Quantum SaleBuilding Adequate PipelineExecutive Briefing
2Agenda Key Industry Trends Suggested Best Practices Next Steps
3You Are Not AloneSource: Forbes
4It’s All in the Numbers
5Sales Reps are ConcernedSource: Forbes
6Most Companies Fail to… Offer Social Media training to their employees (25%- Marketingeasy) Establish lead nurturing pr...
7Timing is Everything Speed to call is the most significant driver ofconversion rates (Leads360) Increases contact rate ...
8Go Social 57% of the decision process is made before salesis engaged (LinkedIn) 79% of Salespeople that incorporate soc...
9Next Steps Deeper dive Planning meeting ProposalEmail: lori@quantum-sale.com or debbi@quantum-sale.comwww.quantum-sale...
9Next Steps Deeper dive Planning meeting ProposalEmail: lori@quantum-sale.com or debbi@quantum-sale.comwww.quantum-sale...
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Building an Adequate Pipeline

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  • 43% is the industry average that make quota
  • Building an Adequate Pipeline

    1. 1. Quantum SaleBuilding Adequate PipelineExecutive Briefing
    2. 2. 2Agenda Key Industry Trends Suggested Best Practices Next Steps
    3. 3. 3You Are Not AloneSource: Forbes
    4. 4. 4It’s All in the Numbers
    5. 5. 5Sales Reps are ConcernedSource: Forbes
    6. 6. 6Most Companies Fail to… Offer Social Media training to their employees (25%- Marketingeasy) Establish lead nurturing programs(65% B2B companies – MarketingSherpa) 73% of B2B leads require nurturing (MarketingSherpa) Respond to web leads(55.3% of Top Companies – AA-ISP) 40.4 hours ave. to initial response 2.6 attempts
    7. 7. 7Timing is Everything Speed to call is the most significant driver ofconversion rates (Leads360) Increases contact rate by 100% to 400% Increases qualification rate by 21x (AA-ISP) Optimal conversion requires multiple attempts 93% convert in 6 or fewer attempts (Leads360) Call timing can is critical to maximizing conversionrates Wednesday and Thursday are the best days 8 to 9am and 4 to 6pm are best times
    8. 8. 8Go Social 57% of the decision process is made before salesis engaged (LinkedIn) 79% of Salespeople that incorporate social intotheir sales process make quota (Aberdeen) 60% of Best-in-Class companies train sales peopleto engage in social conversation (Aberdeen) Companies that use Twitter get 2xthe number of leads (HubSpot)
    9. 9. 9Next Steps Deeper dive Planning meeting ProposalEmail: lori@quantum-sale.com or debbi@quantum-sale.comwww.quantum-sale.comTwitter: @quantumsaleOn LinkedIn: Quantum Sale
    10. 10. 9Next Steps Deeper dive Planning meeting ProposalEmail: lori@quantum-sale.com or debbi@quantum-sale.comwww.quantum-sale.comTwitter: @quantumsaleOn LinkedIn: Quantum Sale

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