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30 Seconds Matter:How to Propel Revenue by Shifting Your Sales Energy Use
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Welcome! Thanks for Joining us today.
Janelle JohnsonDirector, DemandGen
Act-On Software
Nancy NardinFounder and President
Smart Selling Tools
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Agenda
• Calculating Sales Capacity and Utilization
• The ‘Real’ Sales Calendar
• Making Conversations Count
• Radically Impacting Revenue
• Increasing Productivity with MA
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30 Seconds
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Calculating Sales Capacity
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Sales Capacity = 215 Selling Days
Calculating Sales Capacity
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Typical Sales Capacity Utilization is 35%
Non-selling tasks selling
75 Days140 Days
Sales capacity utilization is key
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The ‘Real’ Sales Calendar
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35%
Selling Time
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Make every conversation count
Say more of the right things
To more of the right people
At more of the right time
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35%
Selling Time
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The Rest of the Calendar
65% Non-Selling Time
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Make every activity count
Do fewer wrong things
Do more right things
Do the right things better
65% Non-Selling Time
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How to Radically Impact Revenue
35% (2.8 hrs)
8 hrs per day
Non-selling tasks selling
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How to Radically Impact Revenue
+15%
Average Annual Per/Rep Revenue = $1Million
35% (2.8 hrs)
50% (4 hrs)
8 hrs per day
$1Million X 1.15 = $1,150,000
Non-selling tasks selling
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When 15% = 42.8%
A slight increase in efficiency results in an even greater increase in revenue
Increase of 1.2 hrs/day(=42.8 % increase)
+15%
35% (2.8 hrs)
50% (4 hrs)
8 hrs per day
Non-selling tasks Selling
$1Million X 1.428 = $1,428,000
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30 Seconds Matter
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Increasing Productivity with MA
• Uncover Opportunities
• Drive Engagement
• Deliver Meaningful Leads
• Continue Nurturing
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Uncover Opportunities
• Promote and engage
• Online Marketing
• Join the Social Media party
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• Understand Prospect Behavior
• Automated Follow-up
• Score Engagement
Uncover Opportunities
Key Takeaways
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Drive Engagement
• Email Nurturing
• Multiple Touches
• Content is King
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• Create a marketing ecosystem
• Track behaviors and metrics
• Get prospect interacting
Drive Engagement
Key Takeaways
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• Give visibility into actions
lead has taken
• Identify “Hot Prospects”
Deliver Meaningful Leads
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• Pass high-quality leads to sales
• Provide lead activity history
• Shorten sales-cycle & increase
revenue per lead
Deliver Meaningful Leads
Key Takeaways
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Continue Nurturing
• Most “bad leads” buy
in 24 months
• 80% of sales occur
after 5th touch
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• Stay in touch & deliver relevant content
• Nurture from their perspective
• Move leads effectively through funnel
Continue Nurturing
Key Takeaways
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Summary
• Uncover Opportunities
• Drive Engagement
• Deliver Meaningful Leads
• Continue Nurturing
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Q&A
• Nancy Nardin• Founder & President, Smart Selling Tools• [email protected]• @sellingtools
• Janelle Johnson• Director, DemandGen, Act-On Software• [email protected]• @janelle_johnson