building an adequate pipeline
TRANSCRIPT
Quantum SaleBuilding Adequate Pipeline
Executive Briefing
2
Agenda
Key Industry Trends
Suggested Best Practices
Next Steps
3
You Are Not Alone
Source: Forbes
4
It’s All in the Numbers
5
Sales Reps are Concerned
Source: Forbes
6
Most Companies Fail to… Offer Social Media training to their employees (25%
- Marketingeasy)
Establish lead nurturing programs (65% B2B companies – MarketingSherpa)
73% of B2B leads require nurturing (MarketingSherpa)
Respond to web leads (55.3% of Top Companies – AA-ISP)
40.4 hours ave. to initial response 2.6 attempts
7
Timing is Everything
Speed to call is the most significant driver of conversion rates (Leads360)
Increases contact rate by 100% to 400% Increases qualification rate by 21x (AA-ISP)
Optimal conversion requires multiple attempts 93% convert in 6 or fewer attempts (Leads360)
Call timing can is critical to maximizing conversion rates
Wednesday and Thursday are the best days 8 to 9am and 4 to 6pm are best times
8
Go Social 57% of the decision process is made before sales
is engaged (LinkedIn)
79% of Salespeople that incorporate social into their sales process make quota (Aberdeen)
60% of Best-in-Class companies train sales people to engage in social conversation (Aberdeen)
Companies that use Twitter get 2x the number of leads (HubSpot)
9
Next Steps
Deeper dive
Planning meeting
Proposal
Email: [email protected] or [email protected]: @quantumsaleOn LinkedIn: Quantum Sale
9
Next Steps
Deeper dive
Planning meeting
Proposal
Email: [email protected] or [email protected]: @quantumsaleOn LinkedIn: Quantum Sale