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How to Build a High-Performing and Data-Driven Inside Sales team at Scale with WalkMe's VP of Sales

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How to Build a High-Performing and Data-Driven Inside Sales team at Scale with WalkMe's VP of Sales

  1. 1. How to Build a High-Performing and Data-Driven Inside Sales Team at Scale Aliisa Rosenthal VP Sales, WalkMe @aliisarosenthal 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.
  2. 2. ● Brought in to run Inside Sales team in an Enterprise focused org ● Dramatically improved conversion rates (150%), ASP (4x), renewal rates (+10%), and attainment (80% x 80%) ● Team has grown from 16 to 50 ● WalkMe IPO’d in June ● Here’s how I’ve scaled my playbook My WalkMe Story 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.
  3. 3. ● Inside Sales = higher velocity, faster cycles, ability to iterate ● “Innovation hub” for field sales ● Fewer resources, lower cost ● Talent pipeline: SDR → BDR → Inside Sales → Field Sales Why Inside Sales? 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.
  4. 4. CRM + Forecasting + Call Recording Step 1: Collect Data 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.
  5. 5. Step 1: Collect Data 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. Step 2: Analyze your funnel 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. 30% 75% 80% 50%
  7. 7. Step 3: Experiment! 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. The Intro Call 50% of our deals were stalling after intro call. Why? Gong: We were doing HOUR long intro calls. We were DEMOING. Sometimes we were giving PRICING. Change: 30 minute “Discovery Call” Result: Conversion rates from SQL to closed won improved from 20% to 30% “But if I don’t demo in the intro call they won’t get the value!” Example: Intro Call Dropoff 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.
  9. 9. Which Metrics Matter? ➔ ASP ➔ Conversion Rates ➔ Age ➔ Time to Ramp ➔ BoP 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. ASP ~$18k 2 AEs had ASP ~$50k Call Analysis: ● They were giving pricing LATER in the cycle, and starting 3x higher ● Introduced price floors, strict criteria for giving pricing Result: ● Team ASP is now $60k Example: ASP 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.
  11. 11. Studied Data: The higher the ARR and the longer the term, the more likely to renew Leaned heavily into 3 year deals: at logo acquisition and at renewal Used sales process to increase renewal rates by 10% Example: Renewal Rates 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. Step 4: Drive behavior with ICPs 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.
  13. 13. HACK YOUR CYCLE Small changes to process have major impact on revenue 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.
  14. 14. Onboarding, scaling, leading ➔ Once something works, scale it! ➔ QBRs ➔ Change management ➔ Culture of vulnerability ➔ Stay vigilant on onboarding (no bad habits) ➔ Promote leaders from within 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.
  15. 15. 1. Use sales tools to gather and analyze data 2. Innovate and experiment 3. Monitor ASP, sales cycle, and conversion rates 4. Invest in and scale what works In review. 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.
  16. 16. THANK YOU 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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