Embed Size (px)
Citation preview
The High Velocity Sales ModelSALES IN THE CLOUD
THANKSFOR JOINING US LIVE!
HOW THIS WILL WORK• This webinar will last about an hour• Type in your questions in the Q&A box as you think
of them• Write down some action items• This is being recorded… I’ll tell you how to access
the recording at the end
Gabe LarsenDirector of MomentumPresident, AA-ISP Utah [email protected]/in/glarsen@GabeLarsen
Ve • lo • ci • tynoun
DEFINITION 1. Rapidity of motion or operation; swiftness; speed2. The time rate of change 3. The rate of speed with which something happens;
rapidity of action or reaction
DEMAND GENERATION
The Role of Demand Gen
25%-45%
Of pipeline should be sourced
High Growth Companies
60%Of leads from
demand generation SiriusDecisions Business2Community
SalesMarketing
$SalesMarketing
SalesMarketing1)Website
2)Blog 3)Email DB4)Video strategy
1)Campaigns
SALES OPERATIONS
Structure
HENRY FORD
Specialist vs Generalist
7ptHigher close
rate InsideSales.com
Demand Generation
Inbound Inquiry
OutboundMM & Geo
List Purchasing Operations
Sales Engineer
Sales Engineer
Self-Sourcing
Inside Sales MM & Geo
Channel Mgr
Social Selling
Channel
Event
Inside Sales ENT & Geo
Field Sales
Client SuccessMM & Geo
Client Success ENT & Geo
Client Success Field
OutboundENT & Geo
OutboundField & Geo
Sales Engineer
Sales Engineer
ImplementationMM & Geo
ImplementationENT & Geo
ImplementationField
Product Support
Expander
Expander
Expander
Expander
Inbound Response
Demand Gen
SDR Sales Client Success
Demand Generation
Inbound Inquiry
OutboundMM & Geo
List Purchasing Operations
Sales Engineer
Sales Engineer
Self-Sourcing
Inside Sales MM & Geo
Channel Mgr
Social Selling
Channel
Event
Inside Sales ENT & Geo
Field Sales
Client SuccessMM & Geo
Client Success ENT & Geo
Client Success Field
OutboundENT & Geo
OutboundField & Geo
Sales Engineer
Sales Engineer
ImplementationMM & Geo
ImplementationENT & Geo
ImplementationField
Product Support
Expander
Expander
Expander
Expander
Demand Gen
SDR Sales Client SuccessInbound Response
THE PATH TO SPECIALIZATIONGeneralist
Account MgmtSales
CloserLead Gen
Out In Geo
SuccessGrowth
1
2 2
3 3
455
6 6
SALES OPERATIONS
Process
I’VE NEVER MAPPED OUT MY SALES PROCESS BEGINNING TO
ENDSays Everybody
Sales Process
25%Of companies have no documented or
adopted sales process CSO Insights
Current State Sales Process
Phase One: Lead/List
Acquisition
Phase Two: Contacting Cadence
Phase Three:
Qualification & Close
Referral Request
(duplicates, etc.)
ResearchGoogleSales
NavigatorSFDC
Notes/History
First Dial+ VM
ContactYES
ContactLater
Make notes in Notebook/
Tasks/Calendar to follow up
YESInterest
NOInterest
Contact NO
Account StatusVM
(Email)
AttemptAgain
Done
Needs Assessment/Qualification
More timeNeeded
Done
Save notes in SFAssign to appropriate
group
Presentation
Notes into
SFDC
Contacts
Review folllow-upsAdditional research
Plan out future contact periods
Task Mgt Time
Close
Data Research
Data Cleanup
SecondDial Varied
LeadSources
VM / Email
Notes in SFDC / Follow—up
forms
ContactYES
Contact NO
Check calendar / Thumb through follow-up forms 10-15 min
10-20 min
Task Mgt Time
Metrics Inefficiently
Tracked2-3x
Persistency:attempted contacts
Calls/Day
Lack of Immediacy
First touch: Email
40
Calls/Day
8X
AccountsSalesforce
Quick notes check
AttemptContact
ContactYES
ContactLater
Call back using PowerDialer™
YESInterest
NOInterest
Contact NO
Account StatusVM
(Email)
Done
Needs Assessment/Qualification
More timeNeeded
Done
Save notes in SFAssign to appropriate
group
Create Opportunity
Presentation
+20%
Persistency:attempted contacts
Contact Rate
60+
Calls/Day
Real
-tim
e an
alys
is,
Prio
ritize
d Li
sts
PowerDialer™
LocalPresence™
Engagement Tracking: Vision™
Gamification
+20
NeuralView™
+4.5
3 mins
Research Time
Call back using PowerDialer™
PowerDialer™
KEYS TO MAPPING YOUR SALES PROCESS
- Know functional areas- Map “as is”- Find strengths and
weaknesses- Create future state- Have governance structure
SALES
Prioritization
Prioritization68%
Of Reps time is spent researching
SiriusDecisions
EQUAL TIME SPENT ON GOOD AND BAD PROSPECTS
Best Prospects
Worst Prospects
Clos
e Ra
teRep Effort
Close Rate
ALIGN EFFORT WITH BEST PROSPECTS
Best Prospects
Worst Prospects
Clos
e Ra
teRep Effort
Close Rate
PRIORITIZATION STRATEGY
1. Sales rep opinion2. Immediacy, time zone, etc.3. Lead source, industry, etc. 4. Marketing score5. Predictive score with prescriptive
system to act on score
SALES
Cadence
Phone Calls
1.5Is the average
number of calls per lead
1st Dial+ Email+ VM
2nd Dial
+ Email+ VM
Day 1 Day 3 Day 5
BAD CADENCE
3rd Dial
+ Email+ VM
GOOD CADENCE
1st Dial+
Voicemail+ Email
2nd Dial 3rd Dial 4th Dial+
Voicemail+ Email
5th Dial 6th Dial+
Voicemail+ Email
7th Dial 8th Dial+
Voicemail+ Email
Day 1 Day 2 Day 10
Day 4 Day 6 Day 8
Ve • lo • ci • tynoun
DEFINITION 1. Demand generation 2. Specialization3. Process Mapping4. Prioritization5. Cadence
TODAYS WEBINAR RECORDING• Tomorrow we will email you a link to today’s
recorded webinar. Feel free to share it with your colleagues.
• Take advantage of the resources available for download
QUESTIONS & ANSWERS
USE THE Q&A BOX NOW.
Gabe LarsenDirector of MomentumPresident, AA-ISP Utah [email protected]/in/glarsen@GabeLarsen
