30 Seconds that Matter: How to Propel Revenue by Shifting Your Sales Energy Use

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30 Seconds Matter:How to Propel Revenue by Shifting Your Sales Energy Use

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Welcome! Thanks for Joining us today.

Janelle JohnsonDirector, DemandGen

Act-On Software

Nancy NardinFounder and President

Smart Selling Tools


Agenda

• Calculating Sales Capacity and Utilization

• The ‘Real’ Sales Calendar

• Making Conversations Count

• Radically Impacting Revenue

• Increasing Productivity with MA


30 Seconds

www.smartsellingtools.com


Calculating Sales Capacity



Sales Capacity = 215 Selling Days

Calculating Sales Capacity



Typical Sales Capacity Utilization is 35%

Non-selling tasks selling

75 Days140 Days

Sales capacity utilization is key



The ‘Real’ Sales Calendar


35%

Selling Time


Make every conversation count

Say more of the right things

To more of the right people

At more of the right time


35%

Selling Time


The Rest of the Calendar

65% Non-Selling Time



Make every activity count

Do fewer wrong things

Do more right things

Do the right things better

65% Non-Selling Time



How to Radically Impact Revenue

35% (2.8 hrs)

8 hrs per day




How to Radically Impact Revenue

+15%

Average Annual Per/Rep Revenue = $1Million

35% (2.8 hrs)

50% (4 hrs)

8 hrs per day

$1Million X 1.15 = $1,150,000




When 15% = 42.8%

A slight increase in efficiency results in an even greater increase in revenue

Increase of 1.2 hrs/day(=42.8 % increase)

+15%

35% (2.8 hrs)

50% (4 hrs)

8 hrs per day

Non-selling tasks Selling

$1Million X 1.428 = $1,428,000



30 Seconds Matter



Increasing Productivity with MA

• Uncover Opportunities

• Drive Engagement

• Deliver Meaningful Leads

• Continue Nurturing


Uncover Opportunities

• Promote and engage

• Online Marketing

• Join the Social Media party


• Understand Prospect Behavior

• Automated Follow-up

• Score Engagement

Uncover Opportunities

Key Takeaways


Drive Engagement

• Email Nurturing

• Multiple Touches

• Content is King


• Create a marketing ecosystem

• Track behaviors and metrics

• Get prospect interacting

Drive Engagement

Key Takeaways


• Give visibility into actions

lead has taken

• Identify “Hot Prospects”

Deliver Meaningful Leads


• Pass high-quality leads to sales

• Provide lead activity history

• Shorten sales-cycle & increase

revenue per lead

Deliver Meaningful Leads

Key Takeaways


Continue Nurturing

• Most “bad leads” buy

in 24 months

• 80% of sales occur

after 5th touch


• Stay in touch & deliver relevant content

• Nurture from their perspective

• Move leads effectively through funnel

Continue Nurturing

Key Takeaways


Summary

• Uncover Opportunities

• Drive Engagement

• Deliver Meaningful Leads

• Continue Nurturing


Q&A

• Nancy Nardin• Founder & President, Smart Selling Tools• [email protected]• @sellingtools

• Janelle Johnson• Director, DemandGen, Act-On Software• [email protected]• @janelle_johnson

mailto:[email protected]

mailto:[email protected]

Documents

30 Seconds that Matter: How to Propel Revenue by Shifting Your Sales Energy Use