Dealmaker is the only on-demand
virtual learning and sales performance platform

CRM 1.0 was Sales Force Automation. CRM 2.0 is Dealmaker Sales Performance Automation.

Sales Force Automation Systems (SFA) were designed to aid organizations by managing and tracking records in one place, providing sales forecasting, and supporting management’s leadership efforts.  A recent Gartner report found that, “most sales people see SFA as a management application, rather than a salesperson’s tool.”  Instead of helping focus representatives on an individual lead and providing tools to help him or her win it, SFAs all too often turn selling into a data entry task where the information is consumed by management, but does not then get turned into helpful guidance for the salesperson.          

With Sales Performance Automation, information that is entered by the sales person is tracked, organized and consumed by both management and the salesperson.  For management, detailed information is used for pipelining, coaching, and more accurate forecasts because it removes the optimism that permeates sales people’s assessment of where they are in the sales cycle.  The information collected in SPA is also run through the company’s sales methodology and process, resulting in strategy guidance for the salesperson and an early warning system that highlights potential red flags for managers.                  

Dealmaker is a CRM 2.0 system.  Its Sales Performance Automation software is proven to help consistently win more deals.  When sales people are provided with a system with integrated science-based methodology and process that provides them with valuable resources and tools for each lead at each step of the sales cycle, they will consistently use their CRM because it actually helps them do their job better.  It streamlines forecasting and provides managers with up-to-date information that is unbiased and realistic, not optimistic.  Because everything is integrated into the sales team’s daily-use activities, early warning signs are immediate for better coaching.  Dealmaker comes with a Virtual Learning System that delivers superior training remotely, which is perfect for modern, on-the-job learning.  Post-training, Dealmaker’s lessons can be integrated into the CRM and are on-demand at every step in the sales cycle. 

The Salesperson's Role:
CRM - SFA	CRM - SPA
Data entry clerk Focused on compliance Subjective decisions - Strategy for Selling - Selling approach to individuals - Materials to use - Closure probability - Close date - Forecasted deal value	Knowledge worker Focused on selling CRM system calculates - Strategy for selling - Selling approach to individuals - Materials to use - Closure probability - Close date - Forecasted deal value

The TAS Group's Dealmaker® platform is designed to enable sustained revenue and sales performance improvements through technology and experience. We train and reinforce critical sales concepts, all without requiring large blocks of time out of the field and the high costs associated with travel. Our unified approach breaks down the barriers which can exist between account planning and opportunity management, and creates one place where sales people "live" and execute effectively every day and every week.

Dealmaker® for TAS Opportunity and Account Management is the only complete sales performance platform combining proven sales methodology (how to do it), sales process (what to do) optimization, and the intelligent, easy-to-use Dealmaker sales learning and performance system to enable you to build more customers from your key accounts and better predict, manage and win more sales opportunities.

Dealmaker^® Solution in Detail

Target Account Selling^® Methodology

Dealmaker increases your win rate by helping you answer critical questions about each of your opportunities, such as:

• Is this an opportunity you should pursue?
• What are the critical issues for the customer?
• What’s the compelling event driving their decision to buy now?
• What competitive strategy should you employ to win the deal?
• Who are the real buyers?

Account Management Methodologies

Dealmaker includes account management methodologies designed to optimize and increase the opportunities from you existing accounts.  This approach:

• Profiles and Analyzes customers’ business structure and organization
• Segments business/service units or accounts, identifying targets where high mutual value exists, then focuses and prioritizes them
• Creates new opportunities by mapping your solutions to your customer’s business based on its understanding of Business Drivers, Initiatives and Critical Success Factors
• Selects an account strategy by analyzing current status, competitive position, and future opportunity, with the relationships, partners, and marketing of your customer
• Creates revenue objectives and business development plan to execute

Sales Process Optimization

Dealmaker delivers an optimized sales process that unlocks your customer’s buying process to help you create value for your customer and win more sales.

• More effective qualification – early in the sales cycle
• Sales process aligned with customer’s buying process – so you take control
• Standardized sales stages and a common view and approach to opportunities
• Integration of best practice methodologies and activities

Forecast Analysis

The sales process science in Dealmaker takes the guesswork out of forecasting.  Dealmaker removes the subjectivity that naturally permeates sales people’s assessments of where they are in the sales cycle, replacing it with objective in-depth analysis of your team’s actual performance and knowledge of what it takes to close deals.  The result is a more accurate forecast enabling more focused, confident coaching.

• Accurate sales forecasts through objective intelligent measurement
• Transparent deal visibility through advanced filtering and drill-down functions
• Forecast confidence in all areas of the selling organization through sophisticated hierarchy roll-up
• Early warning into problem areas for near-term deals

Performance Coach

Intelligent pipeline analysis provides insights to historical and future sales opportunity.  This increases revenue by delivering actionable intelligence by asking:

• Pipeline snapshot – Do you have enough in your pipeline to make your targets?
• What’s Changed – What’s changed in your  pipeline over time?
• Pipeline Health Check – Which deals in  your pipeline are active or inactive?
• Velocity – How long does it take to  progress a deal?

Dealmaker Virtual Learning System (‘DVLS’)

DVLS enables sales leaders and professionals to accelerate sustained sales performance and revenue growth, through learning, reinforcement, certification and coaching.

• Web 2.0 Sales knowledge portal, sharing ‘Best practices’ from proven sales methodologies in blogs, streaming movies, audio, worksheets and other documents
• Certification engine for learning, testing and improving best practice knowledge and application
• Customized curricula, specifically tailored for continued learning and coaching
• Educational sales tips and webinar content for in-depth problem analysis and recommendations

 

© 2010 The TAS Group, Inc. - All Rights Reserved