Examples

I identified a true opportunity for improvement when initially analyzing TOFU  metrics and conversions. Through enablement specifically targeting TOFU efficiency, messaging, and objection handling; and through subsequent manager training to provide reinforcement of the learning, the goal was to improve outbound TOFU conversions. 

My comprehensive deal efficiency analysis began with a simple comparison between lead gen and self gen of the time spent getting to one successful discovery meeting.

Another component of the deal efficiency analysis included a comparison of sales rep levels and their average time spent getting to a successful discovery meeting (without an assist from an SDR). SDR assisted metrics are also compared.

When analyzing stalled deals, I uncovered a profound impact on sales. By developing processes to specifically minimize stalls and implementing an early notification system and winback strategy, the revenue impact is dramatic.

In my monthly Objection Handling workshop, I suggest techniques for specific objections commonly found in the team's calls. The following month I present the actual data to determine effectiveness. This is the most successful of the responses to "I already use a tool" objection according to our Gong data.