How To Build An Effective Pipeline And Increase Sales 5x [PART 2: Closing More Deals]
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What You'll Learn: - Which tools you can use to build an efficient sales engine - How to funnel leads down your pipeline more effectively - How to build rapport with decision makers and close more deals
![1. HOW TO ACQUIRE LEADS [PART 1 Re-cap]
2. HOW TO BUILD AN EFFICIENT SALES FUNNEL
3. HOW TO MOVE LEADS DOWN MORE EFFECTIVELY
4. HOW TO BUILD RAPPORT WITH DECISION MAKERS
AGENDA](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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How To Build An Effective Pipeline And Increase Sales 5x [PART 2: Closing More Deals]
- 2. 1. HOW TO ACQUIRE LEADS [PART 1 Re-cap] 2. HOW TO BUILD AN EFFICIENT SALES FUNNEL 3. HOW TO MOVE LEADS DOWN MORE EFFECTIVELY 4. HOW TO BUILD RAPPORT WITH DECISION MAKERS AGENDA
- 3. INBOUND TECH. SAAS E-COMMERCE MARKETPLACES RECRUITING AGENCIES MARKETING AGENCIES OUTBOUND QUALIFICATION / DEMO NEGOTIATION / PAYMENT / PROPOSAL ONBOARDING / SUCCESS / EDUCATION RENEWAL / UPSELL Conversion, Time, ROI For Each Segment & Channel MLP Conversion,TimeForEachStage
- 4. INBOUNDOUTBOUND TECH. SAAS E-COMMERCE MARKETPLACES RECRUITING AGENCIES MARKETING AGENCIES MLP QUALIFICATION / DEMO NEGOTIATION / PAYMENT / PROPOSAL ONBOARDING / SUCCESS / EDUCATION RENEWAL / UPSELL Conversion, Time, ROI For Each Segment & Channel Conversion,TimeForEachStage Identify most attractive markets / micro-segments 1
- 5. EXAMPLE 1: VP Sales, Mid-SaaS, High Growth
- 6. Another good strategy: Identify Look-a-likes
- 7. TECH. SAAS E-COMMERCE MARKETPLACES RECRUITING AGENCIES MARKETING AGENCIES OUTBOUND DIRECT OUTREACH ADS CONTENT SEOCONFERENCES MLP QUALIFICATION / DEMO NEGOTIATION / PAYMENT / PROPOSAL ONBOARDING / SUCCESS / EDUCATION RENEWAL / UPSELL Conversion, Time, ROI For Each Segment & Channel Conversion,TimeForEachStage OUR SALES FRAMEWORK Establish outbound and inbound channels to acquire leads in each market / micro-segment INBOUNDOUTBOUND 2
- 8. MULTI-CHANNEL WORKFLOWS CRM SYNC AD ”WARM UP” TRIGGERED NOTIFICATIONS WEBSITE “BOT” INTEGRATIONS OUTBOUND AUTOMATION
- 9. WARM UP ACCOUNTS WITH ADS EMAIL + LINKEDIN + CALL AUTOMATION + Automated, personalized email 1 DAY LATER Connection Request 2 DAYS LATER IF CONNECTION REQUEST ACCEPTED LinkedIn Personalized note Automated, personalized email Automated, personalized email 5 DAYS LATER, SMB, low value accounts …
- 10. WARM UP ACCOUNTS WITH ADS EMAIL + LINKEDIN + CALL AUTOMATION + Automated, personalized email 1 DAY LATER Connection Request 2 DAYS LATER IF CONNECTION REQUEST ACCEPTED LinkedIn Personalized note Automated, personalized email Automated, personalized email 5 DAYS LATER High-value accounts … Call, leave voicemail Call, no voicemail
- 12. WARM UP ACCOUNTS WITH ADS Segment-specific messaging Engagement- specific messaging WARM-UP TARGETED ACCOUNTS WITH ADS
- 13. TECH. SAAS E-COMMERCE MARKETPLACES RECRUITING AGENCIES MARKETING AGENCIES OUTBOUND DIRECT OUTREACH ADS CONTENT SEOCONFERENCES QUALIFICATION / DEMO NEGOTIATION / PAYMENT / PROPOSAL ONBOARDING / SUCCESS / EDUCATION RENEWAL / UPSELL Conversion, Time, ROI For Each Segment & Channel INBOUNDOUTBOUND NICHE SPECIFIC MARKETING LANDING PAGES Conversion,TimeForEachStage Establish funnels to close more deals 3
- 14. MARKETING LANDING PAGE For each micro-segment: • Create a customized, yet re-usable landing page: • Use segment-specific messaging • Showcase value-prop specific to each segment • Use logos of segment specific customers / clients MARKETING LANDING PAGE
- 15. EXAMPLE: SQUARE
- 16. EXAMPLE: SQUARE
- 17. DEMo / CALENDAR Make sure you have an efficient process to manage demo bookings: • Set up round robin (segment specific if applicable) • Confirmation emails and calendar invite with video conference link • Follow-up / Reminder with option to reschedule Track demo no-shows and optimize over time! MARKETING LANDING PAGE AUTOMATE DEMO SCHEDULING
- 18. DEMo / CALENDARMARKETING LANDING PAGE DIRECT WEBSITE INTEGRATION
- 26. DEMo / CALENDARMARKETING LANDING PAGE MANAGE SEGMENT-SPECIFIC COLLATERALS
- 27. PROPOSAL / NEGOTIATION Use an efficient system to send proposals / quotes • Easily configurable by Sales reps • Integrates with your CRM • Allows clients to e-sign + pay (CC, check, transfer) • Capture CC info via Stripe integration (if applicable) DEMO / CALENDARMARKETING LANDING PAGE PROPOSAL & PAYMENTS
- 28. TECH. SAAS E-COMMERCE MARKETPLACES RECRUITING AGENCIES MARKETING AGENCIES OUTBOUND DIRECT OUTREACH ADS CONTENT SEOCONFERENCES MLP QUALIFICATION / DEMO NEGOTIATION / PAYMENT / PROPOSAL ONBOARDING / SUCCESS / EDUCATION RENEWAL / UPSELL Conversion, Time, ROI For Each Segment & Channel Conversion,TimeForEachStage SCALABLE SALES FRAMEWORK Measure, Optimize, Scale 4
- 29. TRACK IMPORTANT METRICS IN YOUR CRM Some Sales pipeline metrics to track / optimize: • # opportunities created per week / per month • # opportunities (by status, by segment) • Stage duration (by source, by segment) • Closed Lost reason (by source, by segment) • Closed Won (by source, by segment) • Closed Won Average contract value (by source, by segment) • Closed Won Average contract length (by source, by segment) • Average time to close (by source, by segment) SEGMENT & SOURCE SPECIFIC METRICS
- 30. LAST 30 days SALES PIPELINE PER REP (average) 109 Outbound 82 inbound Referrals, Other 228 open opps 82 engaged 16 negotiations 19 won 36% 23% TRACK SDR FUNNEL
- 31. LAST 30 days SALES PIPELINE PER REP (average) 109 Outbound 82 inbound Referrals, Other 228 open opps 82 engaged 16 negotiations 19 won 24 DAYS TRACK SDR FUNNEL