Matt M Walsh’s Post

Hot off the press... Noted Analytics customer went from a 13% to 22% win rate. This gets me PUMPED! Think about that, if you are a company with $50M in the pipeline That’s like going from $6.5M to $11M in revenue! A 70% increase on win rates! Here’s how they did it with Noted Analytics: 1. They anchored on a sales methodology. It was Gap Selling. But the important thing is everyone knew what information they needed to collect on a deal. 2. Managers reviewed this information early and often, scored it and provided feedback on how reps can improve the deal. This process automatically sorts every deal into a Green/Yellow/Red category. 3. They ran their forecast process around these Green, Yellow, Red opportunity scores, and made the results visible. Results like this: - Overall they went from a 13 to 22% win rate - The deals with a Green score did two and half times better than that, they had 56% win rate AND closed with an ACV 18% higher than average Now, think about your own team for a minute... 🤔 Is everyone aligned on what a ‘Green’ deal looks like in your organization? 🤔 Is it scored in your CRM and used to manage opportunities? 🤔 Is it a leading indicators that point to results like 20% higher ASP and 60% win rates? #salesforce #meddic #gapselling

Remove all SOFTWARE or PLATFORMS from your mind for a second… (ahhh... nice, right?) Imagine getting a Forecast, seeing your number... ... and drilling down-into the opportunity layer .....to see the deals that need to be addressed that improve the number. Or after you rolled out a new sales framework or process ... tracing it into the opportunity layer ...... to the see how impacting win rates, duration, and ASP. It all starts with a conceptual model where information moves up and down the revenue layers. We call it SE3. The 3 layers of the sales execution success model and I’m introducing it on Thursday, 2 PM ET. Sign up today, you don’t want to miss it!

This Thursday, at 2 PM ET, I'm pumped to introduce this model: the 3 LAYERS OF SALES EXECUTION SUCCESS Because it's crazy out there right now: - Deal are getting longer - Discounts are rampant - CFOs are weighing in on every purchase We win by aligning on outcomes and linking our process across: - skill development - opportunity management - revenue forecasting Do you have data connecting these layers? Are you able to measure how execution impact outcomes? Join us on Thursday. We'll be talking about how to frame these 3 layers and impact 2024 quota attainment. #salesforce #meddic #gapselling

If you don't measure 'sales execution', how can you improve it? How is it aligning with strategic objectives? What parts are having the biggest impact on win rates? CROs, Sales VPs, Sales/Rev Ops, Sales Enablement this session is for you! Thursday, Feb 1 at 2 PM ET we'll dive into elements of the SALES EXECUTION SUCCESS mode so you can score your execution and measure it's impact. Let's get together and crack this thing wide open! #salesforce #meddpic #gapselling

The number one issue I hear from CROs right now is... "sales execution is severely lacking”. They see it at the top with inaccurate sales forecasts ---> driven by inflated pipeline ---> and rooted in inconsistent discovery calls and demos. Improving sales execution is the key to knowing if the strategy you are running in 2024 is working. Join me on Thursday, Feb 1 at 2 PM ET to dig in. We're putting all product/tech stack stuff to the side in this one. It's going to be a strategic conversation about sales execution with tactical takeaways.

Is sales a linear process? HECK NO! To quote Willy Wonka, it can go "sideways, slantways, longways and backways" So how should we think about measuring Sales Execution Success? - Using our linear CRM Stages? - By measuring the activities we've completed like discovery, demo, sent over contract, etc? HECK NO! DOUBLE HECK NO! Because activities by themselves don't mean anything. It's the buyer information that matters most. Let's think about this in two extremes: -Scenario 1- A sales reps does all the things. Meaning, they did a discovery, did a demo, sent a white paper, etc, etc. How confident are you in that deal closing? -Scenario 2- A sales learns all the things. Meaning, they know the specific problem the buyer is facing, who cares about the problem, who would pay to solve it, etc, etc. How confident are you in that deal closing? Maybe to measure sales execution, you need to consider a mix of both. BUT... if you had to pick one, I'd put my money on Scenario 2. And in the conversation I had with sales leaders, everyone is still doing things in Scenario 1 mode. To know how effective your sales process is... and to measure how well it's being executed... look at the qualitative information you capture from your buyer. #salesforce #meddic #gapselling Noted Analytics

Sales execution will ALWAYS suffer ... if there isn't alignment in ... THE DATA! Think about it. [Sales Reps] What information are sales reps capturing in prospect meetings? - Listen to a call recording, review call notes. - What specific and detailed data was learned on the call? - What questions have they been taught to ask? - Are they asking these questions or different ones? [Managers] What questions are Sales Managers asking Sales Reps about their opportunity? - Think about your deal/opportunity review process. - Is there a standard set of questions? - Are these questions being on every deal or only certain deals? - Are managers asking a different set of questions? [CRM] What information is being captured on the opportunity? - Open up CRM and look at the fields on the Account and Opportunity record - How much overlap is there? - How is this information being used to help SalesOps see what's happening? Misalignment on sales information is an absolute SALES EXECUTION KILLER. Sales is already tough. Working towards 3 different sets of information criteria makes it even tougher. #salesforce #meddic #gapselling

I never hear this on LinkedIn. Seems like a massive game changer to SCALE success. So Gong made famous the tagline "clone your best sales reps". But how about this... Clone your best...SALES MANAGER! A good rep can work on a set number of accounts in a year. Let's say that number is 40 opportunities. The average front-line manager ~7 direct reports. That means they impact 280 opportunities. Why aren't we focused on cloning our best sales managers? What are the best sales managers even doing? According to the data we see from our Noted Analytics customers... the best managers are focused on OPPORTUNITY REVIEWS. They are running opportunity reviews EARLY in the sales cycle... 🏆 Like, after the first discovery call 😬 versus waiting for the deal to be in the forecast and it can't be fixed They are RATING the information in CRM... 🏆 to ensure that it meets the level of depth/detail to move the prospect 😬 versus treating CRM fields like a 'check-the-box' excercise They are providing FEEDBACK on how reps can improve the deal... 🏆 with specific detail on how build a stronger case for change 😬 versus just applying more pressure on reps to "close, close, close"! What are teams doing today to capture what the BEST sales managers are going? How are you capturing that information? How do you use it help all managers improve their game? Seems like a perfect way to SCALE success. Am I missing something? #salesforce #meddic #gapselling

I'll just leave this here

Food for thought... what if SALES EXECUTION was a SPIFF? The goal of a sales process is to document the steps that need to be followed to maximize the chances of a deal closing. So if you measured how well the process was followed (i.e. sales execution), you'd know how well the process is working. If it needs to be tweaked. And where. Problem is... getting the GTM team to follow the process is like herding cats. Enter a SPIFF to the rescue! To further incentivize teams to follow the process with money, power, fame, etc. Could be something like this: 🟢 GREEN sales execution score - pays rep 1.2x of ACV Why? Because the rep ran a GREAT sales process and had a BIG impact on the deal. 🟡 YELLOW sales execution score - pays rep 1x of ACV Why? Because the rep ran an AVERAGE sales process and did JUST ENOUGH to close the deal. 🔴 RED sales execution score - pays rep 0.9x of ACV Why? the rep DIDN'T RUN the sales process and acted like an ORDER TAKER. Benefits: - FASTER LEARNING - you'll see how the process is working and where bottlenecks - FORECAST ACCURACY - if everyone is following the same process, it will be easier to know where deals actually stand - HIGHER WIN RATES - if everyone is following the same process, it should yield more success (otherwise... you need to revisit that process) Drawbacks: - SUBJECTIVE SALES EXECUTION SCORE - would need to - FINANCE - does the math for this work out? Not sure TBH, but the multiples can be easily adjusted to get it right. What am I missing? Would love to hear from some SalesOps smarty-pants like Melodie Schwartz, Jacki Leahy ✨, Dan G., Linda Kobara, Collin Rhea, CJ Destramp, Mel M. As well as my Sales Enablement peeps like Amy Welsh, Paul Butterfield 📕, Chester Liu, Vanessa O'Donnell, Mike Watschke, Jillian (Day) Maiorino