Sales Hacker Series NYC - Jordan Christopher - Moving Sales From an Art to a Science

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There's data in every closed sale. Use it!

Visit SalesHacker.com for more sales hacks, tips, and tactics.

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Sales Hacker Series NYC - Jordan Christopher - Moving Sales From an Art to a Science

  1. 1. Business Intelligence & Analytics Jordan Christopher / Vice President Sales
  2. 2. #SELFIE • Entire Career Enterprise Field Sales • Head of WW Sales, • +300% Growth FY11,FY12,FY13 • +100% Target last 12 Consecutive Quarters @jmachristopher
  3. 3. #PARADIGMSHIFT • Consumers Are SMARTER Than Ever • Consulting Service Margin DECREASE • Long/Complex POC Aren’t EFFICENT @jmachristopher • Inside Sales Is NOT Telemarketing
  4. 4. #SALES2DOT CLOUD COLLABORATION INBOUND + + @jmachristopher
  5. 5. #SISENSEWAY *STATUS QUO • 94% of MQL Will Never Close About Half of All Reps Didn’t Make Quota FY13 http://topliners.eloqua.com/servlet/JiveServlet/previewBody/6711-102-1-15426/MMT_Boston_Lattice%20Engines.pdf http://blog.bridgegroupinc.com/inside-sales-onboarding !• !• 24% of Reps Time Spent on Research ! •Avg. Rep takes 4.5 Months To Start Producing !! • 11.6% of MQL Close !• 90% of Team +100% of Quota !• 0% Rep Time Spent on Research ! •Avg. Rep Takes 3 Months to Produce !! @jmachristopher
  6. 6. #STEP1 Get Found Generate Awareness Web Site Free Trial - PR - Bloggers/Influences - Industry Analysts - Targeted Web Ads - SEO - SEM - Social Networking - Blogging 5K Inbound Leads Per Quarter @jmachristopher
  7. 7. #STEP2 SDR B.A.N.T Lead Nurturing Score High Enough? Qualified? AE Discovery Call Opportunity? No No Yes Yes 12% Raw Leads Moved to AE Calendar 70% MQL Become Opportunities Each Rep Gets about 70 Opps Per Quarter 17% of Opps Convert to Revenue @jmachristopher
  8. 8. #STEP3 POC Using Customer’s Data Business Case and ROI Presentation Work to Close r Close Deal Land and Expand 11% Opps Close after Intro Call 19% Close After Tech Eval 46% Close After Tech Fit 68% Close After Sales Order Sent @jmachristopher
  9. 9. #RESULTS @jmachristopher
  10. 10. Business Intelligence & Analytics Thanks! We’re Hiring!

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