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Hacking Inside Sales and Pipeline Generation

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Hacking Inside Sales and Pipeline Generation
Tom Murdock, Worldwide Inside Sales, Acquia
Sales Hacker Conference, New York City 2015

Published in: Sales

Hacking Inside Sales and Pipeline Generation

  1. 1. Hacking Inside Sales and 
 Pipeline Generation Tom Murdock WW Inside Sales @TomMurdock
  2. 2. A bit about Acquia → We’re a software company providing the Acquia Platform, which enables customers to build, run, and optimize incredible digital experiences. → 7 years old → 625 people → $120MM in bookings, 2014 → HQ in Boston @TomMurdock  
  3. 3. 0.2   2   13   30   58   87   120   0   20   40   60   80   100   120   140   2008   2009   2010   2011   2012   2013   2014   YoY  Bookings  ($  millions)   @TomMurdock  
  4. 4. Inside Sales Management Hacks → Hacking = Efficiency at scale → Hiring → Prospecting → Pipeline Quality and Consistency @TomMurdock  
  5. 5. Hiring Hacks @TomMurdock  
  6. 6. @TomMurdock   4%  
  7. 7. @TomMurdock   WWW.LAUNCHSOURCEBOSTON.COM  
  8. 8. @TomMurdock  
  9. 9. @TomMurdock  
  10. 10. @TomMurdock   18%  
  11. 11. @TomMurdock   Prospecting Hacks
 Our “Sales Stack”
  12. 12. @TomMurdock   TEAM STRUCTURE
 
 30% on our inbound leads
 
 70% on target account outbounding
  13. 13. DAILY  SELF  IMPROVEMENT   PREDICTABLE  PROCESS   MEASURE  SUCCESS   IMPRESSIVE  MESSAGING   FIND  THE  RIGHT  PROSPECTS   TRAIN   HIRE   @TomMurdock  
  14. 14. DAILY  SELF  IMPROVEMENT   PREDICTABLE  PROCESS   MEASURE  SUCCESS   IMPRESSIVE  MESSAGING   FIND  THE  RIGHT  PROSPECTS   TRAIN   HIRE   @TomMurdock  
  15. 15. @TomMurdock   PIPELINE:
 QUALITY AND CONSISTENCY
  16. 16. @TomMurdock   Discovery Letter
 RENTAL
 MEDDICC
 Pursuit Drill / Vision to Close
  17. 17. @TomMurdock   First:
 
 ForEntrepreneurs.com/Acquia
 
 By: Tim Bertrand
 
 @TimBertrand
  18. 18. @TomMurdock   Discovery Letter
 
 Simple: Check your “Happy Ears”.
 
 Getting a response in writing makes your prospect take it seriously.

  19. 19. @TomMurdock   Validate an Opportunity with 
 
 RENTAL
  20. 20. @TomMurdock   R – Response to Discovery Letter
 E – Eval Process and Timeline
 N – Next step booked requires customer action w/in X time.
 T – Technical pain = business pain
 A – Agreement on Value Prop
 L – Landscape of Opp
  21. 21. @TomMurdock   Qualify Opportunity with 
 
 MEDDICC
  22. 22. MEDDICC → M – Metrics: We know their business metrics that drive a compelling ROI for an Acquia solution. → E – Economic buyer (budget holder) is identified and we are in discussions with that person (or have validated from them that they are delegating early stages to lieutenants) → D – Decision Process – who is on the evaluation team (influencers) and who has the final call/recommendation @TomMurdock  
  23. 23. → D – Decision criteria: what are the business and technical criteria that will drive a decision? → I – Identified Pain: who it impacts, what a more precise cost of that pain is, and what happens if they “do nothing” → C – Competition: who are we up against? Other companies? DIY? → C – Champion: we have a champion, or we’ve identified who it could be and are planning how to engage @TomMurdock  
  24. 24. @TomMurdock   Before you can forecast something:
 
 Pursuit Drill / Vision to Close
  25. 25. @TomMurdock   Two page document filed out by rep.
 
 Audited by someone not involved in the deal – typically sales leadership.
 
 Goal: Find and fill the holes.
  26. 26. THANKS!
 
 Questions? @TomMurdock 857.251.2506

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