Intro

Question 1

Attempt 1

Answer 1

I did all this research…x,y,z What do you want to learn about?

Question 2

Attempt 2

Answer 2

Typically when I speak to people its usually pretty high level as in an introduction to BI and what it can do for you or they have an idea of what they are trying to do–they’ve hit limits in SF reporting and are wondering how to expand what they can do. Where do you feel xxx is?

Question 3

Attempt 3

Answer 3

No worries. Most people I speak to are really early, like you. I bet showing you some of IS2 would help. I have 4 demo’s I can show you here–rep management, pipeline management, forecasting accuracy, and planning and analysis–which one would be most helpful to start with?

Question 4

Areas for Attempt 1

Answer 4

IS2 engagement–CLs, marketing, conversations with other team members
Company–vertical, team size, other’s we work with in same space, similarities (VC, size, sales team, SaaS etc.)
Attendees–role, tenure, previous roles (if applicable)
Convo with BDR–
Have them agree/disagree–know this sounds pretty high level but I’m trying to determine early here what your goal is for this call so I can best make it most relevant
Agenda–

Question 5

Call agenda

Answer 5

“So, ​look ​– ​I ​did ​everything ​that ​I ​could ​before ​the ​call ​to ​try ​and ​make
sure ​that ​I ​did ​a ​good ​call ​for ​you. ​Based ​on ​the ​research, ​I ​feel ​like
you’re ​exactly ​who ​we ​typically ​help. ​I ​don’t ​want ​to ​make
assumptions ​though, ​so ​can ​you ​please ​help ​me ​understand ​what
you’re ​working ​on ​that ​you ​think ​I ​might ​be ​able ​to ​help ​with?”

Question 6

Pipeline: overview (expertise)

Answer 6

It’s ​great ​to ​have ​this ​conversation ​with ​you ​about ​pipeline ​management. ​A ​lot ​of ​our ​customers ​came ​to ​us
with ​the ​exact ​same ​issues: ​”How ​much ​pipeline ​do ​we ​need ​to ​create ​each ​month? ​How ​can ​I ​tell ​if ​the ​pipeline
we’re ​creating ​is ​any ​good ​or ​not? ​And ​most ​importantly, ​how ​can ​I ​get ​more ​clear ​visibility ​into ​what’s ​actually
happening ​on ​those ​deals?” ​The ​funny ​thing ​is ​that ​the ​answers ​are ​somewhere ​in ​Salesforce; ​or ​at ​least, ​they
should ​be. ​But, ​it’s ​a ​CRM, ​not ​an ​analytics ​tool. ​It ​was ​designed ​for ​reps ​to ​log ​their ​opps, ​not ​for ​managers
to ​view ​or ​predict ​the ​outcomes.

Question 7

Pipeline: why

Answer 7

The ​good ​news ​is, ​that’s ​exactly ​why ​we ​exist ​as ​a ​business. ​We ​partnered ​with ​SF ​to ​connect ​to
your ​instance ​and ​automatically ​move ​the ​work your sales team is ​entering ​in ​every ​day ​and ​turn ​it ​into ​the ​analysis ​you need ​to ​get ​more ​from ​your ​pipeline. ​We ​show ​you ​exactly ​how ​much ​pipeline ​you’re ​creating, ​help ​you ​calculate how ​much ​pipeline ​you ​should ​be ​creating, ​and ​give ​you ​a ​closer ​look ​at ​the ​opps ​the ​reps ​are ​working ​today. It’s ​why ​we’re ​here.

Question 8

Pipeline: how

Answer 8

The ​way ​we ​do ​that ​is ​by ​breaking ​down ​some ​of ​the ​bigger ​challenges ​in ​reporting ​out ​of SF​. ​We ​help ​you ​find ​the patterns ​in ​your ​pipeline: ​What ​does ​a ​buyer ​do ​in ​the ​sales ​process? ​What ​does ​a ​non-buyer ​do? ​What ​do ​my
good ​reps ​do ​to ​their ​deals? ​Where ​do ​my ​under ​performers ​struggle? ​Then, ​we ​overlay ​the ​opps ​your ​team’s currently ​working ​on ​with ​those ​new ​patterns ​so ​you ​can ​more ​easily ​spot ​winners ​from ​losers ​and ​give ​more specific ​action ​items ​on ​the ​deals ​worth ​chasing
Let me open up IS2 and show you what I’m talking about

Question 9

Pipeline flow

Answer 9

I’m​ ​going​ ​to​ ​start​ ​with​ ​the​ ​Pipeline​ ​Flow​ ​screen.​ ​It’s​ ​not​ ​that​ ​I​ ​think​ ​it​ ​would​ ​solve​ ​all​ ​of​ ​your​ ​problems;​ ​it’s​ ​more​ ​to
give​ ​you​ ​a​ ​good​ ​starting​ ​point​ ​for​ ​the​ ​demo.​ ​I​ ​think​ ​showing​ ​you​ ​what​ ​we’re​ ​doing​ ​on​ ​this​ ​view​ ​will​ ​help​ ​orient​ ​you to​ ​the​ ​rest​ ​of​ ​the​ ​demo,​ ​and​ ​give​ ​you​ ​a​ ​really​ ​strong​ ​understanding​ ​on​ ​how​ ​the​ ​product​ ​gets​ ​built.
This​ ​is​ ​the​ ​”What​ ​Happened?”​ ​report.​ ​It​ ​shows​ ​you​ ​the​ ​amount​ ​of​ ​pipeline​ ​you​ ​had​ ​at​ ​the​ ​beginning​ ​of​ ​a​ ​period,
and​ ​how​ ​much​ ​pipeline​ ​you’ve​ ​got​ ​left.​ ​Then,​ ​it​ ​helps​ ​you​ ​retrace​ ​your​ ​steps​ ​to​ ​see​ ​how​ ​you​ ​arrived.​ ​Now,​ ​in
SF,​ ​you​ ​can​ ​very​ ​easily​ ​see​ ​how​ ​many​ ​or​ ​the​ ​value​ ​of​ ​the​ ​opps​ ​set​ ​to​ ​close​ ​this​ ​month.​ ​What​ ​you​ ​can’t
really​ ​see​ ​are​ ​the​ ​trends​ ​or​ ​conversions​ ​that​ ​got​ ​you​ ​here.
We’re​ ​connecting​ ​through​ ​the​ ​API​ ​and​ ​reading​ ​the​ ​history​ ​table​ ​to​ ​give​ ​you​ ​the​ ​full​ ​story.​ ​If​ ​I​ ​started​ ​with​ ​xxx​ ​of
open​ ​pipeline​ ​a​ ​week​ ​ago,​ ​and​ ​today​ ​I​ ​only​ ​have​ ​xxxx,​ ​what​ ​happened?​ ​Well,​ ​we​ ​created​ ​new​ ​opps,​ ​we
pulled​ ​stuff​ ​in,​ ​we​ ​won​ ​deals,​ ​lost​ ​deals,​ ​and​ ​we​ ​pushed​ ​close​ ​dates​ ​out.​ ​We​ ​can​ ​connect​ ​to​ ​your​ ​instance​ ​of​ ​sfdc
today​ ​and​ ​tell​ ​you​ ​everything​ ​that​ ​ever​ ​happened​ ​every​ ​single​ ​opp​ ​your​ ​team​ ​has​ ​ever​ ​worked.​ ​That’s​ ​where​ ​the
strength​ ​of​ ​our​ ​product​ ​starts​ ​to​ ​work.

Question 10

Sales funnel

Answer 10

Now​ ​that​ ​we’ve​ ​gotten​ ​access​ ​to​ ​the​ ​history​ ​table​ ​in​ ​sfdc,​ ​we​ ​can​ ​start​ ​to​ ​build​ ​out​ ​a​ ​series​ ​of​ ​views​ ​to​ ​help​ ​you
see​ ​what’s​ ​happening​ ​in​ ​your​ ​sales​ ​process.​ ​Our​ ​basic​ ​concept​ ​is​ ​that​ ​by​ ​better​ ​understanding​ ​what’s​ ​happened
in​ ​the​ ​past,​ ​we​ ​can​ ​help​ ​you​ ​build​ ​a​ ​more​ ​predictive​ ​and​ ​proactive​ ​process​ ​for​ ​the​ ​future.
This​ ​report​ ​is​ ​called​ ​the​ ​Sales​ ​Funnel.​ ​It’s​ ​pretty​ ​straight​ ​forward,​ ​but​ ​it’s​ ​actually​ ​really​ ​hard​ ​to​ ​create​ ​using​ ​sfdc
reports​ ​and​ ​excel.​ ​We​ ​look​ ​at​ ​every​ ​single​ ​opp​ ​you’ve​ ​ever​ ​won​ ​or​ ​lost​ ​and​ ​show​ ​you​ ​how​ ​far​ ​they​ ​made​ ​it​ ​in​ ​the
sales​ ​process.​ ​We’re​ ​exposing​ ​the​ ​bottlenecks​ ​and​ ​breaks​ ​in​ ​your​ ​sales​ ​process.
The​ ​vision​ ​is​ ​to​ ​help​ ​you​ ​figure​ ​out​ ​how​ ​likely​ ​it​ ​is​ ​for​ ​a​ ​deal​ ​you’re​ ​working​ ​on​ ​today​ ​to​ ​move​ ​forward​ ​by
analysing​ ​every​ ​deal​ ​you’ve​ ​worked​ ​in​ ​the​ ​past,​ ​and​ ​whether​ ​or​ ​not​ ​those​ ​deals​ ​moved​ ​forward.

Question 11

Sales cycle

Answer 11

Once​ ​we’ve​ ​established​ ​how​ ​likely​ ​it​ ​is​ ​for​ ​a​ ​deal​ ​to​ ​move​ ​forward,​ ​it’s​ ​time​ ​to​ ​identify​ ​how​ ​long​ ​it​ ​takes​ ​to​ ​move
forward.​ ​So,​ ​we’ve​ ​started​ ​building​ ​out​ ​patterns​ ​for​ ​cycle​ ​times.​ ​The​ ​big​ ​question​ ​is​ ​”If​ ​my​ ​overall​ ​sales​ ​cycle
takes​ ​xxxx​ ​days,​ ​how​ ​many​ ​of​ ​those​ ​xxxx​ ​days​ ​are​ ​spent​ ​in​ ​stage​ ​1​ ​v​ ​stage​ ​2,​ ​and​ ​so​ ​on?”

Question 12

Sales cycle by won vs. lost

Answer 12

OK,​ ​now​ ​that​ ​we’re​ ​getting​ ​a​ ​good​ ​read​ ​on​ ​what​ ​patterns​ ​a​ ​buyer​ ​exhibits,​ ​it’s​ ​time​ ​to​ ​expose​ ​the​ ​differences​ ​in
the​ ​pattern​ ​for​ ​a​ ​winnable​ ​deal​ ​v​ ​the​ ​deals​ ​you​ ​end​ ​up​ ​losing.​ ​The​ ​Sales​ ​Cycle​ ​by​ ​Won/Lost​ ​is​ ​a​ ​really​ ​good
example​ ​of​ ​that.
We’re​ ​showing​ ​you​ ​that​ ​the​ ​deals​ ​you’ve​ ​won​ ​have​ ​spent​ ​a​ ​week​ ​in​ ​stage​ ​1​ ​and​ ​two​ ​weeks​ ​in​ ​stage​ ​2.​ ​Then,​ ​we’re
showing​ ​you​ ​that​ ​the​ ​deals​ ​you​ ​end​ ​up​ ​losing​ ​spend​ ​2​ ​weeks​ ​in​ ​stage​ ​1​ ​and​ ​a​ ​full​ ​month​ ​in​ ​stage​ ​2.
Now,​ ​we’re​ ​not​ ​reinventing​ ​the​ ​wheel​ ​here.​ ​Everyone​ ​knows​ ​that​ ​time​ ​kills​ ​all​ ​deals.​ ​But,​ ​the​ ​key​ ​is​ ​”how​ ​much
time?”​ ​and​ ​”In​ ​what​ ​stage?”​ ​We’re​ ​going​ ​to​ ​run​ ​this​ ​kind​ ​of​ ​analysis​ ​on​ ​a​ ​bunch​ ​of​ ​different​ ​factors​ ​-​ ​sales​ ​cycle,
deal​ ​size,​ ​product,​ ​vertical,​ ​days​ ​in​ ​stage,​ ​close​ ​date​ ​pushes,​ ​etc​ ​etc​ ​and​ ​help​ ​you​ ​fully​ ​build​ ​out​ ​an​ ​understanding
of​ ​what​ ​a​ ​good,​ ​winnable​ ​deal​ ​looks​ ​like​ ​and​ ​what​ ​happens​ ​on​ ​a​ ​bad​ ​opportunity.

Question 13

Pipeline today

Answer 13

The​ ​final​ ​screen​ ​I​ ​was​ ​planning​ ​on​ ​showing​ ​is​ ​the​ ​pay​ ​off.​ ​This​ ​is​ ​the​ ​full​ ​open​ ​pipeline​ ​you’re​ ​working​ ​with.​ ​We
take​ ​every​ ​open​ ​opp,​ ​the​ ​deals​ ​your​ ​team​ ​is​ ​currently​ ​trying​ ​to​ ​close,​ ​and​ ​we​ ​overlay​ ​that​ ​last​ ​analysis​ ​on​ ​top.
We’re​ ​exposing​ ​the​ ​good​ ​opps​ ​and​ ​the​ ​bad​ ​opps.​ ​Then​ ​we’re​ ​going​ ​to​ ​give​ ​you​ ​specific​ ​issues​ ​to​ ​try​ ​and​ ​resolve
on​ ​the​ ​good​ ​ones.
For​ ​example,​ ​here’s​ ​a​ ​deal​ ​set​ ​to​ ​close​ ​this​ ​week,​ ​but​ ​it’s​ ​been​ ​in​ ​stage​ ​2​ ​xxx​ ​longer​ ​than​ ​a​ ​closed​ ​won​ ​deal​ ​has
ever​ ​sat​ ​in​ ​that​ ​stage!​ ​Also,​ ​you’ve​ ​already​ ​pushed​ ​the​ ​close​ ​date​ ​out​ ​three​ ​times,​ ​and​ ​by​ ​the​ ​way,​ ​you​ ​haven’t
even​ ​talked​ ​to​ ​them​ ​once​ ​in​ ​the​ ​last​ ​two​ ​weeks!
We’re​ ​exposing​ ​the​ ​warning​ ​signs​ ​on​ ​the​ ​deals​ ​your​ ​team​ ​is​ ​working​ ​to​ ​help​ ​you​ ​better​ ​guide​ ​them,​ ​better​ ​coach
them​ ​on​ ​the​ ​action​ ​plans​ ​to​ ​win​ ​these​ ​deals.