The Daily Funnel

100 Dials

First, we start off with outbound sales cold calls. To feed our sales funnel we have to make 100 dials a day.

Of those 100 dials we get in touch with about 14 decision makers. These are the people that can actually decide whether or not to purchase your product (or at least greatly influence the person who is in charge of purchasing). Often you get turned away before you ever make it to a decision maker. Theres a lot of voicemails, gate-keepers, ‘not interested’ etc. It’s important to optimize a sales script to get past these gate-keepers and onto DMs.

14 Decision Makers

When we reach one of these 14 decision makers a day we are going to pitch them. We listen to their pain points and empathize with their problems. It is important for us, in a crowded marketplace, to address the competition and differentiate ourselves. Ultimately we want to build value for them around our product.

4 Demos Set

Out of those 14 decision makers we will be able to set 4 demos. This is when the DM agrees to a 10–15 minute demo of our product with one of our product specialist. We get them to agree to a specific time and date and we send these 4 people calendar invites and follow up confirmations. It is important to try and get them to agree to a time within the next couple of days. The sooner the demo, the higher the percentage chance they show up.

Follow our daily vlog for more sales insight.

3 Demos Show

Now of those 4 demos that got set, not all of them are going to show up. It is important to follow up with the person you set the demo with to confirm they are coming.

People are more likely to show up for a demo if you show them in your confirmation email that you are a real person setting aside time in your day to give them something beneficial and valuable to them.

Even if you do this right there is going to be some cancellations, some no-shows and some rescheduling involved here. Of our demos set, we generally have about 75% show up. So of 4 demos set in a day, we have 3 show up. So from those initial 100 dials, we are able to perform 3 demos.

1 Sale

Right now our close-rate is about 30–35%. That’s generally considered about average for a SaaS company today. So of those 3 demos we perform, we will make 1 sale.

+$200 MRR

Our average revenue per sale is about $200. So that 1 sale leads to an additional $200 of new MRR. So that’s $200 new MRR per day from 100 dials.

Now let’s extrapolate that to show what it looks like on a monthly basis with 1 SDR doing 100 dials a day.