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How to Grow Your Sales Pipeline While Increasing Conversions

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How to Grow Your Sales Pipeline While Increasing Conversions

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Learn how to boost your pipeline by getting rid of the pesky challenges holding you back, such as bad data, lack of technology, and more. Join Michael Hanna, Yesware and RingLead for this action-packed sales webinar that will help you take your pipeline to the next level.

Learn how to boost your pipeline by getting rid of the pesky challenges holding you back, such as bad data, lack of technology, and more. Join Michael Hanna, Yesware and RingLead for this action-packed sales webinar that will help you take your pipeline to the next level.

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How to Grow Your Sales Pipeline While Increasing Conversions

  1. 1. How to Grow Your Sales Pipeline While Increasing Conversions Michael Hanna President Hanna Strategy Group Host: Amanda Nelson Director of Marketing RingLead Donato Diorio CEO RingLead Channa Heng Sales Consultant Yesware
  2. 2. Agenda •  Amanda Nelson - Introduction •  Michael Hanna 1.  The Problem 2.  Pipeline Pests 3.  Pipeline Pesticides 4.  Pipeline Development Practices •  Donato Diorio - RingLead Capture Demo •  Channa Heng - Yesware Demo •  Q&A
  3. 3. The Problem Problem: This crop is infected with pests. •  Lower production volume •  Higher cost of production •  Poor quality output •  Lower market value Solution: •  Increase land size? •  Kill the pests?
  4. 4. Pipeline Pests Problem: This pipeline is infected with pests. •  Lower volume of qualified leads •  Higher cost per qualified lead •  Poor conversation rates •  Frustrated sales rep
  5. 5. Pipeline Pest #1 Ambiguous qualification criteria with discrete tracking. •  Low sales acceptance rate •  Poor feedback loop, therefore no continuous improvement •  Frustrated BDR •  Frustrated Field Sales •  Frustrated Marketing Team
  6. 6. Pipeline Pesticide #1 Ambiguous qualification criteria with discrete tracking. •  High Sales Acceptance Rate •  Clarity •  Continuous Improvement Graded qualification criteria with weighted tracking.
  7. 7. Pipeline Pesticide #1 Score: 0 1 2 3 4 Budget: Has  no  budget  and   does  not  know  if   any  can  be  created Has  no  current   budget,  but    may   create  budget  by   jus9fying  the  cost Has  some  budget,   but  may  not  be   sufficient  for  our   solu9on Has  a  dedicated   budget  for  several   items  that  may   include  a  solu9on   like  ours Has  a  dedicated   budget  specifically   for  our  a  solu9on   like  ours Authority: Has  no  authority   and  has  no  direct   access  to  decision   makers Has  no  authority,   but  has  direct   access  to  a  decision   maker Has  influence  and   has  direct  access  to   a  decision  maker Is  one  of  several   decision  makers Has  complete   authority  as  the   sole  decision   maker Need: Has  no  need  for   our  solu9ons May  benefit  from   our  solu9ons,  but   requires  educa9on Sees  benefit  in  our   solu9ons  and   wants  to  learn   more Has  no  defined   project,  but   recognizes  a  need   for  our  solu9ons Has  a  defined   project  that   requires  our   solu9ons Timeframe: Has  no  9meframe   defined Has  no  defined   9meline,  but  a   general  sense  of   urgency Has  a  defined   project  with  a   specific  9meline   within  9-­‐18  months Has  a  defined   project  with  a   specific  9meline   within  6  6  –  9   months Has  a  defined   project  with  a   specific  9meline   within  6  months Qualified Lead =Total Qualification Score of 8 or more
  8. 8. Pipeline Pest #2 Large generic lists. •  High volume with low conversion is than low volume with low conversion because it wastes selling time in the field. •  Lots of inaccurate data. ISR’s become manual data cleansers rather than pipeline builders. •  Leads become stale over time.
  9. 9. Pipeline Pesticide #2 Large generic lists. •  Leads are caught while they’re hot. •  Higher conversion rates. •  The optimal rate of lead creation equals the rate of lead consumption. •  Do you know your lead consumption rate? Highly targeted leads, dripped steadily into the database.
  10. 10. Pipeline Pest #3 Extensive manual research (enterprise accounts). •  Low volume •  High risk •  High reward
  11. 11. Pipeline Pesticide #3 Extensive manual research (enterprise accounts). •  An enterprise account is its own territory •  Known targets •  More talk-time -> high volume •  Intelligent, value-added opening conversations -> high conversion Automated, auto-updated, intelligence and context.
  12. 12. Pipeline Development Practices Random   Targeted   Mapped   One-­‐Time   Frequent   Real-­‐Time   Bulk   Segmented   Individualized   Blind   Manually   Researched   Automa9cally   Researched   High Volume Low Conversion Low Volume High Conversion High Volume High Conversion Doesn’t Work! Doesn’t Scale! Doesn’t hurt anymore!
  13. 13. Q & A Michael Hanna @michael_hanna michael@hannastrategy.com Donato Diorio @idonato dd@ringlead.com Channa Heng @ChannaHeng cheng@yesware.com

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