build your dream sales team part 1 the funnel

Building your dream sales team and customer growth strategy

Part 1: The Funnel

© 2014 N-able Technologies, Inc. All rights reserved.

Presented By


Ali MahmoudN-able Technologies

@alimahmoud_

Sales is the lifeblood of your business


Sales people are lazy


Lead Gen

Presentations

Closed Deals


There is no easy path to successIt’s going to take work



Cold Calls 1000

Leads 75 (7.5% conversion)

Presentations 15 (20% conversion)

Attended 12 (80% conversion)

Customers 2.5 (20% conversion)

Sample Sales Funnel

Market SegmentationWho, what, where is a good customer?


2500+ Enterprise

250-2500 Mid-Enterprise

75-250 Medium

5-75 Small

1-5 Single Owner


Customer SegmentationWho is a good customer?


Vertical

Retail Finance Healthcare Law etc

HorizontalABC

ABC

ABC

ABC

ABC

Vertical SegmentationWhat is a good customer?

It’s not about you, its about the customer


Geographic SegmentationWhere is a good customer?

How to fill the funnel



New Customer Acquisition

Marketing Website, advertisements, emails, downloads

Contact Manta, Yelp®, Zoominfo®, Yellow Pages

Social LinkedIn®, Facebook®, Twitter®, Blogs, Forums

List Sources InfoUSA®, Dun & Bradstreet®, Hoover’s®


Linkedin Premium


Networking Events

Chamber of Commerce

Business Network International

Entrepreneur’s Organization (EO)


Customer Referrals

Severely Underutilized

Have your customers introduce you

Warm referral is much more valuable than cold lead


Share interesting content

Blogs

Case Studies

eBooks

Infographics

Re-share top news

Use proper tools



CRM Tools

PSA (ConnectWise®, Autotask®, Tigerpaw®)

Salesforce.com®

Microsoft® CRM

SugarCRM®


Phone BurnerPredictive Dialing System

50 dials in a couple hours

5 May pickup

Rest you can leave an automated message and auto-dial the next person


It’s a Numbers Game

Daily 50 dials = 3.75 leads = 0.75 presentations

Weekly 250 dials = 18.75 leads = 3.75 presentations

Monthly 1000 = 75 leads = 15 booked presentations

Quality leads = quality presentations = closing more deals


Use your experience

Where have your leads come from?

Was it all referrals?

Which customers gave them?

How many turned into presentations?

How many turned into business?


Summary

Define the funnel

Define the customer

Use proper tools

Provide Great Service

Automation Manager

Help Desk Manager

ReportManager

Remote Control

Manager

Build Recurring Revenue

SecurityManager

Backup Manager

Patch Manager

Audit Manager

Mobile Manager

N-central® RMMAn MSP’s complete toolkit


Legal Information

The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.

© 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.

build your dream sales team part 1 the funnel

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ali mahmoudnable technologies

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customer segmentationwho

customer growth strategypart

sales people

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dream sales team

cold lead