Rather than scrambling for new prospects once work is completed, make sure you’re always constantly topping them up. Here are three sales strategies I employ to make sure the amount of pipeline deals is always consistently north of a million dollars.
Metric 2. Average Size of the Deal
Our objective as a salesperson is to sell on value rather than cost. In doing so we can attain a higher price as well as sell more to the same customer. Sticking to this rule we’ll always maximize our average sales orders (this gives us more margin to invest in a sale).
Metric 3. Average percentage of Deals that successfully make it through the Pipeline
Everyone’s favorite part of the sales pipeline: the conversion. Here we look at the average percentage of deals that successfully makes it through the pipeline or leadtocustomer conversion ratio (%), and work out how exactly we can increase our closing rates.
Metric 4. Sales Velocity. Sales velocity is the average time deals stay in the pipeline before they are won. Now this is one sales metric we want to minimize! The shorter the sales cycle the more revenue/profit we’re set to make. This is where we need to get creative to reduce the sales timeline of initial contact to close.
There has been a dramatic increase in the number of active seed VCs since the start of 2010. 500 Startups, A16Z and SV Angel were the most active seed investors in 2013
2013 was another big year for venture investments at the seed-stage. Spurred by the continued proliferation of new micro VC funds and multi-stage venture firms actively building their seed portfolios, 2013 saw no drop in the number of active seed venture investors from the high seen in 2012. Series A crunch and startup orphans were clearly not top of mind.
Active seed venture capital investors in the chart below are comprised of any venture capital firm (we’re excluding corporate venture arms in this analysis a la Google Ventures) that participated in at least four seed deals per year. As can be seen, 2013 had 112 active seed VC firms which exactly tied 2012 and which is significantly above the levels of 2010 and 2011.
I attended the launch of the O2 Local Government Digital Fund recently to hear how Local Authorities use digital technology to benefit their employees and where they have identified potential … (RT @markadamswright: Hear what our HR Director has to...
1. Business Model Disruption Will Get Spikier: All the changing technology and democratization of advantages typically held only by large companies generates some real doozy business model disruptions in 2014.
2. Squeeze the Marketing Cost Balloon: Spiking costs from all that content, personalization, marketing technology spend and global campaigning is really cramping your style with the CFO. Quick: CMO vs. CFO, who wins? Sooooo…many CMOs will be taking drastic measures to manage marketing costs in 2014.
3. Head or Tail of Content Distribution—Pick One!!! A funny thing happens when content is digitized and anyone can create it and distribute it. Players in the middle get crushed.
4. Digital Immigrants Eye the Grand Canyon, Planning for the Leap
5. Somebody Will Create a Hype Game about Gamification
6. Smart Brands Will Formalize Change Pre-Viz Teams: “Huh?” you say. Pre-viz is short for “pre-visualization”. Think of this as creating immersive prototypes of what the new world will look like once a change happens (or a new product or service hits).
7. Bot Traffic Becomes 135% of all Internet Traffic: I jest (it’s actually 62% now). But 2014 will continue to unveil just how much digital traffic isn’t really people traffic, per se.
8. Some Brands Will Call a Tech Timeout: Others will wish they had. We’re catching wind of some large enterprise marketing teams calling a timeout on new marketing technology and platforms in 2014.
9. Some CIO-CMO Tandems Will Get Down to Brass Tacks
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