Fractional Sales Leader

It’s an unpopular opinion in Sales. But I feel we’re being too essential about asking ONLY open-ended questions. Because there is a lot of power in a series of close-ended questions. As soon as we’re making sure to get to a “yes, yes” every time. Or a “No, no” that means “Yes, yes”. Like in: “Are you giving up on this?” “No, no” And when done well, raking multiple small “Yes” with surrounding questions and blending close-ended questions with open-ended ones will be much more efficient. Ready to try a new approach!? #sales #prospecting #discovery

CEOs, Marketing, and Sales Leaders — Did you know that your average annual contract value is a great compass to adjust your revenue engine architecture? Let's see. If your contract value is below 10k€. You need to think volumes. If it’s over 100k€. You need to think segments. But how does it affect your processes? Your team composition and roles? Over 100k€ your revenue engine might look like this. ?? ??Very few inbound leads. ??Mostly outbound to a limited set of customers and Account-Based Selling. ??Senior AEs and Sales engineers co-selling. Going on-site to visit customers to deploy a POC. ??CSM having a monthly meeting with the buyer's champion and a quarterly meeting with the exec. ??White glove support. ? But on the other hand, you can’t really have a junior SDR/BDR trying to sell to a senior executive. Now, below 10k€ it’s another story. ?? ? Without SDR/BDR filtering your AEs will spend a lot of time talking to unqualified leads. ? They will struggle to reach the needed volume of business. ? You can’t really combine Sales engineers and AEs' time for co-selling. ? You CSMs can’t dedicate 30-40 hours per account per year. So you’ll need to think about lowering the touches. And you? How does your Average Annual Contract Value align with your revenue engine architecture? #revenue #revenuearchitecture #sales #marketing #salesprocess

Am I making any real profit at this event? How much can I spend there? How many contacts should I make to find a good return on investment? ?? Healthy questions never come alone. So actually how many chats do I need to land a deal? And what’s my max spend for each of those chats? There are a few foundational bits we wanna watch to get answers: ??Average Contract Value (ACV): Tells you the dough you’re making per deal. ??Conversion Rates: This is your game plan from catching someone’s eye to shaking hands on a deal. Usually, you could think of throwing about 10% of your ACV into marketing. But it’s all about finding that sweet spot, not just splashing cash but making sure every penny counts. So, crunching the numbers: ?? ACV: €15,000 ?? Lead generation effort (10%): 1500€ ?? Prospect to MQL: You’ve got a 15% chance of making someone stop and think. ?? MQL to SQL: Then, about 30% of those thinkers might actually wanna talk. ?? SQL to SAL: From there, 60% start getting serious. ?? SAL to Commit: And boom, you’ve 50% of those serious talks into deals. Let’s look at the party budget (aka your event costs): Booth Rental: €1,500 Prints That Pop: €300 Getting Stuff There: €300 Swag That Gets Noticed: €600 Cool Little Freebies: €400 All-Up Cost: €3,100 Now you know — With that budget, your plan should be to spark up at least 23 solid MQLs. Break it down again to have a plan. 5 MQLs will come from a convo you generated naturally at the booth. 15 MQLs will come from the small freebies. 3 MQLs will come from the big Swags. You can spend 27€ per small freebie (400 / 15). You can spend 200€ per big swag (600 / 3). You will need to get 5 contacts without giving any freebies or swag. And if you nail it, you will be looking at pulling in about €30,000 of revenue. #revenue #btob #sales #marketing #leadgen #prospecting

I'm offering a complimentary 30-minute consultation to uncover revenue streams and tactics you might be overlooking. Each dollar of the $30M in BtoB sales my teams and I have generated tells a story of strategy, persistence, and innovation. Your business's revenue story can have more success chapters. If you're seeking to enhance your Sales and Marketing efficacy, let's write that next chapter together. Reach out, and let's start a conversation that grows your bottom line ??https://lnkd.in/ebEJzvCz #RevenueStrategy #Sales #Marketing #prospecting #prospection