The Driving Force Behind Successful Sales Development Software

May. 27

Below is an excerpt from the transcript of SLMA Radio on the SLMA Live Network hosted by Jim Obermeyer and featuring QuotaFactory’s CEO and Co-Founder, Peter Gracey. You can access the full radio program that aired on January 19th, 2016 here. The following excerpt is part three of three parts of the radio program titled: “How to get a 60% Increase in Conversions to Forecast!” Enjoy! And, as always, please share your thoughts or questions in the comments section below.

Peter Gracey: There are three key pillars to successful sales development to feed salespeople in the necessary capacity. It’s data and database management, call planning and execution, and automation. Those three things need to be done perfectly and consistently across your entire sales development team in order to get predictable results that you can bank on and which will allow your salespeople to hit quota.

Jim Obermeyer: So database management, planning and execution, and automation. Database management means what?

Peter Gracey: Database management means that when reps pull in contacts to call, it’s not going to all be marketing generated stuff. If it is marketing generated, marketing is only sending you over one person to call. Your team should have tools in place that allow reps to find additional contacts at that same company so that they have a higher likelihood of getting someone live on the phone because that’s where the rubber meets the road.

We do that in our PRM through a very healthy partnership with a company called InsideView. We have InsideView’s entire product stack baked-in to the front end of our technology. The first order of business for any rep using QuotaFactory is to get a prospect list that matches the ideal profile in play so that we can begin executing. This segues into pillar two of success which is actual prospecting of these contacts.

You pull the data into your call plan via QuotaFactory. You get them into a baked-in, best-in-class, 14-years-tested, millions-of-dials-for-hundreds-of-millions-of-dollars-in-revenue, generated call plan and your rep is told exactly how to follow up with each one of those prospects. All of your reps are doing it the same way, and how they are told to follow up is dependent on the disposition or the place in the qualification cycle that that prospect is in.

Jim Obermeyer: Okay.

Peter Gracey: A prospect who has indicated interest has a different mix of email, voicemail, and live phone conversations than somebody who is brand-new in the pipeline and who you don’t know anything about. The system chooses the appropriate call plans for each contact for your reps.

Jim Obermeyer: Okay, that makes sense to me. You approach it methodically through the database and through the planning and execution. Now what does it take to get set up with QuotaFactory? Is there a long-term contract?

Peter Gracey: No there is not. We operate on a month-to-month basis. We are that confident in our solution. We have seen the results that our technology is giving our clients, so we operate month-to-month. Because we are technically a 15-year-old company we’ve got a massive customer success team. If you have a team of 20 SDRs, we would have them up and running, utilizing the system, and benefiting your organization within 5 to 7 business days.

Jim Obermeyer: How long does it take to get set up and going? Is it only 5 to 7 days?

Peter Gracey: Yes.

Jim Obermeyer: And are there startup fees, one time start up fees?

Peter Gracey: No.

Jim Obermeyer: And the monthly cost is what? Is it based per seat? Is it based on calling hours? Is it based on technology?

Peter Gracey: It is based per user. So, there is a monthly per user fee and it does depend on how many users you are bringing into the system.

Jim Obermeyer: And how do you define that?

Peter Gracey: So it’s one license for QuotaFactory depending on how much data you want to pull from our InsideView partnership.

Jim Obermeyer: Alright, and your people are driving that salesperson at that company?

Peter Gracey: Yeah. We are managing them, we are helping them with best practices, we are coaching them daily, they are shadowed by people who are actually using the QuotaFactory system and they, in turn, get to shadow those same people. So it’s a really immersive implementation. I mean, with a month-to-month contract Jim, you can imagine we are hell-bent on keeping people as long as we can, so we go crazy in terms of making sure that our customer success strategies are designed to keep our clients around for at least 2 ½ to 3 years.

Jim Obermeyer: Yeah, you are walking the talk. So now we know the timeframe, there is no set of fees – any other management fees besides that?

Peter Gracey: No.

Jim Obermeyer: Okay, so no management fees, reasonable startup, considering the productivity increase it seems like pocket change to me. How does someone reach you Peter?

Peter Gracey: Well, the best way to get in touch with us is directly through our website www.quotafactory.com. You can reach me on twitter @Peter_Gracey. You can reach me on LinkedIn and my email address, I am happy to talk to anybody. It’s PGracey@quotafactory.com

Jim Obermeyer: And we did mention that you have been named in our 50 most influential and you have been named in several of our programs through the years. It’s always nice to see that people hold you in very high regard. We have been speaking with Peter Gracey today, the CEO of QuotaFactory and he tackled the subject and answered How to Get a 60% in Conversions to Forecast. Thank you Peter, we appreciate your time today.

Peter Gracey: Thanks Jim.

Listen to the full recording below!

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Peter Gracey

About Peter Gracey

Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.