Revenue metrics - Traditional Enterprise Sales Funnel

Question 1

revenue metrics measure how well or badly a company…?

Answer 1

identifying potential customers
communicating to them
selling

Question 2

Define Enterprise Sales?

Answer 2

any sales that requires involvement by:
+ full time sales people
+ big sales of complex equipment or services
+ expensive to do

Question 3

how much do you need to justify an enterprise sales effort?

Answer 3

US:
minimum $250 000 for a one-time sales
or $ 100 000/ year on a recurring sale

Question 4

can you desribe the sales funnel metrics?

Answer 4

New leads
->New qualified leads which lead to:  (they have a plan to buy & a budget to buy)
-> meeting the correct decision maker
-> their expression of interest
-> getting to YES.
-> negotiated terms and price
(THIS IS A SOFT CIRCLE SALES)
->actual binding contract sales (yes, you can book the revenue for financial accounting now :D)

Question 5

Does soft circle sales are enough to make sure that you’re successful?

Answer 5

No, A number of things can still go wrong before you actually CLOSE THE DEAL WITH A LEGAL CONTRACT!

Question 6

booking revenue (a completed sale) -

Answer 6

When a commitment to buy becomes contractually enforceable and is recorded under accounting rules.

Question 7

gatekeeper (người giám sát)

Answer 7

• People whose job it is to stand between you and the person who will ultimately make a decision

Question 8

soft-circle sale

Answer 8

• A verbal commitment to buy that is not yet an enforceable

contract