Frustrated with your sales numbers?

Learn best in class sales practices

What We Want to Accomplish Today…

• Generate more revenue from your current marketing budget

• Gain confidence that if you spend more in marketing, you will get more in return

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Things We Will Cover:

• Common mistakes that hurt sales numbers

• How timing plays a vital role in closing a deal

• Why calling more than once can be the difference between making a sale or losing a sale

• You can’t manage things you can’t measure

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It Takes Both Quality Leads and Excellent Sales Practices to Successfully Grow Revenue

x =Quality Leads Sales Excellence Revenue Growth

Source: Leads360

57% of success is based on lead quality

43% is based on sales excellence

Note: Because both marketing and sales sometimes point to the other side as the issue, tracking even more critical shedding light on issues that may block revenue growth.

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What is a Quality Lead?

• A buyer that voluntarily shows interest…

• For products and services you sell…

• In your specific areas…

• That you didn’t have before…

• And is cost-effective.

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Common Mistakes

• Companies don’t adapt to prospect’s changing buying habits

• Companies don’t update processes and technologies

• Poor response times to marketing-generated leads

We have seen this in every industry…

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Case Study-Response Audit

The most recent Response Audit targeted the 3,051 attendees and sponsors of Salesforce’s Dreamforce 2011

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Even Top Companies Fail to Meet the 5 Minute Response Time

Immediacy of Response

Attempt Type Average Response Time

Phone Calls 1 Day, 18 hours, 15 minutes

Email 19 Hours , 14 Minutes

Overall Average response time 42 Hours

FAIL FAIL

FAIL

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Let Pretend….

Lets pretend you walk into Best Buy to buy that 60” LCD

TV you’ve been wanting for the upcoming football season

And as you approach the salesman his response is…

“Come back in - 1 day, 18 hours and 15 minutes"

Shocked?

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Even Top Companies Fail to Response Persistently

Persistency of Response

Metric ResultsAverage # of Phone Calls Made to New Leads 1

Average # of Emails to New Leads 0.9Percent of Companies that Never Responded 51.4%

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FAIL

FAIL

FAIL

Summary of the Dreamforce Audit

The audit concludes that even top companies :

• Don’t call fast enough

• Don't call persistently enough

• Don’t call every lead

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What is the Cost of Losing a Quality Lead?

• Wasted time

• Giving competitors an advantage • Loss of revenue

• Waste of marketing effort Almost half of B2B leads are never called!

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A Trend You Don’t Want To Follow

You have to ask yourself:

• Do you know your team’s response time?

• Do you know how many attempts your reps are making to reach each new lead?

• Are your reps calling EVERY lead?

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Timing Makes All the Difference in the World

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More Calls Increase the Odds of Contacting a Prospect

16Source: Insidesales.com

Success with Leads Goes Up With Fast Call times

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Expected Contact Rate Expected Close Rate0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

39%

78%

15%

19%

5%3%

Contact Rate x Close Rate = Success

< 5 Minutes5 to 30 Minutes30+ Minutes

Can’t Manage What You Can’t Track

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85% of Companies Do Not Track Online Lead Performance

• What makes tracking relevant data so challenging?• Most businesses have multiple sources of leads• Software systems can be complex

• Tracking leads in a CRM or spreadsheet requires new processes

• Determining critical metrics is not always obvious• Most sales reps are not particularly detail oriented• Basing decisions on data often more difficult than telling stories

about one bad lead or one great sale

You Can't Manage What You Don’t Measure

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360Partners Team Recommendations for Improving Sales

• Call Fast • Call within the first 5 minutes of receiving the lead• 78% of customers choose the first person that calls

• Call Often • Call 6 times and get a 93% contact rate• Email with each call attempt

• Call Everyone • Avoid “Cherry Picking” - call every lead• Use appointment setters to qualify your leads• Let your best sales people do the selling and closing

• Track your progress• Know the problem you are trying to resolve• Track the key performance indicators for your goals

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Take the 360 Challenge

• Take 2 Reps

• For 2 Weeks

• Follow these basic principles we just talked about

• And see if your revenue increases

• It won’t cost you anything but time to implement the program

• And tell us about your success

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Questions?

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