- 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
Building 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 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 MoreHow to Make Sales Love Telemarketing!
The question that Whitney Houston asked in her hit song “How Will I Know” is often asked by Telemarketing Managers. Of course they ask, “How will I know if Sales really loves us?” Here are a few best practices that will make your Telemarketing team loveable, for years to come. First, make sure that you have a well-defined lead qualification …
Read MoreTelemarketing Metrics that Ensure Sales Pipeline Growth
A common mistake companies make, which I have seen often, is their focus on the tail end of the Revenue Realization Cycle (RRC) such as closing ratios, sales cycles, and forecasting what will close this quarter, while neglecting to track and measure all the upfront work that needs to be done prior to these stages. Champion boxers say that the …
Read MoreLead Qualification Process – Best Practices
If you are planning to build a Teleprospecting organization, to qualify leads, there are a few items that need to be in place, before you get started. First, make sure that you have a flexible and easy to customize CRM that will support the daily activities of your Telemarketing team. The CRM should allow the easy build of management reports …
Read MoreCRM: Is Your Lead Qualification Process Mapped?
If you aren’t reviewing your CRM structure at least twice a year, it is likely outdated for your current needs—not to mention future ones. Almost every one of the 100 plus Software and SaaS companies that we have worked with over the past 20 years had some sort of sales automation tool which they used to manage their sales operation. …
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