I gave a talk there recently for the earliest stage companies. This was specific to phone sales, known as "inside sales".
My talk was on:
- Is a) phone sales or b) eCommerce the best sales strategy for your specific company
- How to build out phone sales in a newly founded company
- How to manage long-term growth in an inside sales company
1. by Bryan Starbuck CEO of TalentSpring 1 Company Confidential, 2009 Strategy for Phone Sales for Early Stage Start-ups Bryan@TalentSpring.com Blog: blog.BryanStarbuck.com Blog: blog.TalentSpring.com Twitter: @BryanStarbuck Employers find the best résumés using Matching Technology. Staffing Departments can access over 110 million résumés
2. Company Confidential, 2009 2 High Growth from Phone Sales 2008 Revenues from Phone Sales Strategy companies… $168 million $215 million $163 million $295 million $152 million $87 million $178 million $1 billion
17. Company Confidential, 2009 4 B2C vsSmall vs Mid-Market vs Enterprise B2B Small Companies Consumers B2C B2B Mid-Market B2B Enterprise 1,000 to 20,000 Employees 0 to 1,000 Employees 20,000+ Employees eCommerce Phone Sales
18. Company Confidential, 2009 5 Sales Pipeline Qualified Demos Trial 78,000 Employee Company 18,000 Employee Company 31,000 Employee Company 56,000 Employee Company 45,000 Employee Company 12,000 Employee Company 29,000 Employee Company 95,000 Employee Company 63,000 Employee Company Close WIN 42,000 Employee Company 84,000 Employee Company 39,000 Employee Company Close Lost 25 Companies 31 Companies 71 Companies Demo-to-Sale 3 : 1 Lead-to-Demo 4 : 1 $20 per Lead
48. Company Confidential, 2009 15 Is Per-Seat Pricing for You? Do you have Per-Seat Licensing? Why Not? In pricing strategy, per-seat is powerful and very often used for a good reason. Triple-check if you forgo per-seat pricing. What SaaS companies are over $50m in sales without per-seat licensing?
64. Company Confidential, 2009 29 High Growth from Phone Sales 2008 Revenues from Phone Sales Strategy companies… $168 million $215 million $163 million $295 million $152 million $87 million $178 million $1 billion
80. Company Confidential, 2009 39 CAC Comparables EV/TTM = Enterprise Value divided by Trailing Twelve Month revenues Enterprise Value = Market Cap plus debt, less cash and marketable securities CAC