- Best Practices As you well know, a company’s ability to achieve its quarterly revenue objectives is highly determined by the quality and size of its sales funnel. In fact most CEO’s and sales executives spend a significant portion of their time reviewing their sales funnel to determine which sales opportunities are likely to close this or the next quarter. However, our experience has been that the quality and size of the Sales Funnel is totally dependent on the quality and number of leads that feed into the sales funnel. Traditionally, marketing works to provide leads for the Sales Organization. However, there are two major issues with this approach: Most marketing professionals do not have a sales background and may not have a very good idea of what kinds of leads are likely to close. Even when these marketing professionals know what kind of leads to pass to the Sales Organization, they may still pass on unqualified leads because they are not setup to do any further qualification. There is a missing Link that would connect these two funnels–actually, there are two Funnels missing that would connect Marketing with Sales. Quality Sales Pipelines are built when Four Funnels Best Practices are in place,…
- Case StudiesHow we Rapidly Build Quality Sales Pipeline Over a period spanning two decades, the SOMAmetrics leadership team has worked with over 100 companies, ranging from self-funded startups to publicly traded software vendors. The industries served by our current and past clients include the financial and banking industry, education, real-estate, the IT divisions of fortune 500 companies, and more. Regardless of the industry they served, or stage of business that our clients were at when we worked with them, our mandate was always the same—help them build quality sales pipeline that resulted in rapid revenue realization. Unlike many firms that just provide leads that require more effort by the sales organization to fully qualify—and thus slow down revenue realization—what we bring to our clients is quality sales pipeline, more than 80% of which goes on their sales funnel. We are able to do this because we have assembled end-to-end best practices, tools, and systems that integrate the four funnels—Prospects, Marketing Qualified Leads, Sales Qualified Leads, and Sales Funnel. To better understand how we work with our clients, please review some of the case studies listed.
Delivering Accelerated Growth. Ideas → Strategies → Best Practices → Execution → Results
What We Do
SOMAmetrics helps companies accelerate their growth rate, typically by 50% or more within a 12-month period, resulting in significantly increased revenues, market share, and profitability.
How We do It
Our Comprehensive Growth Acceleration Framework is designed to align a company’s business and market strategies with their Sales and Marketing Activities, and provides the key ingredients for accelerated growth: execution plan, project management, best practices, automation, expert professional resources, and performance metrics against which all SOMAmetrics activities are measured.
Why We are Different
Unlike firms that either provide plans or provide resources, SOMAmetrics brings a unique blend of Strategy Development, Execution Best Practices, and highly experienced Marketing and Sales Professionals.
As a result, we are able to help our clients focus and align their business and market strategies, and provide necessary skilled resources, automation, best practices, and metrics to execute with precision on these strategies.
We have developed a comprehensive Best Practices Framework honed while working with over 100 companies over the past twenty years. What we do is proven to work and produce immediate business results that are easily measured against targeted performance metrics.
Sales Enablement Best Practices for Massively Accelerating Revenues | June 27th, 2013 | Mountain View CA
One CEO’s Comment
“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 Co-Founder