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hi this is mark and welcome to my mini webinar your sales pipeline mining your crm platform for greater sales intelligence friends in this time of digital transformation and focusing on complex go to market strategies cross are actually missing out on one of the best sources of sales intelligence their crm so i want you to think about that we're going to expand on that and be surprised at what you're missing out on who am i former manager of global training for a fortune 500 company i've used this analysis recently to identify major gaps in a 1.2 billion dollar pipeline in fact found out that 36 percent of that roughly 400 million was over nine months old if you can imagine and we're able to upgrade that reporting process significantly managed to roll out of global sales methodologies that significantly changed the way the sales teams engage with their prospects and clients let's move on to our agenda why are we here three things first of all the challenge of leveraging your existing crm learning how to do it the challenge of finding the right individual in your organization to do that for you who can help you begin saving thousands of dollars on wasted leads money on training the incorrect skills and you can implement these strategies right away okay leveraging your existing crm you've invested thousands millions in chorus gong salesforce pipedrive netsuite i'm sure i'm missing others and you don't need to spend any more to do this but you're not leveraging this asset the challenge is how do you capture the market intelligence buried within the system it's in there if you just go through a process that's why you run into problems such as different teams having different reporting methods in different regions or coming to the end of the year and not knowing which opportunities really have been identified to close this year think about being able to do that learning how to do this well assessing your pipeline sitting down and asking yourself what do we really want answered what are we missing out on there's a process how about finding out which deals are in the wrong stage easy to do finding out which deals have unrealistic closing dates how would that be helpful how about how many have been in the same stage for over a certain period of time what would that tell you about your team in fact what we found is that if you do this sales reps are able to pursue fewer opportunities with greater focus and have more time to prospect implementation time roughly 10 days benefits 20 more time prospecting 25 more meetings 50 percent more deals closed you do the math for your industry of course identifying the correct resource again who's going to be that i'd so-called flight commander most likely it's not your cro and not your sales manager they're too busy crm admin no sales experience for the most part you need someone who can challenge the pipeline reports before they make it to your chief financial officer you can find that person implementation time i tell you less than 30 days so you can have someone who can be the eyes and ears of the sales organization free up your sales manager to actually spend more time coaching reps on correct deals quit wasting expensive resources think about it going through your pipeline analysis will alleviate the need for expensive shotgun approach training how's it do that by showing you where along your stages there's gaps in competencies imagine being able to address that with precision there's a process that you can do that with as well as improving your coaching effectiveness implementation time again i've done this in less than 30 days benefits again skills training and target that's targeted to what's needed think about the cost of training 30 reps per day 40 grand how about being able to use that resources use those resources with greater precision okay added benefits accurate forecasting how valuable will that be at the end of the year getting a true representation of your deals or opportunities being able to get to the go no-go decisions earlier in your sales process and fourth more productive sales reps with better performance i tell you they will thank you for this if you if you go through this process now if you need help allow me to show you how to implement these strategies now call me email you email me i'd be happy to help you look for my next webinar optimizing your sales methodology for sales reps give your reps what they need to be successful and ensure sales tools are utilized hey this is mark thanks for