Building Quality Sales Pipeline and Accelerating Growth Through
Sales and Marketing Best Practices Sales Assessments &
Diagnostics Demand Generation Market Research Business Development
Inside Sales Field Sales Sales Management Sales Comp Plans
Marketing 2.0 Sales Operations Salesforce.com Services Slide 2 Our
experiences show that companies miss their revenue targets for
three reasons: The markets they have chosen are not ideal for them,
or are no longer ideal. It is critical that companies identify
market segments that are ideal for them, and then focus all of
their resources in becoming a dominant leader in this market space.
Companies should audit their strategic marketing plan to see if the
assumptions and even the facts they had relied on in the past are
still valid. New and disruptive technologies introduce new
competition from unexpected quarters. They have not calculated
their funnel math, or their funnel math is no longer valid. Funnel
Math is simple, clear, and powerfulwhen done correctly. It tightly
Integrates Marketing and Sales to work together, because the
numbers dictate what is needed for each to be successful. Funnel
Math is what makes it possible to have Sales Optimization and
Marketing Accountability. Without valid Funnel Math, it is
difficult for a company to make its revenue target, and practically
impossible to do that on a consistent basis. Having selected the
right market, and having done their Funnel Math, they are having
difficulty executing. This is about doing the right things at the
right time, in the right sequence, and at the right level. And
continually measuring outcome, checking to see if they are
consistent with what was planned for, and making necessary
adjustments quickly. 123 Over the past two decades working with
over 100 companies, we have learned and defined best practices that
enable our clients to consistently meet and exceed their revenue
targets. Slide 3 Our Four Funnels Model integrates Marketing &
Sales to work as one coherent and holistic process, thereby
reducing friction and duplication of efforts. The end result is
increased quality pipeline of more deals that close faster. The
Four Funnels Model is a powerful methodology that integrates
Marketing with Sales into a single, coherent process that
efficiently moves prospective buyers from one stage of buyer
readiness to the next until they purchase your products and
services. Each funnels input requirements sets the output objective
for the funnel to the left of it Each funnels output becomes the
required input for the funnel to the right of it Because this model
maps better to how customers wish to buy (rather than how vendors
typically sell) it reduces friction, increasing closing ratios, and
shortening sales cycles. The end result is increased revenues while
at the same time reducing marketing and selling costs. SQL Sales
Funnel Sales Funnel Cycle SQL Funnel Cycle 400 1600 MQL MQL Funnel
Cycle 8000 Marketing Campaigns Profile A Profile B Profile C
LeadFormix Slide 4 The SOMAmetrics process is a holistic and
integrated approach designed to consistently grow revenue while
reducing the cost of sales and marketing. 1: Assess3: Optimize 4:
Execute Tools Messaging Campaigns Systems Processes Customer
Profile People Compensation Methodology 2: Diagnose Funnel 1:
Impressions/ touches Funnel 2: Marketing Qualified Leads Funnel 3:
Sales Qualified Leads Funnel 4: Sales Funnel Search Engine
Optimization Paid Search (PPC) Customer Profile White Papers
Webinars Market Surveys Business Development Inside Sales Field
Sales Sales Management website Social Media Email Campaigns
Messaging Slide 5 Case Study How do you turn around a 10 year old
company that missed its revenue target by 90%? The Challenge The
company had missed nearly all of its quarterly revenue targets for
the past two years. In the quarter prior to our involvement with
them, the company missed its revenue target by 90%. We were asked
to turn around sales within 90 days. Our Approach Our first task
was to understand where exactly the issues were that prevented the
company from meeting its revenue objectives. We conducted a Sales
Assessment to fully diagnose the situation. We interviewed Senior
Management, members of Sales, Marketing, and Operations. We
reviewed marketing content and sales tools; sales and marketing
processes; methodologies; forecasts; and compensation Packages. We
analyzed our findings, and presented our diagnosis and our
recommendations. We were then invited by Senior Management to
implement our recommendations and we proceeded to revamp demand
generation, add business development capacity and manage the sales
team. The Result The company realized a 55% increase in revenue
over the previous quarter, and all its Key Performance Indicators
significantly improved. It saw a ten-fold increase in leads from
its demand generation programs to over 150 per month It saw a
nine-fold increase in sales read leads, from an average of 4-5 per
month, to over 35 40 per month. The company was also talking to
much larger client base and to more c-level prospects than ever
before. As a result, it now was tripling the size of its sales
pipeline, and reaching 50% more of its target market than it had
previously. More importantly, for the first time in over two years,
it came within 90% of hitting its revenue target. Champion athletes
must work on every aspect of their game. So must companies that
want to attain a leadership position. Slide 6 Alicia Assefa is the
most effective Sales Consultant I have worked with during my 20
year career of managing and growing software companies. Over a
five-month period, Alicia implemented repeatable and consistent
sales best practices and achieved the objectives we outlined.
Specifically, Alicia provided insights into our existing Sales
process and made recommendations that enabled us to dramatically
improve the productivity of our sales team. I would
enthusiastically engage Alicia again for any additional projects
and initiatives which she can be of assistance. She is a true
professional and a delight to work with! Michael S. Praeger Chief
Executive Officer and Co- Founder AvidXchange, Inc. The SOMAmetrics
Difference Experience and knowledge Earned while working with over
a hundred companies over the past two decades Managed by former
Sales and Marketing Executives of software companies Hiring only
experienced sales and marketing professionals with at least seven
years of B2B Teleprospecting and Inside Sales experience Maniacally
focused on bringing Total Success to our client s projects. Slide 7
A Partial List of past and current clients Cast Iron Systems
StreetLine Networks Granicus Primex Wireless GlobalSoft Solutions
AvidExchange Rhub Communications SolveDirect Apriso Sancturm
MarketTools Scientific Learning Intacct TruSan Networks Determina
Aion/Trnizic RightWorks Itrezzo BlazeSoftware Scribe Technology
Silicon Energy Stanford University Versant Object Technology
Platinum Technology CA (formerly Computer Associates Market
Decisions Certain Software Collabnet Randevoo Compleat Reactivity
MarcSoftware Slide 8 www.somametrics.com Fremont, CA 1 800.352.9694
For more information, call us today at 510 206 9263 510 206 9264
Building Quality Sales Pipeline and Accelerating Growth Through
Sales and Marketing Best Practices
