Tiny improvements in your sales process can lead to big changes in revenue. Here are 6 you can make today:

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Let’s say Company A sells software, has a customer lifetime value of $10,000, & a sales funnel looks like this: • 100 Leads • 50 Sets • 35 Shows • 25 Closes They make $250,000 (25 closes x $10,000) every 100 leads.

Let’s say Company B sells the same software, but each step in their sales process is 10% more efficient. Their numbers look like this: • 100 Leads • 60 Sets • 48 Shows • 39 Closes Company B makes $390,000 (39 x $10,000) every 100 leads.

Company B can spend more on marketing because 100 leads are worth $140,000 more to them. The result? Company B grows faster. A tight funnel is a competitive advantage.

Let's break the funnel down into three sections: 1. SET 2. SHOW 3. CLOSE

A set is a lead that books a sales appointment. There are 2 things you should focus on if you want to maximize sets:

1. Respond quickly - You’re 21x more likely to qualify a lead when you call them within 5 minutes vs. 30 minutes -35% - 50% of sales go to the vendor that responds first.

2. Be persistent Most reps call a lead 1-2x. 👎 The chance of connecting with a lead is 90% if you call 6 times.

SHOWs are leads that attend their sales appointment. I've found two easy ways to boost show rates:

1. Shorten your booking window We found that people were 6x more likely to no show if they booked an appointment > 5 days out. The sooner the appointment, the higher the show rate.

2. Send personalized appointment reminders • One study found that text message appointment reminders reduce no-shows by 38%

CLOSEs are the number of people that buy from you. There are a million things you can do to improve your close rate. Here are 2 unconventional ones:

1. Use a notecard • Outline the critical parts of your sales process • Put them onto a notecard • Print that notecard out & use it on every call Here’s mine:

2. Pay a pro to audit your pitch Chances are you’re overcomplicating your offer & it's costing you money. Work with a pro to craft a seamless offer & a smooth pitch. I bet you'll get an excellent ROI. 👌

TLDR Make these tiny changes to your sales funnel if you want to see big changes in revenue. SET • Respond in < 5m • Be persistent SHOW • Shorten your booking window • Send personalized appointment reminders CLOSE • Use a notecard • Pay a pro to audit your pitch

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