9. Your Sales Velocity
ales
ber of s
Num
nities
opportu
k
you wor
Average
deal value
Win
rate
What happens if you
Increase all by 10%
Length
of
sales
cycle
10. Your Sales Velocity
ales
ber of s
Num
nities
opportu
k
you wor
Average
deal value
Win
rate
What happens if you
Increase all by 10%
and
Decrease this one by 10%
Length
of
sales
cycle
11. Your Sales Velocity
ales
ber of s
Num
nities
opportu
k
you wor
Average
deal value
47
You increase how
much you sell by
Win
rate
What happens if you
%
Increase all by 10%
and
Decrease this one by 10%
Length
of
sales
cycle
12. Your Sales Velocity
ales
ber of s
Num
nities
opportu
k
you wor
Average
deal value
47
You increase how
much you sell by
Win
rate
What happens if you
%
Length
o
Go on. Do the math. We’ll s
sale wait. f
cycle
Increase all by 10%
and
Decrease this one by 10%
13. Your Sales Velocity
ales
ber of s
Num
nities
opportu
k
you wor
Average
deal value
47
You increase how
much you sell by
Win
rate
What happens if you
%
Increase all by 10%
and
Decrease this one by 10%
Length
o
Go on. Do the math. We’ll s
sale wait. f
cycle
Let’s Discuss
14. See? Math rocks.
So, where should you be spending your time?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Let’s Discuss
15. See? Math rocks.
So, where should you be spending your time?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Our re
searc
shows
most s h
elle
only fo
cus he rs
re.
Let’s Discuss
16. See? Math rocks.
So, where should you be spending your time?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Our re
searc
shows
most s h
elle
only fo
cus he rs
re.
Problem:
If focus is filling the pipeline (not unimportant),
there is less time for these.
Let’s Discuss
17. See? Math rocks.
So, where should you be spending your time?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Our re
searc
shows
most s h
elle
only fo
cus he rs
re.
Problem:
If focus is filling the pipeline (not unimportant),
there is less time for these.
That’s bad math. F
or all of us.
Let’s Discuss
19. “F
orget the Pipeline” Math
What happens to your sales velocity if you don’t add opportunities?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Static
By 10%
By 10%
By 10%
Let’s Discuss
20. “F
orget the Pipeline” Math
What happens to your sales velocity if you don’t add opportunities?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Static
By 10%
By 10%
By 10%
Sales velocity
improves by
34
%
Let’s Discuss
21. “F
orget the Pipeline” Math
What happens to your sales velocity if you don’t add opportunities?
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
Static
By 10%
By 10%
By 10%
Sales velocity
improves by
34
%
Yes, a 34%
increase in how
much you sell
without
Let’s Discuss
increasing the
number of deals
23. Your Sales Velocity Challenge
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
This w
eek, tr
y
shiftin
g your
focus
here
Let’s Discuss
24. Your Sales Velocity Challenge
1. Increase # of opps
2. Increase average deal value
3. Increase win rate
4. Reduce sales cycle
This w
eek, tr
y
shiftin
g your
focus
here
Then come back and let us know
what happens.
Let’s Discuss
25. Sales Velocity Equation
TM
ales
ber of s
Num
nities
opportu
k
you wor
Average
deal value
Win
rate
Length
of
sales
cycle
The only
4 factors that impact how much you sell.
We’ve helped companies like
measurably improve their sales velocity.
Would you like
us to help you?