We have all seen the funnel below. It is the classic funnel that was designed for the original tech businesses where the output profit was a function of input sales.
More the leads, more the deals, more the wins and more the money. It just worked.
But no longer.
By now we all know more money is made retaining an existing customer.
This blogs shows this in action with the math of how much harder it is to make the same money off of new business that you could make of a happier customer base.
I have spent a decade in Sales Operations, Partner Operations & Revenue Operations. I have used dozens of sales apps. So this list is something I have requested the CSMs at the sales apps I use, told other Ops folks over a beer, or have daydreamed existed. This is an open letter to all vendors […]
■ Have you ever pondered who decided the length of your sales demo? ■ How did they arrive at how much long the demo should be? ■ Why is a demo always a multiple of 30mins? Surprisingly demo lengths in most orgs would not be scientifically arrived at. It would in all probability be an hour long demo […]
1.2, 17, 544, 1019……… 5,10, 50, 100……… The first series of numbers did not exactly make you happy reading it, now did it? But the second series of numbers was a pleasant read. Wonder why? Our brain finds comfort in round numbers. This has immense implication in our everyday lives as humans – affecting how […]
Operations is a cross-functional department. It is like sitting on the fence with a view into every room! My Salesforce interviews are consisted of 13 questions I ask every interviewee. This questionnaire is a distillation of interviews over the years. A lot of these are technical Qs that the interviewee builds and executes on the […]
“Can you share your screen?”, I said. Not that I really wanted to see how this interview candidate built the workflow – but to see what all apps has he bookmarked. It gives me intel onto the app integrations this candidate has worked on and build my next set of conversations around it. “Bookmarks” – […]
One of the most foolish things (yes at this point I do think it is pretty naive) that a sales rep can do is to send all calendar slots in their own time zone, irrespective of where in the world the prospect is. I have written about this in the past that sharing the time […]
Every time I see a deal we lost to the reason “your product is expensive” I do wonder what it really means by “expensive”. Different people buy different things for very different reasons. You don’t buy a Rolex and call it expensive coz “Hey it is just another watch that shows the same time!” You […]
This blog is a word-to-word copy of the last mail I wrote to my wonderful colleagues at Whatfix last week. “Hola Amigos!” One last time 🙂 Less than half a percentage of all startups from India make a million dollars in ARR. We have had the hard work and good fortune to create a category […]
TheSalesOpsGuy 