Uzi Shmilovici's opening keynote from Forecast 2016. This presentation includes:
-Introduction of Science of Sales
-Explore the new role of the sales scientist
-A sneak peek at Base's new product Apollo
18. Analyzing Root Causes
There could be many reasons
Different team handling manufacturing leads
Intense competition with niche playersProduct Market Fit
Past successes in the industry
Different buyer
20. Dozens of dimensions to analyze!
Measuring Sales
Industry
Business Size
Geography
Channel
Rep
Competitor
Time to call
Decision
Maker
Current
systems
22. How can we make that happen?
How?
A breakthrough in sales
analytics
A new way for collecting
and analyzing data
A new role within the
sales team
NEW SOFTWARENEW METHODOLOGY NEW ROLE
27. Total sales
Time to close
Stage duration
Win rate
Number of emails
Number of meetings
Funnel conversions
Demo converion rate
Number of calls
Total deals won
Lead to opp conversion
Introducing a new set of metrics
Measuring Sales
44. Now What?
How?
Get customers on the
platform
Accelerate the
codification of sales
Establish the role as a
new type of sales
professional
NEW SOFTWARENEW METHODOLOGY NEW ROLE