Sales Playbook: Mission and Team Structure Flashcards
What is Feedvisor’s Mission?
Feedvisor’s mission is to Empower Brands & Retailers to WIN on Amazon (& eMarketplaces). Feedvisor enables large sellers and brands to win on Amazon, modern marketplaces and in the overall e-commerce space by providing patented, AI-driven technology, data and expertise to optimally operate in these constantly changing and hyper competitive environments.
What are Feedvisor’s main products?
- AI-Based Advertising (Technology)
- Patented Algo-Repricer (Technology)
- Data-Backed Intelligence (Technology)
- Strategy, Content & Experience (Data and Services)
- BeSpoke Business Solutions
What improvements (shown as a %) can Feedvisor make to a company’s Amazon marketplace?
- 32% Increase in Share
- 64% Increase in Revenues
- 82% Increase in RoAS
- 41% Increase in Margin
What are some introductory/generic value props?
- Patented “AI-First” Tech and Data
- Team of PhDs, Proessors, and Algo-Traders
- Team w/ Deep 1P/3P Amazon Expertise
- 250,000+ Amazon Advertising Campaigns
- 300+ SaaS Clients
- 15+ Terabytes of Transactional Data and Learnings
What is the overall team goal of the sales team?
The goal of the Sales team is to drive company revenue (MRR/ARR) by selling the Feedvisor suite of products (SAAS and managed services products) to new prospective clients.
What are the three ways to achieve the overall team goal?
- Identify new brands, retailers, sellers and/or agencies (clients) to on-board/sell our products to
- Identify the appropriate product(s) to sell each client
- Identify new and strategic ways to drive sales/profit (ex. bundles, extended contract terms, no early out clauses, etc.)
Prospect->Product->Upsell
What 4 mistakes should be avoided when prospecting/structuring a call or meeting?
- Fail to Cultivate Business Acumen (Discover clients pain points, wants, and needs)
- Misfiring on the case for ROI (Make clear how you can provide solutions on their ROI)
- Failure to Monitor Talk-Listen Ratio (Listen first and Listen consistently)
- Not effectively building rapport with Prospects (Build a relationship with prospects centered around their needs and organic conversations/interests. Be mindful of different personality types)
What is the overall goal of the SDR team?
The goal of the SDR/BDR team is to identify if a prospect is a good fit for our product(s), ensure the prospect is interested in our product(s) and set/schedule demo appointments for the AE.
What are the overall primary responsibilities of the SDR?
- Accepting marketing leads (MQLs)
- Qualifying (SALs) (having an initial call with a prospect to then determine if there is a fit.)
- If there is a mutual fit, they then convert the lead in Salesforce to an Opportunity (which also creates an Account and Contact) and assigns the appropriate AE for an in depth demo presentation.
Prospect->Qualify->Match
What are the day to day responsibilities of the SDR?
- Call on lead lists (sales accepted leads and recycled leads),
- Prospect for new customers (outside of what is assigned, and work old customers from previously rejected opportunities
What are the main goals and KPIs?
- Numbers of demos set and qualified pipeline MRR (monthly recurring revenue).
- Secondary KPIs are # emails/calls made, talk time, SAL to demo conversion % and converted/won deals.
- Additional KPIs are # calls connected and # emails with a response.
What are the specific call related KPIs?
- Calls attempted - Daily 40-50 (target) / Weekly 160 - 200 / Monthly 600-750
- Calls connected - Daily 20-25 (target) / Weekly 80-100 / Monthly 300-375
- Positive Calls - Daily 3-5 / Weekly 12-15 / Monthly 45-75
(Positive calls = 10 minute plus conversation or demo set
Weekly assumes 4 days worked a week
Monthly assumes 15 days worked a month)
What are the specific email related KPIs?
- Initial emails - Daily 50-75 email / Weekly 200-300 / -Monthly 750-1000
- Follow up emails - Daily 10-15 / Weekly 40-60 / Monthly 150-225
- Personalized emails - Daily 5-10 / Weekly 20-40 / Monthly 75-150
What are the specific demo related KPIs?
- Week- 4-5
- Month - 22
-Assuming $3K avg qualified prospect
-25% cancel/postpone
-75% qualify and become an open opportunity
qualified pipe of $30K
-SDRs should have on average 4 open/rolling demo’s at all times
What are the specific qualified ops related KPIs?
- Week - 2-3
- Month - 10
- Assuming $3K avg qualified prospect and pipeline goal of $30K
