As Q4 closes for 2014, I have some considerable accomplishments to look back on. In my first full quarter at NetProspex, I have out-paced veterans to be the #1 top performer on our team. Over the past few months, I have uncovered major opportunities from Fortune 500 companies as well as numerous major corporations abroad, and expanded our wheelhouse through a creative approach towards identifying pain points.
During this time, I have also written the training manual for the NetProspex SDR position, created a sales resource manual, recruited new potential hires through events, forged a partnership with the Startup Institute, and have been tasked with all training responsibilities and onboarding for the new hires. It has been a busy quarter to say the least.
This, however, is only the beginning. I am already engaged in my next project, and have recieved the green light from NetProspex. I am attempting to raise our production of qualified opportunities through integration of "Predictable Revenue" processes, and double our pipeline at the top of the funnel.
During the past 6 months, I have read every book, whitepaper and article on sales and inside sales that I could get my hands on. One book, however, drastically challenged my perception of every element of inside sales, and caused me to rethink our team's entire strategy. This book was recommended by our VP of Strategic Sales Bill Harris, called "Predicatble Revenue."
"Predictable Revenue," written by the Salesforce.com sales guru Aaron Ross, and advocates for a new system of cold calling and sales process to better fill the top of the funnel. Instead of making 70-100 cold calls per day, much of which is painfully unproductive, the author argues our focus must shift to the proper combination of email, voicemail, and phone calls. Instead of a point-and-shoot method of targeting supposed decision makers, he also argues for the value of organizational mapping and referrals. Instead of closing an appointment with VITO, the intial close should be a referral or information about pain points and structure.
Instead of spending all day "hitting the phones," I have instituted a system of "hitting the send button," followed by strategic calls and follow ups. By sending 150-250 short referral or meeting requests, I have already generated more referrals in two days than I would typically get in a week. In fact, I have already managed to penetrate an account that was seemingly unbreachable by our standard process.
This new initiative focuses on new metrics beyond simply the number of phone calls and talk time (which are still both very important), and I have been given the leeway to experiment. My overall current metrics are now the number of conversations per day, and the number of opportunities that become Sales Qualified opportunities. To ensure I have the proper data to demonstrate effectiveness, I measure everything, from the number of emails sent to the bounce rate, response rate, referrals, automatic replies, and a dozen other measurements.
Although there is much experimentation to be done, I am hopeful I can demonstrate an increase in output by 2X and achieve the goal of having steady, high, predictable revenue.