Sales representatives quite often don’t focus on top of the pipeline, which leads to a “leaky bucket”. It results in good leads falling through the cracks. - Learn how to improve your sales velocity. - Learn how to build a strong lead qualification process. - Understand the buyer's journey.

1. Streamline your sales
Syed Asad Hussain
syed@hustlex.io

2. Evolution > Revolution
- There is no “one size fits all” solution
- And there is no magic bullet to solve all your pain points
- Listen to advice but tweak it according to your situation

3. Why is Sales Velocity so important?
In a nutshell, sales velocity shows how quickly leads are moving through your pipeline and inadvertently
how fast you’re making money.
The less time it will take prospects to go through your pipeline, the faster you will close deals.

4. There are only four factors that impact how
much you sell
1. The number of sales opportunities you work on
2. The average deal value
3. Your win rate
4. And the length of the sales cycle
And that’s the Sales Velocity Equation!

5. Sales Velocity Equation
A B C
D

6. In layman’s terms: you want to increase A, B and C and reduce D
To give you an example:
If you manage to increase A, B and C by 10% and reduce D by 10%, then you increase your sales
velocity by 48%

7. Have a look at this

8. Let’s take a look at some real (made up)
numbers
Say your business has:
- 100 opportunities
- An average win rate of 25%
- Average deal size is $5000
- And the sales cycle lasts around 90 days
Let’s calculate the sales velocity of your business

10. Conclusion
So $1388 is your sales velocity. Which means you’re roughly bringing in that much revenue every day.
With this information at hand, you can either increase the numerator(which in this case is $125,000) or
decrease the denominator (90 days) or both if possible.

11. Why the equation matters?
1. It’s a powerful way to gauge the health of your sales team
2. There is no BS involved, it’s all a number’s game
3. You can pick any one of those functions, try and improve, the results will show up
instantaneously
4. Easy to benchmark against other teams
5. Helps you forecast your sales more accurately and optimize for the future

12. How to increase your sales velocity?
There are numbers of ways you can increase your sales velocity and they primarily fall in these
categories:
- Improve your conversion rate
- Optimize the deal size
- Shorten your sales cycle

13. How to Improve your conversion rate?

14. Always qualify your leads
Pro tip: never get too excited but try and learn more about their pain points. Try and stay away from the
BANT qualification process and be more human.

15. Unclog your pipeline
Remove clutter from your pipeline, only create opportunities from leads you know are fully qualified and
there is a mutual fit.

16. Analyze your pipeline for leaks that need
patching
Where are the conversions dropping? Where are prospects going silent?
Going silent is the worst, you spend time and energy building that relationship and if you don’t learn
anything from it, is just devastating and time lost.

17. Be honest with yourself about where you stand
The first step of solving a problem is realizing there is one, be honest when you evaluate your
performance and keep track of the KPIs and look for trends
Pro tip: a simple spreadsheet with OKRs and KPIs will suffice

18. How to optimize the deal size?

19. Improve understanding of your prospect’s
business
Always try and understand the prospect’s need and their business challenges, so you don’t leave
additional money on the table

20. Cross Selling
Sure, they came to your website because they were interested in one aspect of your toolset but that does
not mean that won’t get any benefit from other aspects of your tool.

21. Offer strategic discounts
Where applicable, offer a strategic discount.
Pro tip: Be careful while offering discounts, offer them if you firmly believe that 10%(or whatever
number) discount will be the difference between yes or no.

22. How to shorten your sales cycle?

23. Try and breakdown the sales process
Look for bottlenecks in your sales process, that means breaking it down and reviewing where is the drop
off or where the prospects are stalling or going silent?

24. Automate (where you can)!
If you can automate a follow-up and avoid delays, why not?
Pro tip: Do not automate in the case of enterprise deals and never send an automated email with adding
clear value to the prospect and having a well defined Call to action.

25. Keep qualifying the prospects
Always keep qualifying. Qualification should be done all the way down to the point when a prospect
becomes a customer.
Pro tip: Always stay on top of the deals/opps, keep in touch with them and get regular updates about the
progress or in case of trials closely monitor their activity.

26. Bottom Line
If you ignore sales velocity and blindly focus on keeping your pipeline full, you’ll have tons of leads but not
enough resources to move them through the pipeline and convert and that will hurt you “bottom of the
funnel”
However, once you start measuring sales velocity, you’ll have the data and insights necessary to optimize
your sales process from start to finish.

27. Change won’t happen overnight
Don’t go guns blazing, create a plan and then execute it one step at a time. If something doesn’t work, go
back to the drawing board, tweak it and go at it again. Do not give up!

28. Closing points
Outbound sales works. It works only if done correctly and with a process in places.
DON’T create email campaigns and use the spray and pray technique. Have a system, very seldom do we
lose a prospect because we are not using a particular tool, It’s all about the process you have in place and
execution.

29. Don’t masturbate to ideas in the head
Don’t read books/attend conferences for the sake of it.
Don't know something, first figure out what your pain point is, then research and find resources that can
help you get educated on that particular subject.
Lastly, Execute. Re-iterate and get at it again. Fail forward. Go out and do it, it will make for one heck of a
story either way!

30. Thank you!