How to optimize inside sales for the SMB market using data science

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Deer hunting!

How to accelerate SaaS sales in the SMB market.

Credit: Christoph Janz at Point 9 Capital

Zero touch (self service)SalesMarketing

Zero touch (self service)SalesMarketing

?

Zero touch (self-service)

High touch sellOne touch sell

We studied SV for each

Zero touch (self-service)

High touch sellOne touch sell

Examining 45,000 leads from 10 companies

Speed?

Deers are only closing 10% faster than elephants

Conversion rate?

The conversion rate of deers is 3x more than elephants

Deal size?

Elephant deal sizes need to be 10x bigger to achieve the same velocity

Need different sales workflow!

Leads worked All active Only ready-to-buy

Scheduling Call and schedule meetings with multiple stakeholders

Prospect self schedules

Meetings Many, multi-party, some on site Single call close

Calls Personalized demos Script based on behavior

Don’t chase the herd.

Don’t chase the herd.

What are the true leading indicators that a deer is going to buy?

Visit pricing page

Download X whitepaper

What are the leading indicators that a deer is going to buy?

Visit pricing page

Create X dashboards

Share X dashboards

Download X whitepaper

Invite X new usersTurn on X integration

But WHICH one is most important?

Visit pricing page?

Create X dashboards?

Share X dashboards?

Download X whitepaper?

Invite X new users?Turn on X integration?

Email #1. What do you think?

Email #2. What do you think?

Good! Relevant. Call = opportunity

Get in-app data into

CRM.

No research for the call!

[email protected](408) 657-0203

www.madkudu.com

Website and In-app activities

Marketing activities

3rd party data

CustomerAnalyticsDatabase

Send only the elephants and the engaged deers to

Salesforce .Enrich lead profiles with demographics and behavior

intelligence.