How to boost your SaaS sales process

5 Common Sales Pipeline Mistakes Small Businesses Make and How to Avoid Them

Todays 5 minute masterclass 6 Actionable next steps to building your first sales funnel https://lnkd.in/eCA_8z8c

So many BDR’s, marketers, and sales executives targeting me on #LinkedIn or email…. address me as <insert name> not actually my first name… spell my name wrong (somehow)… send an email that starts with the words, I want… ask me the most predictable question ever in the first line… have followed my “remarkable journey”… tell me how great their product features are… ask for my time to meet offering zero details on WIFM… push sales advice that is just wrong… miss so many basics including good grammar and a simple value proposition… find their way into the spam folder with others just like them… For those of you and your teams who would like to open more doors, establish better relationships, and close more sales, you should check out Tips for Closing the Sales: Six Game Changers. https://lnkd.in/ewNfSSvx #SalesMasteryX #SellSmarter #SalesGuardianCapital #RevenueGrowth #FractionalCRO #SalesLeaderDeployment 

Understand the difference between a sales pipeline and a sales funnel. Learn how they complement each other and get tips for optimizing your sales process to close more deals efficiently. https://lnkd.in/egjugyUB #salesfunnel #salespipeline #peaksalesrecruiting

How to Hit Your Revenue Goals: A Step-by-Step Guide (From Plan to Proposal - Calculate Exactly What You Need) Creating a sales plan to achieve your revenue goals can be daunting, but it doesn't have to be. Here's a breakdown of my process: 1. Set Your Annual Financial Goal Start with the end in mind. For instance, if your goal is $600,000, divide it into quarterly ($150,000) and monthly goals ($50,000). 2. Determine Your Average Deal Size Identify how much revenue each deal brings. For example, if your average deal size is $9,800, you’ll need roughly 6 deals to hit $50,000 per month. 3. Calculate Your Closing Ratio Understand your closing ratio - the percentage of proposals that turn into deals. A good starting point is 30%. 4. Number of Proposals Needed Based on your closing ratio, calculate the number of proposals required. If you need 6 deals and your closing ratio is 30%, you’ll need to send out 20 proposals. 5. Meetings to Generate Proposals Determine how many meetings it takes to generate a proposal. If it takes 3 meetings to get one proposal, you’ll need 60 meetings to get 20 proposals. 6. Outreach Activities Identify the outreach activities necessary to get those meetings. If it takes 5 phone calls to secure one meeting, you’ll need to make 300 calls to get 60 meetings. 7. Adjust and Optimize If the required activity seems unreasonable, adjust the variables: Increase your average deal size Improve your closing ratio Reduce the number of meetings needed to secure a proposal NOTE: If you’re more of a video person, here’s a link to the video: https://hubs.ly/Q02B07DR0 Example Calculation - Annual Goal: $600,000 - Monthly Goal: $50,000 - Average Deal Size: $9,800 - Deals Needed: 6 - Closing Ratio: 30% - Proposals Needed: 20 - Meetings Needed: 60 - Outreach Needed: 300 calls/emails/LinkedIn messages, etc. Conclusion This structured approach helps you identify where to focus your efforts. Whether it's improving your closing ratio, increasing your average deal size, or refining your outreach strategy, this plan ensures you stay on track to meet your revenue goals. P.S. If you found this breakdown helpful, please reshare ♻️ and follow for more insights on achieving sales success. Have any questions or additional tips? Drop them in the comments! Let's achieve our goals together. 🚀 #SalesStrategy #BusinessGrowth #SalesTips #SalesSuccess #B2BSales #SalesManagement

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Consistent SaaS Sales: leading with the end in mind... People like to feel that they are going somewhere with you in a sales cycle. Your prospect is happy to answer questions so long as they feel your process is leading them somewhere they want to be so introducing your Mutual Action Plan or Joint Engagement Plan early in the conversation after your solution has been deemed the best technical fit not only gets your forecast right but actually makes your prospect feel confident in their choice. Lead your end of cycle calls with your champion and/or economic buyer with the plan that you created together to work through their buying process, and you'll see more deals come in on time. #sales #selling #saassales

If your team hasn't hit its number for the month, you have some work to do tomorrow. Here's how you close your revenue gap in the next 24 hours... Thousands of founders and sales leaders across the SaaS industry are working late this evening. Coming through pipeline, looking to make one final push tomorrow to get the team over the July revenue target. I've been in this situation countless times when I was CRO at Levelset. This is the step-by-step exercise I went through each month to figure out which deals could get us closer to the number: 1. Pull up your pipeline and look for deals with a close date set for this month. Start with those closest to closing. The latest stage in your sales process. 2. Review each opp in the stage and check for a clear next step. This should be a calendar invite on the sales rep's calendar and on the customer's calendar. The next step could be a closing call, or it could just be a call to continue the evaluation. 3. Confirm that you have a champion on the deal. You should be able to see the email correspondence in your CRM. Review the emails with the champion to see if they are working closely with the salesperson to get the deal done. If it looks like there hasn't been a bunch of calls and emails over the last few business days, the deal is unlikely to close. 4. Check to see if there's a closing plan. This should be in the email correspondence with the champion. Look to see if a closing timeline has been communicated with the customer. 5. Make sure there is a compelling event. Usually this is a discount or some other economic incentive tied to a closing date. ______ Once you have reviewed the pipeline, you should have a handful of deals that look like they have a good chance to close tomorrow. Send an exec overlay email for each opportunity. This should come from the VP, CRO, or CEO to the champion and the economic buyer. Copy the salesperson that owns the opportunity: [champion name], [economic buyer name] - I know you have been working with [AE name] on evaluating [your company] as a solution for [prospect company name]. You are in great hands with [AE name] - we are excited to partner with you and your team. As you approach a final decision to move forward with [your company], I want to make sure you have the full support of our organization to make the right decision for your business. I assure you that we are 100% dedicated to this partnership for the long haul and are excited to work with you all. Let me know if there is anything I can help with. With your success in mind, [signature] ____ This sends a signal to the champion and economic buyer that your company is invested in the partnership. I've gotten a 50% response rate on this email. Once you have sent the exec overlay to the late stage deals that are in good shape, it's time to go through the rest of the pipeline. Find ways to deliver new business for your team. Get granular and insert yourself in the sales motion.

💡 When your clients enter the sales funnel, you don't expect them to convert immediately. It takes time and certain activities to build trust and credibility. Here are some ideas for the top of the funnel. #sales

How to Hit Your Revenue Goals: A Step-by-Step Guide (From Plan to Proposal - Calculate Exactly What You Need) Creating a sales plan to achieve your revenue goals can be daunting, but it doesn't have to be. Here's a breakdown of my process: 1. Set Your Annual Financial Goal Start with the end in mind. For instance, if your goal is $600,000, divide it into quarterly ($150,000) and monthly goals ($50,000). 2. Determine Your Average Deal Size Identify how much revenue each deal brings. For example, if your average deal size is $9,800, you’ll need roughly 6 deals to hit $50,000 per month. 3. Calculate Your Closing Ratio Understand your closing ratio - the percentage of proposals that turn into deals. A good starting point is 30%. 4. Number of Proposals Needed Based on your closing ratio, calculate the number of proposals required. If you need 6 deals and your closing ratio is 30%, you’ll need to send out 20 proposals. 5. Meetings to Generate Proposals Determine how many meetings it takes to generate a proposal. If it takes 3 meetings to get one proposal, you’ll need 60 meetings to get 20 proposals. 6. Outreach Activities Identify the outreach activities necessary to get those meetings. If it takes 5 phone calls to secure one meeting, you’ll need to make 300 calls to get 60 meetings. 7. Adjust and Optimize If the required activity seems unreasonable, adjust the variables: Increase your average deal size Improve your closing ratio Reduce the number of meetings needed to secure a proposal NOTE: If you’re more of a video person, here’s a link to the video: https://hubs.ly/Q02B08ZP0 Example Calculation - Annual Goal: $600,000 - Monthly Goal: $50,000 - Average Deal Size: $9,800 - Deals Needed: 6 - Closing Ratio: 30% - Proposals Needed: 20 - Meetings Needed: 60 - Outreach Needed: 300 calls/emails/LinkedIn messages, etc. Conclusion This structured approach helps you identify where to focus your efforts. Whether it's improving your closing ratio, increasing your average deal size, or refining your outreach strategy, this plan ensures you stay on track to meet your revenue goals. P.S. If you found this breakdown helpful, please reshare ♻️ and follow for more insights on achieving sales success. Have any questions or additional tips? Drop them in the comments! Let's achieve our goals together. 🚀