1. Metricks to track
1.1. 1. New leads per month (and their source)
1.2. 2. Converion rate of leads -> opportunities
1.3. 3. Number and pipeline value of qualified opportunities per month
1.4. 4. Conversion rates of opportunities to closed deals
1.5. 5. Booked revenues in 3 categories
1.5.1. 1. New biz
1.5.2. 2. Add-on business
1.5.3. 3. Renewal business
2. Principles of a sales machine
2.1. Patience
2.2. Experiment
2.2.1. emails
2.2.2. Phone scripts
2.2.3. Measure the best
2.3. Sketch your process in a flow chart
2.4. Focus on results rather than activity (number of call vs number of qualified leads)
2.5. Track only the important metrics
2.6. Pay special attention to "batons"
2.6.1. From marketing to sales
2.6.2. From Prospect til opprtunity
3. 1.0 vs 2.0 sales
4. core sales functions
4.1. 1. Inbound lead qualification
4.2. 2. Outbound prospecting
4.3. 3. Sales (closers)
4.4. 4. Customer success (account management)
5. Sales
5.1. Things that lengthen the sales cycle
5.1.1. Telling instead of showing (give them a free trial)
5.1.2. No clear process
5.1.3. Selling too low (find our who is involved in the decision)
5.1.4. Not understanding their buying process (always ask)
6. Funnels & dashboards
6.1. Targeted
6.2. Inbound
6.3. Dashboard
6.3.1. Current month activity
6.3.2. Current month results
6.3.3. Year to date results
7. Training
7.1. work with live customers (support)
7.2. crash course in the product (PowerPoint)
7.3. Have a 1 hour training / knowledge sharing 2-3 times per month
7.4. What works well
7.4.1. Role-playing
7.4.2. Maintaining the schedule
7.4.3. Commitment from the CP sales or CEO
8. Prospecting
8.1. 6 tips
8.1.1. Call / Email high (call above and get referred)
8.1.2. Don't be pushy (see questions)
8.1.3. Assume email are read on the phone (short and sweet). Only one question
8.1.4. Always find out why they are not intersted - log it
8.1.5. Don't give up until you get a no from the decision maker
8.1.6. Always suggest a next step
8.2. Cold calling 2.0
8.2.1. 1. Build your list
8.2.2. 2. Email (should be 8-12% response)
8.2.2.1. Sedn 50-100 emails per day
8.2.2.2. Will generate 5-10 responses per day
8.2.2.3. Send before 9am or after 5pm
8.2.3. 3. Follow up on phone to people who respond
8.2.4. 4. Hand it off to SALES
8.2.4.1. There should be a clear interest
8.2.4.2. Quality is important (compensation based on verification by SALES)
8.2.5. Set goals
8.2.5.1. 2 new opportunities per week
8.2.5.2. x mass emails per week
8.2.6. Training
8.2.6.1. Contact old opportunities (more than 6 months old)
8.3. 3 hour + 15 minutes sales process
8.3.1. 1. 15 minute call: is this a waste of time?
8.3.2. 2. Is there a fit? (30-60 minutes)
8.3.3. 3. Should we work together? (60-90 min)