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
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Hacking Inside Sales and Pipeline Generation
- 1. Hacking Inside Sales and Pipeline Generation Tom Murdock WW Inside Sales @TomMurdock
- 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 → $120MM in bookings, 2014 → HQ in Boston @TomMurdock
- 11. 0.2 2 13 30 58 87 120 0 20 40 60 80 100 120 140 2008 2009 2010 2011 2012 2013 2014 YoY Bookings ($ millions) @TomMurdock
- 12. Inside Sales Management Hacks → Hacking = Efficiency at scale → Hiring → Prospecting → Pipeline Quality and Consistency @TomMurdock
- 14. @TomMurdock 4%
- 16. @TomMurdock
- 17. @TomMurdock
- 18. @TomMurdock 18%
- 19. @TomMurdock Prospecting Hacks Our “Sales Stack”
- 20. @TomMurdock TEAM STRUCTURE 30% on our inbound leads 70% on target account outbounding
- 21. DAILY SELF IMPROVEMENT PREDICTABLE PROCESS MEASURE SUCCESS IMPRESSIVE MESSAGING FIND THE RIGHT PROSPECTS TRAIN HIRE @TomMurdock
- 22. DAILY SELF IMPROVEMENT PREDICTABLE PROCESS MEASURE SUCCESS IMPRESSIVE MESSAGING FIND THE RIGHT PROSPECTS TRAIN HIRE @TomMurdock
- 23. @TomMurdock PIPELINE: QUALITY AND CONSISTENCY
- 24. @TomMurdock Discovery Letter RENTAL MEDDICC Pursuit Drill / Vision to Close
- 25. @TomMurdock First: ForEntrepreneurs.com/Acquia By: Tim Bertrand @TimBertrand
- 26. @TomMurdock Discovery Letter Simple: Check your “Happy Ears”. Getting a response in writing makes your prospect take it seriously.
- 27. @TomMurdock Validate an Opportunity with RENTAL
- 28. @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
- 29. @TomMurdock Qualify Opportunity with MEDDICC
- 30. 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
- 31. → 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
- 32. @TomMurdock Before you can forecast something: Pursuit Drill / Vision to Close
- 33. @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.