madkudu techstars accelerate sales with data
TRANSCRIPT
Accelerate your sales with data
© 2016 MadKudu Inc. Proprietary and Confidential
Francis Brero
● CRO & Co-Founder @MadKudu (Boulder 15)
● Worked with 100+ B2B SaaS companies to improve sales with data science
● Background in Mathematics, Data Science
Maths + Sales
How to use your data to accelerate Sales
Sri Lanka or TurkeyPoland or South KoreaIreland or United States
Pakistan or VietnamThailand or South Africa
Sri Lanka or TurkeyPoland or South KoreaIreland or United States
Pakistan or VietnamThailand or South Africa
Students mean, CI 1.8, 0.4Chimpanzees mean 2.5
“The problem is not ignorance, it’s pre-conceived ideas”
Source: Hans Rosling - The best stats you’ve ever seen
Company size: 10-50 vs 200-500
Industry: HealthCare vs Software
Business Model: B2B vs B2C
Part 1.
Define “Qualified” with DATA!
Consistently, sales they are only working ~60% of the
qualified leads...
And spend ~20% of their time working unqualified leads
% of revenue by lead quality:
● Good ~85%
● Medium ~15%
● Low <1%
1. Extract data from CRMa. Ideally cohort with ~100 conversions
2. Augment the data with demo/firmographicsa. Use 3rd party (FullContact/Clearbit, Virtual
Assistant…)
3. Analyze
Company SizeNumber of
leadsLeads
convertedLeads not converted
Conversion Rate
0 Not Available 876 115 7607 13.13%
1 vSMB <10 1588 242 1346 15.24%
2 SMB <100 3854 749 3105 19.43%
3 MidMarket <250 2468 573 1895 23.22%
4 MidMarket <1000 3104 697 2407 22.45%
5 Enterprise >1000 4842 953 3734 19.68%
Step 1 - Measure
Analyze your historical conversion rates by segment.
Step 2 - Predict
Apply your learnings to your qualification criteria
Step 3 - Optimize
Use your CRM as a feedback loop
Intermission Q&A
Part 2.
Data Driven Sales Behaviour
Goals only exist to drive behavior
SLAs define success as a quantifiable metric
How many of you consistently reach out to all qualified leads within 24h?
Top companies benchmark => 64%
MQL to Opp conversion rate 3.5x greater
Marketing: SAL/MQL > 80%
Sales: MQL contacted within 24h > 95%
Sales: MQL contacted 6 times within 28d > 80%
1. Use data to overcome preconception over your ICP
2. Use data to increase leverage in your sales process
Thank you!