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# Sales Velocity Equation

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Sales Velocity Equation

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### Sales Velocity Equation

1. 1. Sales Velocity Equation TM (Super coo l sales mat h. Really.)
2. 2. 4 There are only factors that impact how much you sell.
3. 3. 4 There are only factors that impact how much you sell. s. e. No les No mor
5. 5. Your Sales Velocity ales ber of s Num nities opportu k you wor
6. 6. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value
7. 7. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate
8. 8. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate Length of sales cycle
9. 9. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate What happens if you Increase all by 10% Length of sales cycle
10. 10. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate What happens if you Increase all by 10% and Decrease this one by 10% Length of sales cycle
11. 11. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value 47 You increase how much you sell by Win rate What happens if you % Increase all by 10% and Decrease this one by 10% Length of sales cycle
12. 12. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value 47 You increase how much you sell by Win rate What happens if you % Length o Go on. Do the math. We’ll s sale wait. f cycle Increase all by 10% and Decrease this one by 10%
13. 13. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value 47 You increase how much you sell by Win rate What happens if you % Increase all by 10% and Decrease this one by 10% Length o Go on. Do the math. We’ll s sale wait. f cycle Let’s Discuss
14. 14. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Let’s Discuss
15. 15. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Our re searc shows most s h elle only fo cus he rs re. Let’s Discuss
16. 16. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Our re searc shows most s h elle only fo cus he rs re. Problem: If focus is filling the pipeline (not unimportant), there is less time for these. Let’s Discuss
17. 17. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Our re searc shows most s h elle only fo cus he rs re. Problem: If focus is filling the pipeline (not unimportant), there is less time for these. That’s bad math. F or all of us. Let’s Discuss
18. 18. We know this might seem strange, but bear with us. Let’s Discuss
19. 19. “F orget the Pipeline” Math What happens to your sales velocity if you don’t add opportunities? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Static By 10% By 10% By 10% Let’s Discuss
20. 20. “F orget the Pipeline” Math What happens to your sales velocity if you don’t add opportunities? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Static By 10% By 10% By 10% Sales velocity improves by 34 % Let’s Discuss
21. 21. “F orget the Pipeline” Math What happens to your sales velocity if you don’t add opportunities? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Static By 10% By 10% By 10% Sales velocity improves by 34 % Yes, a 34% increase in how much you sell without Let’s Discuss increasing the number of deals
22. 22. Your Sales Velocity Challenge Let’s Discuss
23. 23. Your Sales Velocity Challenge 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle This w eek, tr y shiftin g your focus here Let’s Discuss
24. 24. Your Sales Velocity Challenge 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle This w eek, tr y shiftin g your focus here Then come back and let us know what happens. Let’s Discuss
25. 25. Sales Velocity Equation TM ales ber of s Num nities opportu k you wor Average deal value Win rate Length of sales cycle The only 4 factors that impact how much you sell. We’ve helped companies like measurably improve their sales velocity. Would you like us to help you?