- 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.
All kinds of things that happened in the last few years require us to change the way we do business today. The way we interact with customers, is one of many things that changed. Is it bad? No. Is it wrong? No. Sales and customer service is a business decision. Many companies that adopted the policy to have the client …Read More
Every company knows that the customer is king and that creating demand among both potential and existing customers is key to multiplying revenues. What companies seem to overlook is that they must drive their own value proposition and drive their own lead generation. The most effective way to do this is by educating prospects and clients thru web-based seminars (webinars), …Read More
Unless you came from another Galaxy, you realize that we on earth have big problems facing us. Rising debt, banks unwilling to lend, increased foreclosure rates, increased bankruptcies, increased taxes headed our way, etc. I’ve painted a somewhat bleak picture here, but quite frankly I’m not the first person to tell you this. Your customers, suppliers, financing sources already know …Read More
Every self-professed expert who tweets, blogs and uses other forms of media becomes an authoritative source to lead you to the Land of Opportunity. Beware of the hype, many have never been involved in sales and truly are bottom-feeders as the economy grows weaker. With that backdrop, you can be aware of their message, but you need to establish your …Read More
It’s the Strategy, Stupid I’ve been involved in sales for many years, but still seek advice from the “Strategy Masters.” Let me boil strategy down to its core. Here it is: Strategy is what we use to do more smart stuff and do less stupid stuff. We make decisions everyday and support our competitive advantage in the market, but then …Read More