Customer acts quickly if they
fully understand their
problem and see a vision of
solution.
Maps your approach to
UBV – compete on your
terms – increase win rate
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
Dealmaker Increases Your Sales Velocity
# Deals
TAS 1-20
Assessment
$ Value
Disqualify deals
early. More time to
work only on
qualified deals.
Sales-Cycle Days
Maintain focus on
Compelling Event, the
project, financial condition, &
budget to drive velocity
You can only win if you
know the Key Players, their
profile, and how they view
you
Political Map
Decision
Criteria
Sell to the customer’s
priorities to maintain value
(not price) focus
Insight Map
Gain / show understanding
of problem, impact and cost
of inaction. Maintain value
(not price) focus
Competitive
Strategy
Flanking or Fragment give
route to value that you
wouldn’t have in Frontal
PRIME
Actions
% Win Rate
If you have relationship with
people who can make things
happen – deals move more
quickly
You can only win if you
understand what is
important to Key Players
Customer acts quickly if they
fully understand their
problem and see a vision of
solution
Maps your approach to
UBV – compete on your
terms – increase win rate
Retain focus on meaningful
PRIME actions – reduce
risk
Maintain momentum with
your focused action plan
Source: Dealmaker Index
Source: Dealmaker Index
61%
Only
54%
of sales reps
are good at
uncovering
customers
problems
of reps can
access key
players
Are Sales
People Doing
the Right
Things?
Only
59%
of reps are
good at
opportunity
qualification
30%
of reps do not
develop a
competitive
strategy
Benefits of Sales Coaching
56%
88%
Amount that sales
productivity is
improved by
sales coaching
- Sales Executive Council
Customer loyalty
improvement where
sales coaching
is involved
- Gallup
+27%
Increase ROI on
sales investment
from sales coaching
- Gallup
Unisys Doubled Their Win Rate
TAS 1-20 assessment
identifies qualified
opportunities
Dealmaker provides better
insights for sales coaching
Asking the right questions
helps reps better
understand their buyers
The percent of wins when they used TAS
was twice what it was for the other deals.
Rob Dudley, Director of Global Sales Operations
Sales Velocity Increased 400%
47% more deals
25% greater average
deal size
58% increase in win rate
27% shorter sales cycles
Adoption of Salesforce
jumped from 37% to 90%
90% of sales managers do deal reviews in Dealmaker.
Imrana Ghani, Sales Operations Manager
Chatter enabled
for collaboration
100% Native on the
Salesforce Platform.
Reliable and Secure.
Visual representation
of your status …
4 Key Questions to
qualify the opportunity
Expand each section
for more detail
… and your
competitors
…
Expand each section
for more detail
Tips
Select
answer
Enter
text
Quicklinks:
Smart sales tools
at each step
Quicklink Usage Examples
• Video learning in context
• Product information
• Competitive features
Quickly build a visual
map of buyer’s
organization
Detailed attributes
describes each person
Read / write
reporting lines
from
Salesforce
Color shows
friend or enemy,
weak or strong
Drag & Drop
to change
reporting lines
Insert
placeholder
Use your contacts
in Salesforce
Add New Contact
Directly from Map
Save to
Salesforce
Contact record
Identify
Key
Players
Show Influence lines as
well as reporting lines
Learn how to sell to each buyer.
Smart coaching on each contact.
Map Health Check:
Overall coaching on the
entire Political Map
Read what they
are saying
Store
Twitter
handle
Learn about
the buyer
Store
LinkedIn
address
Learn how each
buyer makes
their decision
Rank criteria
for each buyer
Aggregated ranked
Decision Criteria
Competitive
position
Map the buyer’s
Business Drivers,
Challenges, and
Evidence of problems
Attach business
problems to
individuals
Show your
understanding of
the conversations
with the customer
Confirm the
Evidence of the
business problem
with the buyer
Attach specific
attributes of your
solution to solve discrete
business problems
Visualize solutions
with the buyer
Use the Competitive
Strategy wizard to
select the right
competitive strategy
Record competitive strategy
and strengths and weaknesses
of each competitor to inform
your approach
Use PRIME Actions
to make your
opportunity plan
actionable
Manage task
completion
Identify the right
actions to take
Record Salesforce
tasks for the right
individuals
Context sensitive
smart deal
coaching
Quicklinks:
Learn how to
address each risk
Intelligent sales
coaching to identify
risks in the deal
Integrated comprehensive
eLearning platform for
convenient self-paced learning
Self-assess with
built-in tests
Manage test
results
Include different
learning media
Include different
learning media
: World-Class Performance
100% Built on
Force.com®
Hosted on
salesforce.com® cloud
Exceptionally reliable,
scalable, secure
Scales, tunes and
backs up data
automatically
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