certified partner of The TAS Group


Dealmaker® from The TAS Group - helping sales people sell more, more often, and with more accuracy.

Engleby Associates, as a Certified Partner of The TAS Group, can deliver:
  • 89% better quota achievement. Our industry-leading methodology has helped more than 650,000 sales professionals find and close more deals.
  • Accurate forecast and pipeline development via our proven sales process that adds science into Selling.
  • Transparency.  Your whole organisation is able to work from the same page towards the one goal - your success.

Dealmaker solves these problems:

  • My revenue performance falls short of potential.
We all know that a sales methodology can increase performance. The trick is getting it to be used in the first place, and getting it to stick for long-term performance. By adding the sales methodology and process science contained in our Dealmaker Sales Performance Automation software, methodology becomes an automated, daily-use activity for your sales team. It‟s guaranteed to help consistently win more deals.
  • My forecast isn’t accurate.
Does forecasting feel more like roulette than a business process? The sales process science in our Dealmaker software 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 with early warnings about problem areas for better coaching sooner.
  • I want to be able to coach my sales team more effectively.
Dealmaker helps you to pin-point exactly where each sales person is getting stuck.  It also helps you understand what they do when they win allowing you to not only support skills development but also replicate A player attributes.

Dealmaker Sales Performance Automation, CRM 2.0.

A recent Gartner report found that, “most sales people see Sales Force Automation systems (CRM 1.0) as a management application, rather than a salesperson’s tool.”  Instead of helping focus staff 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.          

Sales Performance Automation
Information entered by the sales person is tracked, organised and used 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 is also guided 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 CRM2.0 system that 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. 

Sales Process Optimisation

Dealmaker’s opportunity management capability optimises your sales process to unlock your customer’s buying process.  This helps you create value for your customer and win more sales. 

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


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?


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.  It:
  • Profiles and Analyses customers’ business structure and organisation
  • Segments business/service units or accounts, identifying targets where high mutual value exists, then focuses and prioritises 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


Virtual Learning System

Enables sales leaders and professionals to accelerate sustained sales effectiveness 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
  • Customised curricula, specifically tailored for continued learning and coaching
  • Educational sales tips and webinar content for in-depth problem analysis and recommendations

Implementation and CRM Integration

CRM deployment can be problematic. As enterprise-wide systems, they serve more than one master including among others: sales, sales operations, marketing, customer service, product management, and finance. The specific needs and motivations for use of CRMs by sales people can become buried under competing departmental concerns, resulting in the system and tools not being used.

Independent sales analysts at ES Research have looked into why this is. They say, “We have spoken with dozen of sales and sales operations leaders who come to us seeking new ways to try to get their sales people to input data into their corporate CRM systems. There is really only one answer: Make sure that the CRM system delivers value to the rep by helping them sell more.”

The secret to increasing sales use of CRM systems, as ES Research points out, is to help sales people sell more. This is done by installing and integrating a sales methodology directly into their CRM system. It needs to be designed, built, and optimized around how sales people do their job and how they can be more successful. The data they enter must directly help them do their job better.

The TAS Group has designed its technology solutions with its multi-million dollar R&D centre to fundamentally improve how companies approach and adopt sales performance solutions. Its globally proven Implementation Services Architecture correctly aligns all customer stakeholder teams for smooth integration. The TAS Group advises and guides the process, while leveraging your specific business expertise with our experience delivering sales acceleration programs.
  • A dedicated and experienced Project Manager runs your implementation
  • Sales Process and Methodology experts work with you to optimise your sales process (optional)
  • Technical Implementation Services configures Dealmaker with a best practice sales process or your customised sales processes and integrates with your CRM system
  • A global network of native language speaking consultants deliver your Dealmaker Application and Reinforcement Workshop Webinars
ES Research 2008 Sales Training Vendor Guide www.esresearch.com

Contact us now for pricing and more information.