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Systematizing Sales
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Systematizing Sales
How we've approached revenue growth at Pagely
Sean's year-over-year revenue for Pagely
Sean's background
Background
The Challenge
Congratulations. You're drowning.
The Challenge
Pre-Break Even
Until you're making at least as much money as you're spending you're effectively drowning.
Pre-break even
People in the room:
how many of you...
Quick Poll
- Are in startups?
- Have revenue?
- Are cashflow positive?
The Goal
Buoyancy (cashflow neutral)
The Goal
JumpBox
Story
Life and death of JumpBox, Inc
September 2008
Capital Markets slam shut
July 2006 - Founded
Dec 2016 - Shut down
March 2009
Cashflow neutral
Grid7 co-op
July 2007 - In market
No Seagulls
?
The Solution
"Revenue cures all ills."
The Solution
Pre-PM Fit
Product-Market Fit Defined
Marc Andreesen's Definition:
Being in a good market with a product that can satisfy that market.
Sean Ellis Test
Survey your users and if 40+% say they would be "very disappointed" if they didn't have your product then you have PM fit.
Resources for Pre PM Fit
Google:
"Steve Blank Udacity"
Post-PM Fit
Once you have PM-Fit your emphasis shifts to Growth
Systematize & Automate Sales
Grow Awareness & Demand
Sales
Marketing
Our Sales Approach
Philosophy
Our Sales Philosophy
Sales is just customer service before they're a customer.
Influences
Influences
Systems Thinking (Thinking in Systems - Donella Meadows)
Scaling Personal Attention (AutomationClinic - Jermaine Griggs)
Leader Leader (Turn the Ship Around - David Marquette)
Extreme Ownership (Extreme Ownership - Jocko Willink)
Sales Process (SPIN Selling - Neil Rackham)
Consultative Sales (Solution Selling - Michael Bosworth)
Practical Examples
Pagely Examples
7 Steps
7 Steps for Systematizing Sales
- Map out flows to understand the current reality
- Track metrics & KPI’s to measure progress
- Establish a process to keep your sanity
- Flintstone things to get the bus moving
- Delegate to keep the wheels from falling off
- Automate to unkink the hose
- Scale personal attention to amplify your team
Map out flows to understand the current reality
How do stakeholders and data flow through those systems?
What are the systems involved?
upgrades
sales
sessions
leads
impressions
calls
What are the metrics that represent each of those activities?
Track metrics & KPI’s to measure progress
Track those metrics we just mapped out
Create a dashboard that gives you a weekly view into the KPI's that matter most
Establish a process to keep your sanity
Flintstone things to get the bus moving
Calendly
Typinator
Boomerang
Gmail
Uberconference
Delegate to keep the wheels from falling off
'If everything seems under control, you're not going fast enough.'
—Mario Andretti
Director of Sales & Marketing
Sales
Marketing
Onboarding & Retention
Paid Adv
SDR
AE
Content Editor
Automate to unkink the hose
Scale personal attention to deliver a boutique experience at scale
Scale personal attention to amplify your team
If you can't describe what you are doing as a process then you don't know what you're doing.
- W. Edwards Deming
7 Steps for Systematizing Sales
- Map out flows to understand the current reality
- Track metrics & KPI’s to measure progress
- Establish a process to keep your sanity
- Flintstone things to get the bus moving
- Delegate to keep the wheels from falling off
- Automate to unkink the hose
- Scale personal attention to amplify your team
Next Steps
Text "Pagely" to
+49 157 3598 1851
@scrollinondubs
@pagely