Sell Smarter to Win More Deals

Dealmaker Smart Opportunity Manager delivers intelligent advice on how to win each deal based on information you provide, and increases your win rate.

Automated deal coaching identifies risks and vulnerabilities, delivered to you at the right time and in context for each deal. Buyer relationship strategies are automatically defined to show you how to sell to each buyer, and the optimal competitive strategy is identified. Collaboration Maps help you visually represent how your solution meets the buyer's needs. Like an automated deal review, Coach Me pulls it all together, diagnoses problems and prescribes actions to increase your chance of winning the opportunity. Dealmaker Smart Opportunity Manager includes TAS sales methodology, but can also be configured to your own methodology.

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Features of Dealmaker Smart Opportunity Manager:

TAS 1-20 to Assess your Strengths

Dealmaker Smart Opportunity Manager includes the proven Target Account Selling (TAS) methodology, although you can also configure Dealmaker to use the methodology of your choice. TAS 1-20 is a key component of the TAS methodology and includes 20 pivotal and fully configurable criteria designed to objectively assess the opportunity based around these key questions:

- Is there an opportunity?
- Can we compete?
- Can we win?
- Is it worth winning? 


Dealmaker identifies where there may be
inconsistencies between your sales cycle and
your customer's buying cycles. TAS 1-20 is the roadmap for deal qualification, helping you understand the real opportunity, remove risk and chart a course to win.

Competitive Strategy

Dealmaker prompts you through a series of questions and, based on your responses, provides you with the competitive strategy that you should pursue within the opportunity. Competitive strategy shows you how to win against your competition. Dealmaker may recommend different competitive strategy types for offensive and defensive situations. Opportunities are often lost because the competitive challenges have not been correctly assessed. Dealmaker can help you avoid that loss.

Read the Blog post about picking the right competitive strategy

Political Map

The Political Map helps you draw a picture of your customer's organization so that you can win more deals by safely navigating the power structure in an account. By identifying the decision makers and their influencers, and determining who's on your side and who might be an adversary, you can focus your attention on winning the minds of the right people and ultimately shorten your sales cycle. Once you have mapped the organization, Dealmaker guides you to select the correct relationship strategy for each of the key individuals, based on the formal or organizational structure of the account, as well as the informal power structure in the account.

Decision Criteria

Win more deals by determining your customer's motivation to buy—detailing key issues in the opportunity and then ranking those issues based on importance to each key player. Dealmaker calculates the overall rank of each key issue across all key players, helping to support your overall strategy and providing focus to move forward. This maximizes the value of your deal and increases your opportunity to win.

PRIME Actions

In any given sales opportunity, there are potentially hundreds, if not thousands of different actions that you could execute. The problem is that unless you have unlimited time and resources you can only execute a few of these potential actions. So the real question is how do you know which ones are the best actions to win the deal?

Dealmaker can help you shorten your sales cycle and increase success by planning and executing the right tactical actions to win. You can even integrate these actions with your CRM system, managing your calendar and workflow of these actions. As you add actions, Dealmaker prompts you to ask yourself the core purpose of this action, ensuring that you're focusing on activity that will help propel the opportunity forward. Dealmaker also alerts you when actions are overdue.

Collaboration Map

Collaborative maps provide a visual tool to enable you to help your customers better understand their business requirements, and help you collaborate with your customer to prioritize the best solutions offerings. The benefit is that you can create customer focused solutions and deepen the value that you can provide to your customers by helping them to visualize and connect business challenges to the business value that will address and resolve their challenges.

Coach Me

Imagine if your CRM system knew everything about the deal you were working on and coached you on what had to do to win the deal. Coach Me does just that and provides real-time, deal-specific coaching, enabling sales professionals to sell smarter, and sales managers to coach smarter.

According to the Sales Executive Council, when coaching is added to the selling process, sales productivity is improved by 88%.

Pulse

Pulse provides intelligent social networking for sales, with instant deal alerts. By following sales opportunities, accounts, and users as well as integrating feeds from Twitter and LinkedIn, Pulse lets you keep your 'finger on the pulse' of critical sales events and customer sentiment. Pulse integrates with all major CRM systems.

Virtual Learning System

The virtual learning system in Dealmaker delivers interactive, self-paced learning content with rich video, self-assessment and certification capabilities. You have 24x7 access to a configurable curriculum that delivers sustained productivity improvements. You can learn at your own pace, self-assess and self-certify, refresh your knowledge as needed, and create custom learning curricula (including your own content) for different learning audiences.

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