national sales convention, kuala lumpur
TRANSCRIPT
Are you eating only a part of your pie?
Firing your Entire Sales Engine with Data
Ekta Grover
Bloomreach, Inc
https://www.linkedin.com/in/ektagrover @ektagrover
The views expressed here are solely mine & do not reflect my employer’s opinions/sales strategy
National Sales Convention, 2016 23rd May, 2016, Kuala Lumpur , Malaysia
alignment
Image source https://henrithibodeau.files.wordpress.com/2015/05/right_brain_left_brain.jpg
Structure for this talkChanging business landscape
Sales primer 101 The two facets to growth
Lead qualificationHot lead models
The new paradigm for Business growth
Quantitative assessment ofyour current sales footprint
Sales rep run rate & pipeline velocity
Image source : http://www.measuringflower.com/
The Business landscape is changing
Increasing choices, pricing mix
larger voice regardless of the size of Business
Customers buy outcomes
Your job is to build in product stickiness by deliberate design AND make your customers successful
stepping back
high-volume, low-value transactional environments
low-volume, high-value transactional environments
Quantity vs. quality of the pipelinewhere in the funnel are your challenges
Sales primer 101
Sell more
And do so at a lower cost
Profit=Revenue - Cost
First the paradigm
Aggregate
Benchmark
Identify
Act
Revenue
Acquiring Customers
Retaining Customers
Monetizing Customers
http://www.forentrepreneurs.com/saas-metrics-2/
Understanding what’s happening with your Business
CAC 6000 $MRR 500 $
http://www.forentrepreneurs.com/saas-metrics-2/
Understanding what’s happening with your Business
.. but you can’t solve the problem by (just) adding more customers
The more customers you add
More interesting Business questions
How many customers canyou afford to onboard ?
the lower the valley
When in time should you onboard them ?
If you knew the costs, can you pickup a winning mix ?
affect of lowering CAC
The lower your CAC,the faster the time to profitability
Multiple customers
CAC 6000 $MRR 500 $On boarded 100 customers
Growth rate 2%Churn rate 1%
Customer lifetime= 1/customer churn rate
Insight # 1
lower your CACAdd more MRR from same customer
reducing time to profitability
Keep negative(or lower) churn
Insight # 2 : Customer churn
4% churn = 48% of revenue
1% churn = 12% of revenue
The higher your churn, the harder your sales engine should work
Sustainable profitability
Monetizing customers
Adding just 10% MRR from existing customers
Effectively recovering the CAC sooner
Cost
More effective marketing spends
Better lead qualification /quality of pipeline
Outcome driven sales on boarding programs
Leading best-in-class sales effectiveness
Data they need to succeed & course correct
Effect of channel on customer lifetime, CAC, MRR
Hot lead models & customer segmentation
This means choosing the right channel can free up costs you could use more effectively
Qualifying your leads Goal : Determine sales readiness
phase in the buying cycle
Interest they show in your business
overall fit with your business
Explicit and Implicit scoring
Qualifying your leads
Hot lead models
Golden rule : Start with a customer that has a need
Hot lead models
Budget
Authority
Need
Timing
“If our solution solves your needs, will funding be available to move it forward?”
contact rate with decision makers, how is your prospect based in its immediate ecosystem, demographic data
vertical , no employees, growth parameters (industry, competitors, market share, customers of your prospect)
likelihood of purchase , fit of your solution to their current problems (agnostic of price point )
If they had a strong likelihood to purchase, how much time will it realistically take to close
f(score) =a1*x1+a2*x2+a3*x3+a4*x4
peer group evaluations (early adopters, social proof ) , actual behavioral data-pointscompetitive environment, incumbent deployed competitive solutions and CSAT with those
trigger events like expansion, fresh source of funding
Layered qualification model
customer1
customer2customer3
customer5
CAC
Score
..and other dimensions we discussed earlier
customer4
An intensive prospect qualification opens a lot of opportunities
Multi-axis pricingForces to reveal hidden preferences & needsDetermine how people value different attributes
Better positioning & product differentiation
What we know so far
Make existing customer successful and on-board customers most likely to be successful
On board them at the right time & at right cost
Monetize them proactively to reap the benefits of negative churn
Synthesizing sales territory, quota & success
Government
EnterpriseSmall Business
Medium Business
Understand how your most successful customers look like
Your costs & revenue streams from these customers
Brick & Mortar
yield & productivity of sales teams
Quantitative assessment
Open Opportunities
Closed Opportunities
Average Deal Size
Win Rate
Sales Cycle
too broad, too many verticals
Goal := which accounts will buy & whenWhere in the funnel is the problem ?
Insightsquared.com: Why you didn't hit your number
How many open opportunities your team needs ?
Team’s win rate : 15% ~ 1 in 6 deals convert
Quarterly goal $1 million
Average Deal Size $10,000
Need 600 good-opportunities to start with
Understanding the pipeline
Total value of pipeline in next 90 days is
70,800$
How much is in line with your run rate goals, after accounting the team’s win rates
pipeline strength & stage permeation over time
Qualifying more opportunities, but downstream pipeline is not growing
Likewise for downstream metrics
The new sales paradigm
Farm don’t hunt !
Farm don’t hunt ! by Guy Nirpaz
Would love to engage
https://www.linkedin.com/in/ektagrover @ektagrover