Sales Process

Question 1

How can you improve your conversion rates down the funnel?

Answer 1

Improve your skills to make the proposition compelling through proper discovery, excellent demos, and creating urgency.

Question 2

What is the world-class conversion rate from SQL to Closed Won?

Answer 2

25%, but aiming higher helps factor in risks.

Question 3

What is the focus of the bottom funnel?

Answer 3

Improving strategy and conversion rates rather than increasing workload. Aim for a 30-35% conversion rate from SQL to Closed Won.

Question 4

What is the 15x5x15 System?

Answer 4

Triple the amount of accounts you’re working on. Work on 15 accounts, find 5 new prospects per account, and put them in a 15-step cadence.

Question 5

What should be your focus when starting as an AE?

Answer 5

Optimize for quantity first to hone your skills, then shift to quality. Prospect 3x as much as you think you need to fill your pipeline with a large number of opportunities.

Question 6

How does the need for opportunities change as you gain experience as an AE?

Answer 6

As you become more experienced, you’ll need fewer opportunities to close more deals. Initially, focus on a higher quantity of deals to learn essential skills.

Question 7

How should you work hard on the right things for you and your SDR?

Answer 7

Focus on tasks that generate the highest returns, align efforts with the SDR, and prioritize activities that directly impact your sales goals.