The Art and Science of Sales

[rifat28dddd]

Getting in Front of Enough of the Right People at the Right Time with the Right Message
JB: They do. And the, you know, the science of sales is getting in front of enough people and the art of sales is getting in front of the right people at the right time with the right message. And so you’ve, you’ve always got that balance, but for me, pipeline velocity is about how long does it take from when a deal officially hits the pipe?

So whether that’s the first meeting, and that’s different for oman telegram data every company, the deal hits the pipe when a sample goes out and at that moment they’re in the pipeline. In some cases, especially in software, it’s when a demo happens.

So I’ve agreed to a demo, but there’s some place where a deal hits the pipeline and you’ve got to define in your own situation and your own company, what that metric is for how long that sales cycle should be. So in typical business services, B2B services is typically about 90 days.

It’s going to take you to get from the beginning to the end of the deal. And what you want to look at is the quantity of deals that are moving through that you’re closing in that period of time. And then from a prospecting standpoint, just on the telephone, I look for a typical B2B rep to be able to make all of the appointments that they need to make in about an hour of prospecting a day.

They ought to be able to make from 30 to 50 dials a day. Then you would like just see them making around, you know, 25 to say 50 outbound emails a day. Those emails can be scheduled outside of the golden hours outside of the sales time, because there’s so many great software programs now that will let you build all your email and your prospecting emails. And you can just push a button and they’ll send out any time of day that you want them to go.