Adapt or Die: Achieving Revenue Growth in Today’s Market

10.10.13Steve RucinskiInfoGrow

InfoGrowCorp.com

Agenda

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Behavior Reaction

QuestionsMetrics Moneyball

Strategies

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Data Credits – Thank You• HubSpot• RPM Group International• Baker Tilly• Sales Benchmark Index• Mongoose Metrics• DemandGen

Thank You

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Buyer Behaviors• 81% of B2B start with a search engine

• 59% of B2B engage peers with similar challenges

• 48% are taking more time to research

• 57% of buying process is complete before supplier contact

• 60% of qualified deals end in no decision

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Buying ProcessOpenness

Realized Want or Need

Learning and Education

Seek Ideas and Inspiration

Research and Vetting

Purchase

Post Purchase Evaluation and Expansion

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Buyer Behaviors

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Understanding Your Buyer • Invest the time to learn and understand your

buyer’s :– Process: who, what, when, where and why– Sources of information used in the process

• Do NOT underestimate the impact of:– Internet, Social Media and Mobile technologies– In-process generational change, Boomer to

Millennial

• Investigate what today’s Marketing Automation tools may do to help you

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Sales Performance Metrics• 48% of Sales Reps fail to hit their target

• Sales that fail to close as forecasted = 88%

• Less than 10% of sales meetings result in a sale

• 68% of leads generated are not followed up on

• Actual selling time is 31% of total time available

• End-to-end closure rate is 2.4%

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Management’s Reaction• Cheerleading: Make more calls! Push those

prospects! Work Harder? • Sales training!• CRM software!• Get new reps!

• It has never been more difficult to sell– Market complexity– Organizational challenges– Sales force under stress– Changing buyer behaviors

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Moneyball Thinking• Moneyball: The Art of Winning an Unfair

Game

Story of how an analytical, evidence and metric based approach was used to achieve success.

• It starts with identifying and breaking down key processes and the metrics required to understanding those key processes.

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MoneyballSales Leads Required 4,500Lead-to-1st Meetings Ratio 33%

1st Meetings Required 1,500 6,500 Meeting-to-Proposal Ratio 33%

Proposals Required 500Propose-to-Close Ratio 20%

New Deals to Close 100Average Contract Size? $100KNew Revenue Next Year? $10M

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Example 1Sales Leads Required 3,715Lead-to-1st Meetings Ratio 35%

1st Meetings Required 1,300 5,470Meeting-to-Proposal Ratio 35%

Proposals Required 455Propose-to-Close Ratio 22%

New Deals to Close 100Average Contract Size? $100KNew Revenue Next Year? $10M

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Example 2Sales Leads Required 4,500Lead-to-1st Meetings Ratio 35%

1st Meetings Required 1,575 Meeting-to-Proposal Ratio 35%

Proposals Required 520Propose-to-Close Ratio 22%

New Deals to Close 115Average Contract Size? $100KNew Revenue Next Year? $11.5M

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Suggested Strategies• Learn and understand your prospect’s

buying behaviors and process in as much detail as possible

• Consider applying a more scientific approach via a process understanding and metrics– Start with knowing your 6 key metrics as

discussed

• Get help from experienced professionals, revenue processes are vital to your organization

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Wrap-Up

1 2 3 4 5 6

Behavior Reaction

QuestionsMetrics Moneyball

Strategies

InfoGrowCorp.com

InfoGrow• We help organizations accelerate growth

through enabling better sales and marketing decisions.

– 24 years of helping organizations optimize their investment in people, process and technology.

If you would like help improving your revenue processes contact me:

Steve Rucinski: 800-897-9807 x225 srucinski@infogrowcorp.com