How to Plug the Leaks in Your Pipeline and Increase Conversion

1. SYED ASAD
DIRECTOR OF SALES
LIVECHAT

2. How to plug the leaks in your
pipeline and increase conversion
SYED ASAD

3. Who am I?

4. Progress since last year’s Pipeline Summit?
• Left UsabilityTools
• Joined LiveChat
• Closed over a $1 Million in sales
• Acquired 35+ Enterprise clients

5. Presentation will be divided in to 2 parts
• Lead Conversion/Growing
your pipeline
• Tips/Advice for salespeople

6. The Anatomy of a Sales Pipeline
Your sales pipeline is the journey of your sale:
From First Contact
To Prospect
To Close

7. Fixing Leaks in your Sales Pipeline
Storyboard your current process from First Contact to Close

8. But do you know how many steps a typical pipeline has?

9. A typical Sales Pipeline has 6 stages
Prospecting  Qualification  Demonstration Proposal  Decision Repeat business
Fun fact – Average sales cycle(outbound) from Prospecting to closing at LiveChat is 29 days for Enterprises

10. Sneak Peek of my CRM

11. Win fast or lose fast - Get Rid of Unwanted Opportunities!

12. DON’T measure only your closing rate
*If you only measure this one metric, you’re missing out on a whole range of other KPIs that could help you make more sales.

13. DON’T throw away the “no’s” too quickly
*In a sales process, often an objection or a no really means, “not until later.”

14. An objection might be enough to kill a deal in the
moment - but only in the moment!

15. Let’s take a look at an example
A very common objection in email marketing: “I don’t have time to get my content
together to make the platform useful”
What the prospect is saying is: “I’m interested, I see the value, but I just don’t have the
time or expertise to take advantage of it.”
It’s tempting to dump this lead but there is a better solution….

16. Here is a task for you: Write down 5 most common objections you hear from your
prospects(Do this at the office or home, just not here)
Then… Build out an automated email follow up campaign that speaks specifically to these
objections.
Put your prospects in a 3 or 6 months “educational content campaign” and nurture them
towards a sale.
Disclaimer – 9 out of 10 times this campaign work

17. Lack of consistent follow-up

18. Here are some stats for you
• 48 percent of sales reps never follow-up with a prospect
• Only 10 percent of sales reps make more than three contacts with a prospect
• 80 percent of sales close between the fifth and 12th contact

19. Solution?
Use an email automation software
My recommendations: Autopilot, Reply App, Hubspot, Customer.io

20. Measure progression (and leakage) through the whole funnel
*Not every lead will turn into a prospect. But if you can predict where you will lose prospects, you can work backwards to figure out how many
prospects you need to have at each stage of your sales pipeline to achieve your overall sales target.

21. Not following up quick enough
Did you know that leads are nine times more likely to convert if you follow up within the first five minutes of the prospect expressing interest? If you
wait more than 30 minutes, then your lead is 21 times less likely to turn into a sale.

22. Solution?
Email Automation Software

23. Last but not the least
Not differentiating between leads and qualified leads
*BANT helps

24. So what happens if you follow/apply the points mentioned above?
Well…. It simply means that you get to hear more of your two favorite words:
Close Won!
And less of jedna wielka dupa

25. Let’s Recap
1. Storyboard your current sales process from first contact to close
2. Get Rid of Unwanted Opportunities
3. DON’T measure only your closing rate
4. Don’t throw away the “no’s” too quickly
5. Have a consistent follow-up process
6. Measure progression (and leakage) through the whole funnel
7. Follow up quickly
8. Differentiate between leads and qualified leads

26. Tips/Advice for hustlers
• Don’t try, DO!
• Hustle, Day in day out!
• Your actions do not have to make money every time, but they do have to benefit
people
• Keep doing what works for you and brings results
• Dump wishy-washy prospects!
• Under promise and over deliver
• Don't be afraid to lose a sale. If you’re afraid you’ll lose to the sale you’re done.
• Let the customers sell themselves

27. 3 Takeaways
1. Outline your prospect’s journey from first contact to sale
2. Follow up consistently with prospects & nurture them towards a sale with content
3. Measure progression & Leakage throughout the whole funnel

28. Thank you
I want to meet all of you here today in person and share experiences/knowledge. If we
don’t get a chance to do that you can reach me via:
• Email: asadgladiator@gmail.com
• LinkedIn: syedasadh
• Phone: +48 794 075 588