Transcript Our experiences show that companies miss their

Building Quality Sales Pipeline and Accelerating Growth
Through Sales and Marketing Best Practices
Sales Assessments & Diagnostics
Demand Generation
Market Research
Business Development
Inside Sales
Field Sales
Sales Management
Sales Comp Plans
Marketing 2.0
Sales Operations
Salesforce.com Services
Over the past two decades working with over 100
companies, we have learned and defined best
practices that enable our clients to consistently
meet and exceed their revenue targets.
Our experiences show that companies miss their revenue targets for three reasons:
1
The markets they have
chosen are not ideal for
them, or are no longer ideal.
It is critical that companies
identify market segments that
are ideal for them, and then
focus all of their resources in
becoming a dominant leader
in this market space.
Companies should audit their
strategic marketing plan to
see if the assumptions and
even the “facts” they had
relied on in the past are still
valid.
New and disruptive
technologies introduce new
competition from unexpected
quarters.
2
3
They have not calculated
their funnel math, or their
funnel math is no longer
valid. Funnel Math is simple,
clear, and powerful—when
done correctly.
Having selected the right
market, and having done
their Funnel Math, they are
having difficulty executing .
This is about doing the right
things at the right time, in the
right sequence, and at the
right level.
It tightly Integrates Marketing
and Sales to work together,
because the numbers dictate
what is needed for each to be
successful.
Funnel Math is what makes it
possible to have Sales
Optimization and Marketing
Accountability.
Without valid Funnel Math, it
is difficult for a company to
make its revenue target, and
practically impossible to do
that on a consistent basis.
And continually measuring
outcome, checking to see if
they are consistent with what
was planned for, and making
necessary adjustments—
quickly.
Our Four Funnels Model™ integrates Marketing & Sales to work
as one coherent and holistic process, thereby reducing
friction and duplication of efforts.
The end result is increased quality pipeline of more deals that
close faster.
8000
1600
Profile C
Profile A
Marketing
Campaigns
MQL
SQL
400
Sales Funnel
Sales Funnel Cycle
SQL Funnel Cycle
Profile B
MQL Funnel Cycle
LeadFormix
The Four Funnels Model™
•Each funnel’s input
Because this model maps
is a powerful methodology
that integrates Marketing with
requirements sets the output
objective for the funnel to the
better to how customers wish
to buy (rather than how
Sales into a single, coherent
process that efficiently moves
prospective buyers from one
stage of buyer readiness to
the next until they purchase
your products and services.
left of it
vendors typically sell) it
reduces friction, increasing
closing ratios, and shortening
sales cycles.
•Each funnel’s output
becomes the required input
for the funnel to the right of it
The end result is increased
revenues while at the same
time reducing marketing and
selling costs.
The SOMAmetrics process is a holistic and integrated
approach designed to consistently grow revenue while
reducing the cost of sales and marketing.
1: Assess
2: Diagnose
3: Optimize
Customer
Profile
Tools
Methodology
Messaging
Systems
People
Campaigns
Processes
Compensation
Funnel 1:
Impressions/
touches
Funnel 2:
Marketing
Qualified
Leads
Funnel 3:
Sales
Qualified
Leads
Business
Development
4: Execute
Funnel 4:
Sales Funnel
Customer
Profile
White Papers
Messaging
Webinars
Field Sales
Email
Campaigns
Market Surveys
Sales
Management
Search Engine
Optimization
website
Paid Search
(PPC)
Social Media
Inside Sales
Case Study
How do you turn around a 10 year old company that
missed its revenue target by 90%?
The Challenge
Champion
athletes must
work on every
aspect of their
game.
The company had missed nearly all of its quarterly revenue targets for the
past two years. In the quarter prior to our involvement with them, the
company missed its revenue target by 90%. We were asked to turn
around sales within 90 days.
Our Approach
Our first task was to understand where exactly the issues were that
prevented the company from meeting its revenue objectives.
We conducted a Sales Assessment to fully diagnose the situation. We
interviewed Senior Management, members of Sales, Marketing, and
So must
companies that
Operations. We reviewed marketing content and sales tools; sales and
marketing processes; methodologies; forecasts; and compensation
Packages. We analyzed our findings, and presented our diagnosis and our
recommendations.
want to attain a
We were then invited by Senior Management to implement our
leadership
recommendations and we proceeded to revamp demand generation, add
position.
business development capacity and manage the sales team.
The Result
The company realized a 55% increase in revenue over the previous quarter,
and all its Key Performance Indicators significantly improved.
•It saw a ten-fold increase in leads from its demand generation
programs to over 150 per month
•It saw a nine-fold increase in sales read leads, from an average of
4-5 per month, to over 35 –40 per month.
•The company was also talking to much larger client base and to
more c-level prospects than ever before.
As a result, it now was tripling the size of its sales pipeline, and reaching
50% more of its target market than it had previously.
More importantly, for the first time in over two years, it came within 90% of
hitting its revenue target.
The SOMAmetrics Difference
Experience and knowledge
Earned while working with over a hundred
companies over the past two decades
Managed by former Sales and Marketing
Executives of software companies
Hiring only experienced sales and
marketing professionals with at least seven
years of B2B Teleprospecting and Inside
Sales experience
Maniacally focused on bringing Total
Success to our client’s projects.
“Alicia Assefa is the most effective
Sales Consultant I have worked
with during my 20 year career of
managing and growing software
companies.
Over a five-month period, Alicia
implemented repeatable and
consistent sales best practices and
achieved the objectives we
outlined.
Specifically, Alicia provided
insights into our existing Sales
process and made
recommendations that enabled us
to dramatically improve the
productivity of our sales team.
I would enthusiastically engage
Alicia again for any additional
projects and initiatives which she
can be of assistance. She is a true
professional and a delight to work
with!”
Michael S. Praeger
Chief Executive Officer and CoFounder
AvidXchange, Inc.
A Partial List of past and current clients
Cast Iron Systems
TruSan Networks
Platinum Technology
StreetLine Networks
Determina
Granicus
Aion/Trnizic
CA (formerly Computer
Associates
Primex Wireless
RightWorks
GlobalSoft Solutions
Itrezzo
AvidExchange
BlazeSoftware
Rhub Communications
Scribe Technology
SolveDirect
Silicon Energy
Apriso
Stanford University
Sancturm
Versant Object Technology
MarketTools
Scientific Learning
Intacct
Market Decisions
Certain Software
Collabnet
Randevoo
Compleat
Reactivity
MarcSoftware
Building Quality Sales Pipeline and Accelerating Growth
Through Sales and Marketing Best Practices
For more information, call us today at
510 206 9263
510 206 9264
www.somametrics.com
Fremont, CA
1 800.352.9694