Sales reps and sales manager waste too much time in identifying good prospects that add up to the company bottom line. Stop wasting time negotiation with bad accounts and start closing the right deals. The Ideal Prospect Fit will help you and your team achieve repeated success.

1. Luca Mastrorocco
luca@mystartupland.com
@lucamastrorocco
THE IDEAL PROSPECT FIT
How To Increase
Long-Term Revenues

2. About
Myself
Managing global expansion with a team
of 15 salespeople across 3 continents
VP Global Sales @Glispa GmbH
Founded a company, raised
seed round, failed!
Startup Founder Experience
8 years in AdTech
5 years as Sales Executive
Business & Team Coach
Editor in Chief
@MyStartupLand
10 years in Sales

3. ARE ALL DEALS CREATED EQUALLY?

4. No!

5. The amount of money a
prospect is willing to pay
Deal Size
The purchasing journey your
prospects go through
Buying Behaviour
The salesperson negotiation
skills in the buying process
Negotiation
Product & Service knowledge
on both side are crucial
Sales Knowledge
What Impacts
Deals Success?

6. The Sales Funnel
Identify the ideal target
customer
MARKET KNOWLEDGE
Market research &
Pipeline building
LEAD GENERATION
Identify the right
prospects
QUALIFICATION
Finalize the contract &
turn the prospect into an
active client
DEAL CLOSING
Discuss pricing & contract
terms to send a proposal
NEGOTIATION

7. The Most Critical Step
Lead Qualification is critical to any
sales funnel, regardless of the industry,
product, or service your sales team
sells into. Identifying the right
customers your company wants to do
business with becomes crucial to the
long-term success.
But… Is it that easy?

8. Some Stats On Lead Qualification
67%
are as a result of sales
reps not properly
qualifying leads**
OF LOST SALES
43%
admitted that prospecting
is the most complicated
part of their job
OF SALES REPS
**SnapApp, June 2018 (link)**HubSpot, State Of Inbound 2018 (link)

9. Not Every Lead Is A Prospect
Define the characteristics of the ideal
buyer & involved multiple departments
within your company.
CREATE A BUYER PERSONA
01
Identify the metrics that make a perfect
deal & involve other departments in your
company.
DEFINE THE PERFECT DEAL
02
NARROW DOWN RESPONSIBILITIES
03
START CLOSING
Understand what factors the sales team
can influence. Not everything is
negotiable.
A simple 3-step approach for every Sales Manager

10. DEFINE THE METRICS OF THE PERFECT DEAL
Budget? Daily Spend? Buying Model? GEOs? Features?
01
IDENTIFY THE GOOD, THE BAD & THE UGLY
Create possible ranges for each metrics identified
02
GIVE A SCORE TO EACH METRIC
Brainstorm to define the right value (both positive & negative values)
03
RANK THE DEALS
Define ranges from bad to “perfect” & create the ideal prospect fit rank
04
ABP – Always Be Perfect
A Bullet Proof Framework To Increase Long-Term Success

11. THE IDEAL
PROSPEC FIT
A combination of key metrics that rank the “perfect” deal.
• Assessment on predefined metrics
ensures deals quality and fit
• The “Fit” level will define internal
prioritization among departments
• Hand-over will become smoother and
more efficient as client service teams
will have access to crucial data from
the beginning
DOWNLOAD HERE

12. Does It Work For Your Sales Team?
• It helps them to have a structured approach when it
comes to qualifying leads
• It decreases the time spent on dealing with bad
prospects
• It reduces bad discounts on prospects with no value
• It increases the power of negotiation on good
prospects
• It helps them to increase understanding on what
matters for the company bottom-line
SOLO HUNTERS Sales Development Reps + Account Executives
• It helps to create awareness among SDRs to improve
qualification process
• It allows SDRs to focus on good prospects early in the
funnel
• It lets AEs work (on the majority of the times) only on
prospects that matter for the company bottom-line
• It increases the power of negotiation on good prospects
• It creates a process of mutual collaboration between
SDRs & AEs
The Advantages Are Immediate & The Process Works In Most Of Scenarios

13. Important Steps For Implementations
The Ideal Prospect Fit To Work Correctly Needs To Have Supporting Pillars
Clear Communication & Transparency among all teams that are
working on clients success is essential
Tracking activities and prospect “fit” on internal tools (CRM) is crucial to
keep track of progress and impact on company bottom line
Aligning the bonus system to reflect the prospect fit impact and create
incentives (positive & negative) for the sales team to follow the process

14. So Easy, Yet So Good!
Increase Transparency & Create A Sales Machine With The Ideal Prospect Fit
The ranking sheet will help your
team focus only on what matters for
the company bottom-line.
“Bad deals” will be minimized.
ONLY CLOSE WHAT MATTERS
Prioritization & accountability will
help your company (and teams) to
achieve success repeatedly.
INCREASE LONG-TERM REVENUES
Avoid misunderstanding and
frustration within your team and
across other teams.
EVERYONE IS ALIGNED

15. Thank You!
Luca Mastrorocco
luca@mystartupland.com
@lucamastrorocco