SOMAmetrics Intelligent Prospecting

SIP - The SOMAmetrics Intelligent Prospecting System

SOMAmetrics Intelligent Prospecting (SIP) is the just-in-time coaching system for SDRs that doubles their productivity in weeks.

Elevate each SDR's game with SOMAmetrics Intelligent Prospecting and
ramp up new SDRs in days rather than months.

Accelerate Ramp up time  for your SDRs by

4.4x

Increase qualified booked meetings by

144%

SOMAmetrics Intelligent Prospecting

Why You Need SOMAmetrics Intelligent Prospecting

If the only way you are achieving your growth target is by increasing your sales and marketing spend, then your revenue chain is broken.

Times have changed. You used to rely on your top sales reps to enter new accounts.

Today, the tip of your revenue spear is your Sales Development Team. 

Don’t let your SDRs become the weak link in your revenue chain. Give them the SOMAmetrics Intelligent Prospecting system.

Signs of a Broken Revenue Chain

Less than 75% of your sales reps consistently make their sales quotas

The performance gap between your top and bottom sales reps is greater than 50%

Your sales pipeline is 3X or less than your targeted new revenue growth amount

Average closing ratio is less than 20%

Revenue growth from new accounts as a percentage of total revenue growth is less than 30%​

Cost of sales as a percentage of new revenue rises by 10-12% a year

Your Sales Development team drives less than 50% of sales from new accounts

Signs of a Healthy Revenue Chain

At least 90% of your sales reps consistently make their quotas

The performance gap between your top and bottom sales reps is less than 20%

Your Sales Pipeline is at least 4x your targeted new revenue growth amount

Average closing ratio is at least 25%

Revenue growth from new accounts as a percentage of total revenue growth is at least 50%

Cost of sales as percentage of new revenue is flat or declining

Your Sales Development team is driving at least 70% of sales from new accounts

Signs of a Broken Revenue Chain

Less than 75% of your sales reps are consistently making their sales quotas

The performance gap between your top and bottom sales reps is greater than 50%

Your sales pipeline is 3X or less than your targeted new revenue growth amount

Average closing ratio is less than 20%

Revenue growth from new accounts as a percentage of total revenue growth is less than 30%​

Cost of new sales as a percentage of new revenue increases by 10-12% a year

Your Sales Development team drives less than 50% of sales from new accounts

Signs of a Healthy Revenue Chain

At least 90% of your sales reps consistently make their quotas

The performance gap between your top and bottom sales reps is less than 20%

Your Sales Pipeline is at least 5x your targeted new revenue growth amount

Average closing ratio is at least 25%

Revenue growth from new accounts as a percentage of total revenue growth is at least 50%

Cost of new sales as percentage of new revenue is flat or declining

Your Sales Development team is driving at least 70% of sales from new accounts

Underlying Problem

Insufficient sales pipeline built because

Sales Development Reps (SDRs):

  1. Can’t connect with enough prospects.
  2. When they do connect, their messaging is weak, so they lose a valuable prospect.
  3. Even when they message correctly, they don’t know how to build pain and convert into a meeting.
  4. Even when meetings are booked, many are no-shows or the wrong people.
  5. So, half or more of the meetings never go on the pipeline.

They struggle because they don’t really understand the industry they are calling into, nor the role, responsibilities, priorities, risks, or challenges that the person they are calling faces each day.

In other words, they call without sufficient contextual knowledge—and its shows.

Prospects see the weak messaging as a waste of their time and either don’t pick up the phone in the first place, or hang up within 15 seconds.

The Fix

Move to a 4x+ Pipeline Development Strategy

Don’t hire more SDRs. That is a slow and expensive way to solve your pipeline problem.

The fastest, most cost-effective way to fix your pipeline problem is to transform existing SDRs into experts who can confidently engage a senior level decision maker and book a qualified meeting.

Provide your SDRs with just-in-time information that is focused on the specific persona within a specific industry that they are calling, so they can confidently talk at an expert level to a senior decision maker.

What your SDRs need is “just-in-time coaching”—exactly  the amount of information they need when they need it to full engage a decision maker within 10-15 seconds.

Don’t bury them with an avalanche of PowerPoint and other documents.

That’s too much information they can’t digest.

Instead, give them SIP.

Underlying Problem

Insufficient sales pipeline built because

Sales Development Reps (SDRs):

  1. Can’t connect with enough prospects.
  2. When they do connect, their messaging is weak, so they lose a valuable prospect.
  3. Even when they message correctly, they don’t know how to build pain and convert into a meeting.
  4. Even when meetings are booked, many are no-shows or the wrong people.
  5. So, half or more of the meetings never go on the pipeline.

They struggle because they don’t really understand the industry they are calling into, nor the role, responsibilities, priorities, risks, or challenges that the person they are calling faces each day.

In other words, they call without sufficient contextual knowledge—and its shows.

Prospects see the weak messaging as a waste of their time and either don’t pick up the phone in the first place, or hang up within 15 seconds.

The Fix

Move to a 4x+ Pipeline Development Strategy

Don’t hire more SDRs. That is a slow and expensive way to solve your pipeline problem.

The fastest, most cost-effective way to fix your pipeline problem is to transform existing SDRs into experts who can confidently engage senior-level decision makers and book qualified meetings.

Arm your SDRs with the right information they need at the right time that is focused on the specific persona within a specific industry that they are calling, so they can confidently talk to any senior decision maker.

What your SDRs need is SIP “just-in-time coaching”—exactly  the amount of information they need when they need it to full engage a decision maker within 10-15 seconds.

Don’t bury them with an avalanche of PowerPoint and other documents.

That’s too much information they can’t digest.

Instead, give them SOMAmetrics Intelligent Prospecting.

SOMAmetrics Intelligent Prospecting Logo

SOMAmetrics Intelligent Prospecting: the Just-in-Time Coaching System for SDRs

Built by Sales Development veterans with over 20 years experience designing, setting up, managing, and scaling high performance SDR teams. Let’s get you started.

Check out our Free SOMAmetrics Intelligent Prospecting Resources

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