- Services
- 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,…
- Customers
- 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.
- Resources
Does Strategy Impact Revenue Growth?
The answer appears to be “Maybe”. When strategy doesn’t deliver growth, the issue appears to be more on alignment than anything else. And yet, companies spend more time on crafting go-to-market strategies without first taking a look at what might be roadblocks execution. In our experience, The number one roadblock to execution tends to be lack of commitment by senior …
Read MoreBuilding Quality Pipeline for Complex Sales
Companies that have complex sales solutions have additional challenges in meeting their revenue targets because it is even harder to predict if a deal will close. Anything can go wrong to delay or even stop the deal from closing. This is a major problem that many of our clients struggle with. SOMAmetrics specializes in helping clients address a number of …
Read MoreSetting Effective Revenue Targets
Recently, we posted an article on the top five reasons why companies miss their revenue targets: Not setting revenue targets at all or effectively; Low quality of sales pipeline; Insufficient size of sales pipeline; Low closing ratios; and slow conversion of sales to revenue. In this article, we will explore in some depth the first of the five reasons: Not …
Read MoreFive Reasons why Companies miss Revenue Targets
Over the past 20 years of working with some 100 small and medium sized companies, we have found that the top five reasons why companies miss their revenue targets are: Not setting revenue targets Low quality of sales pipeline Insufficient size of sales pipeline Low closing ratios Slow conversion of sales to revenue Some of these are quick fixes. Others …
Read MoreHow the “Care Factor” Impacts Revenue
When I was VP of North America Teleprospecting at a $3B Global IT Solutions company, I managed a team of 40+ Teleprospectors based in the US, EMEA and AsiaPac. Our job was to feed quality Sales Qualified Leads (SQLs) to the 1500 person Field Sales team. Our focus was Global2000 companies with budget to purchase solutions in the $250K-$2M range. …
Read MoreMake Teleprospecting the Best Part of Your Sales Organization
A Typical Teleprospecting Team You have hired a team of junior folks, whom you have trained. Their base pay is in the $25K-$45K range and your company throws in a few bucks, when a lead is accepted by Field or Inside Sales You have provided the scripts and CRM for the Teleprospectors to use The team has been given additional …
Read MoreInsufficient Sales Pipeline means an Unproductive Sales Force
If a company cannot provide its Sales Force with a full pipeline of high quality leads, then it is forcing its sales reps to do what does not come naturally to sales reps—cold call to find prospects. The end result is low productivity, demoralized sales force, and exodus of the best sales reps leaving only the mediocre to continue in …
Read MoreA Culture of Continous Recognition Can Help Your Organization to Thrive!
Why do people work? Do people work only to earn money to enable them to pay bills and to live in some comfort? Perhaps, or do they work for another more inherent reason? We all need money to live in comfort and to support our families. However, I believe that most normal human beings thrive on being recognized for their accomplishments. …
Read MoreTelemarketing – Build the Infrastructure First!
Why is the Telemarketing Infrastructure So Important? I have written a few blogs on the topic of the lead qualification process, however, I continue to find prospects without a clue as to the meaning of a lead qualification process or how to start begin the process. Here are a few “Best Practice” tips that I share with all of our clients. …
Read MoreThe Close
Closing tends to be the most expected event in the sales process for management, sales, and prospects. While stressful, it needs to be done with care and professionalism. Your responsibility is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion where both parties benefit, creating a Win-Win situation – this includes, closing continually …
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