Building a sales machine is hard, but the Forecast Sales Conference is up to the challenge. Read on to learn our 9 secrets to building a sales machine. This is just the tip of the iceberg. To fully understand the ins and outs of building a sales machine, you have to be at the Forecast Sales Conference. Visit our website, forecast2015.com, for more info.

1. 9 SECRETS TO BUILDING
A SALES MACHINE

2. Every emerging company knows that in
order to succeed in the competitive
market place, it’s not just about creating a
killer sales process.
It’s about building a sales machine.

3. But how do you go about building an
unstoppable sales machine? Read on to
find out our 9 tips on what it takes to
achieve sales machine greatness.
But how do you go about building an unstoppable
sales machine? Read on to find out our 9 tips on what
it takes to achieve sales machine greatness.
This is just the tip of the iceberg. To fully understand
what it takes to build a sales machine, you need to be
at Forecast Sales Conference, happening June 11th in
SF. Learn more at forecast2015.com

4. 1. Identify the decision-
makers

5. Identify your buyer’s and understand their buying
process. While it’s great to have a champion, it’s
important to target your decision-makers early and
fast so your plan of attack is efficient.

6. 2. Understand your
customer’s buying
experience

7. Diagram your customer’s buying process from the
perspective of each key player in the game. Only
once you’ve understood their process can you draw
from it to properly build your own sales process.

8. 3. Create a customer-
centric process

9. The tides have changed and buyer’s have more
information at their fingertips than every before.
But that doesn’t mean that they have access to the
right information.
Buyer’s are now in charge so it’s important to build
a sales and marketing process that is customer-
centric.

10. 4. Understand what
motivates your customers

11. Don’t be afraid to step into their shoes. To start building
a successful sales machine you need to learn what
motivates your buyer’s decisions and gets them
excited.
Learn their motivations for each action
that you plan to take.

12. 5. Set clear cut
qualification criteria

13. Make sure that the lead qualification criteria is set and
understood between sales and marketing.
Marketing is bringing in your leads - it’s important to
ensure that the leads coming in meet your sales reps’
standards.

14. 6. Find the right
automation tool

15. Automation is key to have a well oiled sales
machine. So define the technologies necessary to
optimize your processes and implement them. By
investing in automation systems you’ll be investing
in sales productivity. Win-win.

16. 7. Optimize cost
acquisition

17. Marketing Success = Sales Success
Every action taken by your marketing team should
be clearly linked to a beneficial outcome. If it
doesn’t move prospects through your pipeline,it
doesn’t belong in your process.

18. 8. Align your marketing
efforts

19. Launch marketing campaigns that are aligned with
your goal: closing more deals.
If it doesn’t lead to CLOSING deals, it shouldn’t be in
your marketing wheel house.
Social Media
Events
SEO
White Papers
Webinars
CLOSING MORE
DEALS

20. 9. Measure your results
and act

21. Identify your
bottlenecks and
blockage points
Think like your
customer
Lure them in with
an attractive
solution
Address their
concerns
Implement a metric-
driven sales culture

22. You’ll know you’ve accomplished once
your sales machine achieves:
Predictability
Scalability
Cost
Optimization
Automation

23. Building a sales machine isn’t easy, and it takes a
lot more than 20+ slides.
This year’s Forecast Sales Conference will teach
sales professionals and thought-leaders the
different aspects of building a sales machine. Learn
from those who know it best and grow your career.
Learn more about Forecast