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

Transcript

  • 1. Quantum SaleBuilding Adequate PipelineExecutive Briefing
  • 2. 2Agenda Key Industry Trends Suggested Best Practices Next Steps
  • 3. 3You Are Not AloneSource: Forbes
  • 4. 4It’s All in the Numbers
  • 5. 5Sales Reps are ConcernedSource: Forbes
  • 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. 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. 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. 9Next Steps Deeper dive Planning meeting ProposalEmail: lori@quantum-sale.com or debbi@quantum-sale.comwww.quantum-sale.comTwitter: @quantumsaleOn LinkedIn: Quantum Sale
  • 10. 9Next Steps Deeper dive Planning meeting ProposalEmail: lori@quantum-sale.com or debbi@quantum-sale.comwww.quantum-sale.comTwitter: @quantumsaleOn LinkedIn: Quantum Sale