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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


Free Trials, Conversions & Dante’s 9th Circle

Posted by Matt Bertuzzi on Fri, Apr 01, 2011

Over at For Entrepreneurs, David Skok (VC at Matrix Partners) shared a slide deck he presented at the Boston Lean Startup Circle on Building a Sales & Marketing machine.

The presentation covered:

how to build a Sales & Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.

What was most interesting for me was thinking about David’s presentation in light of a recent free trial of some SaaS software I just completed. Actually, I didn’t just complete it – I endured it.

But first to David’s points. Note: the deck is 124 slides deep – so I thought I might pick out a few and share my thoughts.

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Topics: sales process, lead generation

Sales Speaks: Perceptions & Ponderings on Marketing Leads

Posted by Trish Bertuzzi on Mon, Mar 14, 2011

With all the buzz around sales and marketing alignment we thought it was time for a sanity check. Analysts, consultants and technology providers have all thrown their weight behind the requirement for sales & marketing to be on the same page. But, having said that, how are we doing in moving towards that goal?

Rather than ivory tower it, we decided to take the question to the people in the trenches. We partnered with VorsightBP (a great sales training company) and surveyed 1,150+ B2B Sales Reps. The results were so interesting, we wrote an ebook:

Sales Speaks: Perceptions and Ponderings on Marketing Leads

(Note: this wasn't a witch hunt or a slamming Marketing/Sales session. We took a look at what the Reps had to say and tried to make actionable suggestions for moving the ball forward.)

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Topics: lead generation, inside sales management

Can't Get Anyone on the Phone?

Posted by Matt Bertuzzi on Thu, Feb 24, 2011

Yesterday I was extremely lucky to see Steve Richard, Vorsight’s Head Sales Prospecting Trainer, present at the Boston Chapter of the AA-ISP. The topic, "I can't get anyone on the phone" certainly had everyone's attention.

Steve led off with this question:

How many dials does it take your Reps to get 1 connect?

He then shared the following metric from the folks at ConnectAndSell: 22

Based on millions of calls across all industries, and into small, medium & large businesses, the system-wide Connect Rate so far for 2010 is 4.5%. Or 22 dials for 1 connect with the person you are trying to reach.

Steve laid out a series of factors that are contributing to 21 of 22 dials resulting in non-connects. Here are 3 points that really stood out for me:

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Topics: sales tips, lead generation

It’s the ‘Cold’ that’s Dead – Not the ‘Calling’

Posted by Trish Bertuzzi on Thu, Feb 10, 2011

Not a day goes by that I don’t see numerous bloggers, tweeters, etc. arguing passionately that cold calling is dead.

The problem is that people are confusing cold calling with outbound calling. Picking up the phone still works as part of a Sales & Marketing approach that integrates inbound marketing, social media, great content, lead nurturing, etc.

The part that has fallen by the wayside is the “cold” not the “calling.”

InsideView recently shared Why Cold Calling is the Bottom of the Barrel, here’s an excerpt:

Some of the best businesses in the world were built from cold calling and that was because they found a way to exploit a technology (phones) using a team of people to saturate a market of people that loved to talk to other people. That hasn’t changed a whole lot in the past few years other than the fact that the phone is no longer the best technology to use because decision makers have less time.

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Topics: cold calling, lead generation

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