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Driving the 3 V's of Sales: Volume, Value and Velocity with Waze

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Driving the 3 V's of Sales: Volume, Value and Velocity with Waze

  1. 1. Optimizing the Vs: Value, Variety, Volume & Velocity 12 questions you should be asking yourself Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Fernando Belfort Head of NA, SMB Waze Ads Kendra Wrightson Sales Enablement Lead Waze Ads
  2. 2. Metrics that Matter Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. “In God We Trust…But All Others Bring Data” - Eric Schmidt
  3. 3. Some context… Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Fernando Belfort Head of NA, SMB Waze Ads Kendra Wrightson Sales Enablement Lead Waze Ads
  4. 4. Keep in mind four key pillars to help grow, scale and optimize your sales organization… What makes a sales organization grow? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. VALUE VARIETY VOLUME VELOCITY
  5. 5. VALUE Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  6. 6. How to maximize for value? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Are you considering both your wins and your losses? What is your average deal size pitched vs closed? Have you thought about your SLAs?
  7. 7. VARIETY Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  8. 8. How to maximize for variety? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Are your sellers industry experts? Do you have a GTM for different market opportunities? Are you compensating your teams to sell recurring revenue?
  9. 9. VOLUME Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  10. 10. Are you maximizing your volume? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. WHO: Who makes up your revenue: onboarded vs retained? HOW: What sources are the most profitable for gathering leads? HOW + WHO WHO: Who makes up your revenue: onboarded vs retained?
  11. 11. VELOCITY Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  12. 12. How to optimize for velocity? Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. SELLERS: How quickly are they handling objections + closing? PROCESSES: Are your sales processes streamlined + repeatable? END GOAL: Decreasing the effort put in → increase $ driven SELLERS + PROCESS Process 1 Pitch + Objection Potential Buyer Process 2 Process 3 Pitch + Objection Pitch + Objection Process 4
  13. 13. Measure your Vs Optimize each V individually & in parallel SUCCESS → sales machine that is future proof, profitable and predictable Takeaways Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. 1. 2. 3.
  14. 14. Let's keep the conversation going... Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Fernando Belfort Head of NA, SMB Waze Ads Kendra Wrightson Sales Enablement Lead Waze Ads
  15. 15. 1. How would you prioritize the Vs? 2. Which V has made the most impact on your business? 3. What V do you find the hardest to crack? Pre-Seed Q&A Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.

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