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Sales Velocity Equation
- 1. Sales Velocity Equation TM (Super coo l sales mat h. Really.)
- 2. 4 There are only factors that impact how much you sell.
- 3. 4 There are only factors that impact how much you sell. s. e. No les No mor
- 5. Your Sales Velocity ales ber of s Num nities opportu k you wor
- 6. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value
- 7. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate
- 8. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate Length of sales cycle
- 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
- 18. We know this might seem strange, but bear with 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
- 22. Your Sales Velocity Challenge Let’s Discuss
- 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?