The TAS Group Perspectives Q4 2009 - You're Running Out of Time, 2010 Starts Now!
US: +1 866 570 3836 UK:+ 44 (0) 1189 253 251 INT'L: +353 (0) 1 631 6140 In This Issue: *Get Ready for 2010 Now! *White Paper Library *Sales 2.0 Network *Next Webinar *Follow Us on Twitter *The TAS Group News *New Blog: Dealmaker Tips You're Running Out of Time, 2010 Starts Now! If your business is subject to fairly long and fairly complex buying processes, most of the deals you’ll be looking to close in calendar Q1 2010 are in your pipeline right now, or they should be. How much of your current forecast and pipeline is really real, and gives you confidence as you plan your budgets for 2010? What do you need to have in place for January kick-off events to start well and make 2010 a successful selling year? And how do you do all this and keep your eye on maximizing Q4 2009? The Dealmaker Sales Performance Automation system is designed to solve three business problems: your revenue falls short of potential; your forecast isn’t accurate; you’re not getting the lasting return from your sales training investment. Dealmaker can make sure you’re looking with confidence towards 2010, before 2010 gets here. This can’t happen overnight, you need to act now. Winning sales organizations are already geared for growth in 2010. Make sure you’re among them by investing in Dealmaker. The TAS Group has launched its Dealmaker Get Ready for 2010 resource page (http://www.thetasgroup.com/dealmaker2010.html?mgs1=b572yIUyR) , containing all the information you need to get started now, including the popular White Paper: Forecast 2010 – Ten Truths of Pipeline Management. Go to the Dealmaker Get Ready for 2010 page (http://www.thetasgroup.com/dealmaker2010.html?mgs1=b572yIUyR) The TAS Group White Paper Library White Paper: Return on Investment ('ROI') in Sales Performance Automation In this White Paper we explore some of the key facets to assessing ROI on a Sales Performance Automation investment. We also offer two possible ways of arriving at an expected ROI figure, one simpler, one more involved, but both of which focus the reader on the key levers that affect sales performance. To download your copy go here (http://www.thetasgroup.com/whitepaperroi.html?mgs1=7733yIUyU). You can read other recent white papers from the TAS Group from our white paper library. Previous topics have included: 'Build or Buy’, 'The Challenge with Channels', 'How to Create and Win New Business', and 'Great Account Management'. The Sales 2.0 Network http://www.s20n.rsvp1.com/s15172yIUzb (http://www.s20n.rsvp1.com/s15172yIUzb) discusses issues pertinent to today's sales people. Recent discussions have included Social Networking, Twitter and How Not to Succeed. Expert opinions come from analysts, vendors, and front line users. Join the discussion at http://www.s20n.rsvp1.com/s15172yIUzb (http://www.s20n.rsvp1.com/s15172yIUzb) and check out our LinkedIn Group which has over 1200 members. Next Webinar Every two weeks The TAS Group hosts a webinar exploring current challenges in sales and recommendations on how to overcome them. The next one is scheduled for October 21st and is titled: Target Account Selling (TAS) Masterclass - Compelling Event Deep Dive. Register to attend the webinar now. Follow The TAS Group Twitter Stay up-to-date on the latest developments in Sales 2.0 and Sales Performance Automation. You can follow The TAS Group’s Sales 2.0 Network on twitter; our Twitter id is @sales20network (http://twitter.rsvp1.com/s15f32yIUzu) LinkedIn communi (http://www.linkedin.rsvp1.com/s18833yIUzA)ty (http://www.linkedin.rsvp1.com/s18833yIUzA) to stay up to date with development and participates in the various discussions. You can also join the Sales 20 Network group (http://www.linkedin.rsvp1.com/s18bf3yIUzD) on LinkedIn. Follow The TAS Group Twitter Follow The Sales 2.0 Network Twitter Dealmaker(R) Partner Network to Fundamentally Change Sales Effectiveness Industry * The TAS Group makes the Dealmaker Sales Performance Automation platform available to selected partners Huthwaite, InfoMentis, and Think! as the industry standard for automation of sales methodology, process, and skills SEATTLE, September 29th, 2009 The TAS Group (www.thetasgroup.com), the world leader in Sales Performance Automation, today announced the formal launch of its Dealmaker(R) Partner Network (DPN), an industry initiative to dramatically improve the benefit customers receive from sales effectiveness investments. Leveraging the Dealmaker Sales Performance Automation Platform (www.thetasgroup.com/dealmaker.html), already in use by more than 15,000 sales professionals, the DPN is the first initiative of its kind in the sales effectiveness industry. By using the best-in-class sales methodology, process, and skills intellectual property from the DPN Solution Partners and The TAS Group, customers will have access to a comprehensive range of sales effectiveness solutions. All delivered through the Dealmaker Sales Performance Automation software platform, these capabilities offer sustained and predictable improvement in sales effectiveness. The DPN is further augmented by capabilities from additional partners to ensure that customers get the complete solution along with expert sales training, integration and support services. The DPN offers the following categories of partners: Solution Partners. Companies that have top-tier, market-proven intellectual property that helps sales people sell more effectively. This includes the sub-categories of: *Sales Methodology *Sales Process *Sales Skills Authorized Resellers. Companies that have strong go-to-market capabilities in their local market and are able to advise customers on the best approach to their specific Sales Performance Automation requirements. Systems Integrators. Companies that have proven expertise in integrating technology solutions into customer environments. Strategic Partners. Companies that provide enterprise-class CRM applications, global social networks, sales productivity, marketing automation and other capabilities. The open architecture of the Dealmaker Sales Performance Automation platform facilitates integration with a wide range of solutions to serve customers’ sales effectiveness requirements. “It hasn’t been easy for customers to get the most from their sales productivity investments. Bringing the best-inclass providers from the sales effectiveness market together with leading CRM providers through the Dealmaker Partner Network can radically change that,” said Donal Daly, CEO of The TAS Group. “We’re proud to make our Dealmaker Sales Performance Automation platform available to this initiative. We continue to invest millions of dollars in the platform each year, and we’re delighted that these high-caliber Solution Partners have chosen to invest in this program to deliver more value to a broader range of customers.” Alongside The TAS Group, the three founding Solution Partner members of the DPN are: * Huthwaite, creators of SPIN Selling, and one of the world's leading sales training, coaching and performance improvement companies * InfoMentis, the global revenue collaboration leader that helps companies sell the way their customers buy * Think! Inc., the foremost provider of strategic negotiation solutions Additional DPN founder partners include Bee Group, a Dealmaker Authorized Reseller Partner, and Statera , a Dealmaker Systems Integrator Partner. Strategic Technology Partners include Oracle, salesforce.com, and Microsoft through their respective CRM partner programs. “We’re excited about what the Dealmaker Partner Network means for our CRM customers,” said Anthony Lye, senior vice president of CRM Products for Oracle. “Bringing these vendors and capabilities together means our customers will have a broader array of choices and a more comprehensive sales effectiveness solution to complement their Siebel CRM and Oracle CRM On Demand applications.” “Sales effectiveness initiatives should make it easier to manage your business to grow revenue. Combining the proven value of SPIN Selling, and our other intellectual property with the Dealmaker Sales Performance Automation platform, will enable us to further accelerate business growth for Huthwaite customers,” said John Golden, CEO of Huthwaite Inc. “The moment is right for the convergence of methodology, skills and process which can now be achieved by combining our expertise and research-based methodologies with the Dealmaker platform. We’re also very excited about the ecosystem aspect of the Solution Partners’ cooperation which represents real thought-leadership and customer-centered innovation within this industry. This is a fundamental upgrade for the sales effectiveness market.” “The biggest challenge that our customers have is the significant amount of human interaction needed to ensure adoption. By leveraging Dealmaker, our customers will be able to shift their time from inspection to coaching,” said Wendy Reed, CEO of InfoMentis. “This is an important development for the sales effectiveness market. We believe the standard being set by the Dealmaker Partner Network will become the ‘new normal,’ and the benefits that accrue to customers adopting the sales effectiveness platform will be dramatic.” “The sales effectiveness market has been crying out for collaboration and a systematic approach to improving revenue,” said Brian Dietmeyer, CEO of Think! Inc. “Working with the other DPN partners, we’re excited to be able to bring our Strategic Negotiation solutions to a broader market, delivering sustained and predictable revenue improvement through the Dealmaker Sales Performance Automation platform.” The benefit of the DPN to customers has also been recognized by analysts that monitor the sales effectiveness industry. “This initiative from The TAS Group leapfrogs what others in this market have done,” said Dave Stein, CEO of ES Research Group, Inc (www.esresearch.com). “For the first time, customers can leverage the value from multiple top-tier sales effectiveness vendors’ offerings, all seamlessly integrated with the automation that we believe is critical to long-term success.” “Customers are increasingly looking for a well-rounded, on-demand system to help them achieve their sales performance automation objectives, and the Dealmaker Partner Network gives us the unique ability to offer them that,” said Bruce Ellis, CEO of the Bee Group, Inc. “We now have a palette of solutions to offer our customers, and do a more complete job of meeting customers’ rapidly evolving needs, including virtual delivery, automated coaching, objective metrics, skills training, all integrated with the CRM system they’re already using.” The TAS Group plans to expand the Dealmaker Partner Network in the coming months to further round out its suite of capabilities. Companies that have an interest in joining the Network are encouraged to contact the company to enquire further and discuss their potential fit in detail. See more news on The TAS Group (http://www.thetasgroup.com/news.html?mgs1=4df2yIUzL) Announcing New Blog: Dealmaker Tips Starting in October, The TAS Group’s newest blog ‘Dealmaker Tips’ will be offering regular tips for the thousands of Dealmaker end users to get the most out of their Sales Performance Automation system. Featuring shortcuts, power user insights and discussion, the blog aims to be the de facto user forum for Dealmaker users and prospective customers to achieve sustained sales success through shared best practice principles. Dealmaker Tips will be available to all as a free value-add, as well as being directly accessed through Dealmaker’s Virtual Learning System for The TAS Group’s Dealmaker customers. This e-mail was sent to submit@theautochannel.com by webinars@thetasgroup.com. 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