Slides by Lucas Ricolleau from PSV Academy StartupTalk #29. Watch the webinar at www.psvacademy.dk

1. Outbound B2B Sales
using data-insights

2. • Sales process at Queue-it
• Getting Started
• Business Development Metrics
• Analysis and Challenges
• Next Steps
Agenda

3. Sales Model
Source: Predictable Revenue by Aaron Ross
Inbound leads go
straight to
Account Execs
BDR
Demo/
Tech On-
boarding

4. Identify your
story
• What are you
trying to
explain?
• What are your
goals?
• What are the
suggested
actions?
• Look for:
correlations,
trends, outliers,
comparisons…
Knowing the
audience
• Who is my
audience?
• Is this story
relevant to
them?
• Does it solve a
problem they
care about?
• Have they
heard this story
before?
Build your
narrative
• Context
• Actors
• Problem
• Solutions
Use the right
visualization
• Comparison:
over items or
over time
• Composition:
static or over
time
• Relationship:
between 2 to 3
variables
• Distribution:
Histogram
Getting started

5. Business Development Metrics
• Funnel metrics:
• Email & calls, Replies, Leads, Opportunities, Revenue
• Quantitative metrics:
• Hours, Emails per Contact, Contacts per Companies
• Qualitative metrics:
• Open rate, Click rate, Reply rate, Positive replies, Negative replies
• Dimensions:
• Time, Region, Industry, Use-case, Campaign, BDRs, etc.

6. Business Development Metrics
KPIs
Industries
Markets

7. Analysis and Challenges
BDR
Sales
Customer
Success
Marketing
Qualifiers
Closers Farmers

8. Next Steps
BDR
Sales
Customer
Success
Marketing
Qualifiers
Closers Farmers
Business Intelligence

9. • Have a uniform and consistent process to handle
every department’s data
• Use a common platform
• Grow internal skills for data analysis
• Enable actionable insights
• Create new opportunities
Next Steps