How to Build a Validated Sales Process by Tim Bertrand, Senior Vice President, Worldwide Sales, Acquia. This deck was originally presented at Sales Hacker Series Boston on November 18th, 2014.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Zero to 100 - Part 7: The Role of the CEODavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
On the Other Side of Sales and Marketing Alignment (HUB International)SAVO
In this presentation you’ll get a clear picture of the business pains and strategies for mitigating them as you work to align sales and marketing. Learn tips to continually improve the synergy between sales and marketing, while ensuring sales pros are impactful and on-message.
Presentation on Sales Funnel, Traditional Vs Modern Sales Funnel, Building the funnel, Lead Drop-off, Opportunity, BANT Technique, Customer purchasing stage, Top of the funnel, Middle of the funnel, Blockage point in the funnel, Nine steps to success.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Zero to 100 - Part 7: The Role of the CEODavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
On the Other Side of Sales and Marketing Alignment (HUB International)SAVO
In this presentation you’ll get a clear picture of the business pains and strategies for mitigating them as you work to align sales and marketing. Learn tips to continually improve the synergy between sales and marketing, while ensuring sales pros are impactful and on-message.
Presentation on Sales Funnel, Traditional Vs Modern Sales Funnel, Building the funnel, Lead Drop-off, Opportunity, BANT Technique, Customer purchasing stage, Top of the funnel, Middle of the funnel, Blockage point in the funnel, Nine steps to success.
5 qualitative factors VCs look for in a Series A Startup with Lightspeed Vent...saastr
Raising a Series A is extremely tough, and can be a black box for founders. A lot of the guidance on blogosphere is around what metrics to target for a Series A. Yet, from an investors perspective, the Series A is more of a qualitative decision vs. a metrics-driven decision. In this session, Nakul Mandan, Partner at Lightspeed Venture Partners, talks about the 5 qualitative factors VCs look for in a SaaS startup at the Series A stage.
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
Jaleh Rezaei - How to build a scalable growth engine through speed: 5 actiona...SaaStock
To win in the current market, your marketing strategy means life or death for your business. When it comes to building scalable growth, most marketers and CMOs have it wrong. They focus on content quality, channel strategy and planning, when they should be focused on one thing and one thing only -- SPEED. In this session Jaleh will share actionable strategies that any marketing team can adopt to move 10 times faster and stop wasting time building high quality campaigns that don’t work.
Easier, Faster, Better. Effective Sales Enablement for Maximum ResultsVeelo
Highlights of this presentation include six quick sales enablement health check questions to evaluate if your team is focused on the right stuff. Lessons learned and experiences shared by Northwest Evaluation Association, a national nonprofit with over 100 direct sales and 4000 partners.
Simply SaaS Forum - Sales - Brad McGinity - September 2018Jacey Lucus
Brad McGinity hails from the Raleigh-Durham area. As a sales leader, he’s seen it all. Currently, he leads the 15Five as the CRO. Prior to 15Five he co-founded Windsor Circle a predictive marketing and analytics software provider where he ran sales. Before Windsor Circle, he was a top performing rep at Bronto Software (later acquired by NetSuite). Brad’s MBA from UNC keeps him Tarheel blue loyal. I’ve cold called Brad, sold to Brad, and let me tell you something, he understands sales and sales people.
On September 27, 2018 at the Simply SaaS Forum, powered by Atlanta Ventures, Brad share on two big topics. 1) Defining Opportunity Stages - having clear stages with verifiable outcomes is the key to success. 2) Bulletproofing your process - use MEDDPICC to increase win rates.
The Importance of Sales Enablement & Operations for an SDR ProgramSales Hacker
Cory Ayres (VP, Corporate Sales, Host Analytics) - The Importance of Sales Enablement & Operations for an SDR Program
http://www.saleshacker.com/saas/the-importance-of-sales-enablement-operations-for-an-sdr-program/
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Wave Theory of Startups: Braving the funding, sales and hype cyclesGuy Turner
Different parts of the startup ride - sales, funding and hype - follow cycles. While the overall startup journey is high risk and high reward, these three cycles are predictable in many startups and always in the most valuable. Entrepreneurs can position for success in these cycles by knowing what to expect.
What is in a pitch deck? How do you get to the point where you actually need one? What things do people do wrong when creating their pitch deck? Well! Here's the thousandth pitch deck describing what is in a pitch deck!
To connect with Travis Lindsay, professor and investor and manager at the CSUF Center for Entrepreneurship, send him an email at tlindsay@fullerton.edu.
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
How To Build The Ultimate Go-To-Market Strategy For Your AppClearbridge Mobile
Gartner predicts that less than 1% of consumer mobile apps will be considered a financial success by their developers through 2018. Learn the fundamentals of a go-to-market strategy for your mobile app, so you can avoid common failures and best set yourself up for success in the competitive app ecosystem.
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
Top Cat helps you improve your business results. Through consulting projects, as a 'sparring partner' or on an interim basis. Are you looking to improve your business results? Are you tired of fighting recession? Could you use an extra pair of eyes? Top Cat helps.
Whether we have a 3 day sales process or a 3 month sales process, we all need to manage our pipeline of sales. Here is a quick and easy way to understand what it is, how it can help and how you can manage your revenue using it.
5 qualitative factors VCs look for in a Series A Startup with Lightspeed Vent...saastr
Raising a Series A is extremely tough, and can be a black box for founders. A lot of the guidance on blogosphere is around what metrics to target for a Series A. Yet, from an investors perspective, the Series A is more of a qualitative decision vs. a metrics-driven decision. In this session, Nakul Mandan, Partner at Lightspeed Venture Partners, talks about the 5 qualitative factors VCs look for in a SaaS startup at the Series A stage.
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
Jaleh Rezaei - How to build a scalable growth engine through speed: 5 actiona...SaaStock
To win in the current market, your marketing strategy means life or death for your business. When it comes to building scalable growth, most marketers and CMOs have it wrong. They focus on content quality, channel strategy and planning, when they should be focused on one thing and one thing only -- SPEED. In this session Jaleh will share actionable strategies that any marketing team can adopt to move 10 times faster and stop wasting time building high quality campaigns that don’t work.
Easier, Faster, Better. Effective Sales Enablement for Maximum ResultsVeelo
Highlights of this presentation include six quick sales enablement health check questions to evaluate if your team is focused on the right stuff. Lessons learned and experiences shared by Northwest Evaluation Association, a national nonprofit with over 100 direct sales and 4000 partners.
Simply SaaS Forum - Sales - Brad McGinity - September 2018Jacey Lucus
Brad McGinity hails from the Raleigh-Durham area. As a sales leader, he’s seen it all. Currently, he leads the 15Five as the CRO. Prior to 15Five he co-founded Windsor Circle a predictive marketing and analytics software provider where he ran sales. Before Windsor Circle, he was a top performing rep at Bronto Software (later acquired by NetSuite). Brad’s MBA from UNC keeps him Tarheel blue loyal. I’ve cold called Brad, sold to Brad, and let me tell you something, he understands sales and sales people.
On September 27, 2018 at the Simply SaaS Forum, powered by Atlanta Ventures, Brad share on two big topics. 1) Defining Opportunity Stages - having clear stages with verifiable outcomes is the key to success. 2) Bulletproofing your process - use MEDDPICC to increase win rates.
The Importance of Sales Enablement & Operations for an SDR ProgramSales Hacker
Cory Ayres (VP, Corporate Sales, Host Analytics) - The Importance of Sales Enablement & Operations for an SDR Program
http://www.saleshacker.com/saas/the-importance-of-sales-enablement-operations-for-an-sdr-program/
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Wave Theory of Startups: Braving the funding, sales and hype cyclesGuy Turner
Different parts of the startup ride - sales, funding and hype - follow cycles. While the overall startup journey is high risk and high reward, these three cycles are predictable in many startups and always in the most valuable. Entrepreneurs can position for success in these cycles by knowing what to expect.
What is in a pitch deck? How do you get to the point where you actually need one? What things do people do wrong when creating their pitch deck? Well! Here's the thousandth pitch deck describing what is in a pitch deck!
To connect with Travis Lindsay, professor and investor and manager at the CSUF Center for Entrepreneurship, send him an email at tlindsay@fullerton.edu.
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
How To Build The Ultimate Go-To-Market Strategy For Your AppClearbridge Mobile
Gartner predicts that less than 1% of consumer mobile apps will be considered a financial success by their developers through 2018. Learn the fundamentals of a go-to-market strategy for your mobile app, so you can avoid common failures and best set yourself up for success in the competitive app ecosystem.
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
Top Cat helps you improve your business results. Through consulting projects, as a 'sparring partner' or on an interim basis. Are you looking to improve your business results? Are you tired of fighting recession? Could you use an extra pair of eyes? Top Cat helps.
Whether we have a 3 day sales process or a 3 month sales process, we all need to manage our pipeline of sales. Here is a quick and easy way to understand what it is, how it can help and how you can manage your revenue using it.
Outsourcing: Best Practices at Pandemic Studios [GDC 2008]Kay Kim
https://www.cmpevents.com/GD08/a.asp?option=C&V=11&SessID=6525
Session Description
This lecture will detail the Outsourcing process and pipeline as used by Pandemic Studios. This lecture represents over 2 years of an ongoing effort to perfect the process of art outsourcing at our studio and is based on the work done on MERCENARIES 2 and SABOTEUR. Attendees will learn how to plan and execute an effective outsourcing process for their projects. This lecture is designed to talk to multiple disciplines in order to define what roles they play in the process. The takeaway will be a complete plan of attack for outsourcing on your project. Additional information given will include where outsourcing has failed, major do's and don'ts, testing and evaluation of Outsource partners, communication methods as well as the process used during actual production.
Integrated Modular Avionic(IMA) System Integration ProcessGhazi Ali Shah
This paper describes the hardware and software system integration process for an Integrated Modular Avionics(IMA) architecture of aircraft involving ARINC 653 and ARINC 664 avionics protocols.
How to Effectively Manage the Sales ProcessSalesScripter
There are key things that you can do to improve your ability to manage prospects through your sales process. Those are outlined in this presentation and video.
Sales Hacker Conference Boston - Matt Bellows - Top 10 Qualities of Great Sal...Sales Hacker
Top 10 Qualities of Great Sales Managers by Matt Bellows
Sales Hacker Conference Boston, September 15th, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & ...SaaStock
Bastiaan Janmaat presented "How to Build an Outbound Sales Strategy in 60 Days" on the Operator Stage at SaaStock 2016 in Dublin on September 22nd 2016.
SaaStock is Europe’s Conference for B2B SaaS at RDS, Dublin Ireland in September 2017
Watch the Video Here: https://www.saastock.com/blog/view/how-to-build-an-outbound-sales-strategy-in-60-days
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...Gainsight
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
Acting Like a Top 25 Salesforce ISV: Designing the Seller's Journey for the ...CodeScience
Designing a buyer’s trial experience that converts to sales requires tight coordination between your Marketing, Sales, and Support teams. Top 25 ISVs focus on their seller’s journey within the trial experience to increase conversion results.
In our latest webinar of the Acting Like a Top 25 Salesforce ISV series, CodeScience CRO, Sean Hogan, is joined by Craig Rosenberg, Co-Founder and Chief Analyst at TOPO, to discuss how to design a rock-solid seller’s journey.
How We Reorganized Our Entire Post-Sales OrganizationGainsight
One of Gainsight's principles is to "Carry the Torch" for the Customer Success industry. We've shared a lot about innovations in our processes, but not as much about our organization. In this session, Allison Pickens, VP of Customer Success and Business Operations at Gainsight, will share the story of how we re-organized post-sales to drive success for our customers.
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
Those annoying members! We put the information in the email! It’s not our fault that they didn’t take the time to read it! If your organization is currently relying on a uni-channel messaging strategy, then this webinar is for you. While email remains the backbone of a digital marketing strategy for the foreseeable future, the user has changed. Learn why email isn’t enough and take home new strategies for increasing your users receiving and absorbing your message! Watch this entire webinar and others by Highroad U on our YouTube channel: http://shout.lt/rMNF
Agile Inception Strategies : Presented by Khaarthigha SubramanianoGuild .
Agile Inception using Innovative and Collaborative techniques & Gamification came for rescue, But now this is also diluted a lot and becoming in-effective. But used well, this is highly effective even to discover more than what we are focusing and help channel the investments for the clients.
We took a real world problem that is meaningful to all attendees and used the following techniques as a real inception
– Describing the objectives of inception and inception outcomes
– Setting the vision
– Identify Competing constraints and decouple them
– Understand nuances of client relationship and being dynamic in modelling the solution
– Stakeholder mapping and communication plan
– Assumption mapping and hypotheses prioritisation
– Traceability of user needs to business goals through impact mapping.
The Pilot Engage Pilot Framework: Winning with Certainty. This whitepaper explores the best practices, systems and techniques that have helped us to achieve mastery of the pilot process over a decade selling complex solutions to corporate customers. We call this framework Pilot Engage, and the results it generates have a measurable and powerful impact on the bottom line.
The Power of Discovery for Increasing Win RatesMike Kunkle
This is the webinar I delivered on 11/08/2017 on how to conduct a highly-effective consultative discovery to improve sales effectiveness and win rates.
Similar to How to Build a Validated Sales Process (20)
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand.
That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to.
But in a land where everything has an opportunity cost, you have to ask: When can it hurt you?
What are the downsides of building a personal brand?
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
This event will be an eye-opener for SDRs, prospecting AEs, and their managers.
You’ll SEE exactly how to improve your outreach. 👀
This isn’t just about tactics. Managers will want to pay attention too! We’re digging into what it takes to build an organization that excels in the inbox.
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
If your definition of personalization is still {Insert Name Here}, you’re in trouble.
Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails.
LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022.
Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you.
Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
Macaroni and cheese. Bacon and eggs. Sales and marketing.
All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer.
To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment.
Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services.
And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team.
The answer is a transition to deep customer-centricity, not just in theory, but in practice.
In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines.
The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today.
In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
“The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Comprehensive Encyclopedia of Sales PlaysSales Hacker
Since inception, the sales industry has historically had questions that have gone unanswered and substantial problems that have gone unsolved.
First, there’s the tactical ones: What makes the perfect cold call? How do I handle the objection “Send me an email”? What’s the perfect subject line? And when someone ghosts me, how do I re-engage with them in a way that gets the response I want?
And then there’s the bigger ones.. Why do my AEs fight with my SDRs on which meetings are TRULY qualified? Why does Marketing complain that Sales isn’t following up with their MQLs in a timely manner? Why does Sales complain that ALL of the marketing leads are “BS”? And what is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?
In this deck presensted by Becc Holland & Scott Barker for “The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
Ever been told that personalization is THE key to masterful sales messaging & more booked meetings?
Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king.
The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant.
Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota.
With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY!
In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
What You'll Learn:
- Why winning influence is critical for closing revenue.
- How to build trust and credibility with team selling.
- The #1 signal that all winning deals have in common.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
2. Summary
• Funnel management
• Dissect/analyze how a deal gets into your funnel
• Build a validated sales process
• Measure, Measure, Measure
3. Funnel Management - Opportunity
Creation
•
Sales
Generated
Leads
SDR
MQLs
Sales
Accepted
Lead
• ISR/SDR
Sales
Qualified
Lead
• Accou
nt
Exec
ISR Responsibilities
- Pipeline Generation
- High % of Qualified
Opportunities
- Assist with deal closure
within territory
- Prepare to move into
quota carrying role
SDR Responsibilities
- Pipeline Generation
- Qualify Opportunities
- Territory Focused
Account Executive + EMEA ISR
Responsibilities
Qualify Opportunity
- Salesforce.com Opportunity creation
and stage management
- Manage deal to closure
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4. Sales Accountability: Set SLA’s
•
Sales
Qualified
-‐>
ISR
Accepts
Sales
SLAs
•
2
weeks
1
hour
call
back
on
MQLs
(during
working
hours)
• 2
weeks
in
Sales
Accepted
with
clear
next
steps
• Sales
Accepted
for
more
than
2
weeks
requires
approval
• Sales
Qualified
means
it
is
in
pipeline
review
process
• Qualified
-‐>
Closed
Won
conversion
rate
will
be
benchmarked
• Follow
up
on
MQLs
for
top
25
prospects
in
your
region
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5. Sales Execution
- Weekly pipeline review
- Territory Planning
- Deep Dive Account Reviews
- Regular review of KPIs
- Pursuit Drills
- Funnel Management - Deal ownership & management
Deep Discovery
Sales Pipeline Management
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Pursuit drills
Vision to Close
“The qualifying
test”
6. Discovery Letter
A “Discovery Letter” should be sent within 24 hours of a possible
opportunity interaction. It typically contains the essence of the
conversation that occurred during the sales call along with a
proposed set of next steps. A common structure is:
• A detailed description of the sales person’s understanding of the need
and what is driving the need
• A description of the timetable, budget, and approval process
• Re-cap of any recommendation you made
• A list of open questions that were not answered (and may have been
tabled for off line discussion during the meeting)
• A list of agreed upon next steps and owners. This list is one of the
best ways to push things forward, especially if there are due dates
attached to each next step.
• A discovery letter MUST BE VALIDATED / ACKNOWLEDGED by
prospect
6
7. The Qualifying Test
Account Executives should feel comfortable moving their opportunity from
Prospect to Qualified when you can answer YES to the following questions:
• Do they have a problem?
ü Be able to identify the pain
ü Be able to identify the business impact of the pain
• Can we provide a solution that solves this problem?
ü Be able to identify the solution
• Is the problem compelling and are they planning to take action?
ü Be able to determine timeframe for a decision
• Do we have access to key decision makers?
ü Identify key decision makers
• Do they have a realistic budget? (is it big enough for Acquia?)
You must send a Discovery Letter and get written confirmation from the
Prospect stating that they agree with next steps.
A “Discovery Letter’ should be sent within 24 hours of every meeting. It typically
Contains the essence of the conversation that occurred during the sales call
along with a proposed set of next steps
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8. Example Discovery Letter
James,
Thank you for your time today. I now have a much better understanding of your data needs.
I have summarized my notes from our conversation. Please let me know if you have any comments / clarifications.
CURRENT SITUATION
- ABC company is currently hosting their Drupal site at RackSpace
- Significant user growth has crashed the site five times in the past two months
- The site outages are tarnishing ABC’s brand and the CEO has mandated a fix ASAP
- RackSpace nor ABC have the Drupal expertise to troubleshoot / manage this environment. There is a concern that the site has security flaws
- ABC is looking for a company to provide hosting and application support 7/24
- The annual budget for hosting and support is $75k. James and his boss will make the vendor decision.
NEXT STEPS
- James will complete the hosting questionnaire by …..
- James and his boss will participate in a 60 minute requirements gathering / validation call with Acquia on ______
- After this call, Joe will turn a proposal around in 24 hours
- Joe and James walk through the proposal on ______
James, I look forward to working with you on this project.
Regards,
Joe Salesperson
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9. Using the Pursuit Drill
The template should be completed by a sales rep and VALIDATED by a sales
manager / deal team for any deal that makes into QUALIFIED/BEST. It should also
be used as a “gut check” before investing in a formal proposal.
The pursuit drill ensures we answer these kinds of questions:
Does the customer have a need?
Do we have the right solution?
Is this a closable opportunity?
Where do we have red flags?
What pro-active strategies should we deploy?
9
10. Vision to Close
• A vision to close MUST be done AND Validated by
a manager prior to moving a deal into Likely/
Commit. Answering theses 3 quick questions can
create a roadmap on how to get a deal to closure
• How do we get business buy-in?
• Person / what they care about / how we will get them bought in
• How do we get technical buy-in?
• Person / what they care about / how we will get them bought in
• What is the procurement / legal process and how do we navigate?
11. Other key tricks to closing deals faster
The “Dear John”
Internal Selling documents
12. Dear John
• You MUST act with edge to understand which deals to focus on
• A “Dear John” will force the customer to confirm that can execute by
your target date OR tell you no
• Should be sent
• Beginning of each Q
• At the end of week 7
• You all should have an example on google docs (Dear John example)
• “Yes is great, No is ok, maybe is unacceptable”
13. Internal Selling Document
If necessary, volunteer to help your champion
create an internal selling document for the
decision makers that briefly outlines:
The need
Why this need should be addressed now
The options we evaluated
The solution we recommend, and why
The details of the initiative (cost, time frame, etc.)
How this initiative will support the company goals (save
13
money, improve control and visibility, etc.)