0:00 Alright, welcome to the module 7, how SalesLeverage.ai is unlike any other sales enablement tool. Module 7 Overview. SalesLeverage.ai impacts the full sales cycle.
0:20 Number 2, we’re going to look at SalesLeverage.ai versus the competition and number 3, we’re going to look at SalesLeverage.ai and how it integrates revenue teams across the board.
0:29 So let’s take a look at this graphic. We impact the full sales cycle. Top of funnel, mid funnel, bottom of funnel.
0:38 Umm, you’ve been in sales any number of years, you understand these pretty clearly, like your top of funnel is your lease.
0:45 Lead gen in meetings, right? That’s, that’s what the top of funnel, it’s like how many leads, qualified leads or whatever, and how many meetings.
0:54 That’s top of funnel, that’s, that’s basically pre-customer engagement, right? Not saying you don’t interact with them at all. Right? But again, it’s not, it’s not a live interaction.
1:06 Mid-funnel is where the real magic happens, right? That’s when you’re doing customer discovery, your demos, your proposal, your actual clothes, closing the deal, right?
1:15 And then your bottom funnel, we look at that as like, your onboarding retention, like holding onto that customer is really important.
1:22 And then renewal, when it gets to renewal point. So we impact all three of these areas of the funnel, right?
1:29 And we’re actually the only, not sales enablement, but what I call a revenue enablement or Revtech solution that impacts top, middle and bottom of the funnel while providing the entire Rev org with a unified view of measurable customer value.
1:46 That’s the challenge. Like a lot of teams are using CRM for this. That’s not what it’s built for, right? There’s still so much ambiguity in CRM.
1:56 The way it’s designed is very limited and very linear, which we know our customer interactions are not linear. They’re very dynamic, right?
2:05 There are a lot of moving parts. And so we try to set up CRM, and when I say we, I’m just saying like the sales community, the RevOps community RevOps leaders, we try to set it up to where it creates unified language and unified view, but there’s still layers.
2:22 And layers and layers of ambiguity. So even if you like, deal stages are consistent, which is cool. Uhm, even if, uhm, the data points that you’re gathering from customers at certain stages, you can, you can capture some of that.
2:38 That stuff and sort of standardize it. But then, you know, we start looking at like, notes and emails and all this other stuff, right?
2:45 All these other documents that we gather throughout 10, 20 different customer interactions. That stuff gets lost in CRM. Right? It gets buried and we have to pull that out and then translate it and figure out what part of it is really important, what part’s not, and then, you know, what part does, umm
3:06 , marketing care about? What part does engineering care about? What part does implementation like? Like it’s so, so many layers of ambiguity, sales leverage helps simplify all of that and we only focus on the metrics that matter, the metrics that create mutually beneficial outcomes to the customer.
3:26 And you as the seller. So, when we talk about REBTEC, umm, this is kind of where we fit on this scale.
3:42 I’m sorry about this guys. I’m just trying to give you a clear view here. Okay. So, us versus the competition, you’ll probably recognize some of these logos.
3:55 Probably a lot of them. They’re the biggest brands out there. This is where we’re going to fit though. One of the most innovative products, a leader in the space and we’re creating a new lane.
4:06 So, look here. It says the future of sales technology is revenue tech. What does that mean? Expanding your view of revenue generation from just sales team to all customer facing functions.
4:23 This is from Gartner. This is Gartner coin, this phrase, RevTech. We didn’t create that. We just know that’s the category.
4:30 That we’re going to play in. Okay. We are more than mere sales technology. We bring all of the revenue functions together and we’re going to sit in a whole new lane.
4:44 So really exciting stuff happening here. Okay. And so we unify all these teams. A lot of times what happens, the, the information exchange between product and marketing, biz dev, sales, customer success and so on and so forth is very broken.
5:02 There’s a very broken feedback loop. And so we’re going to eliminate that with our platform and bring all these teams together because when all these teams can see, umm, business through the same lens, they’ll see success through the same lens and they will function more efficiently.
5:18 And optimally, and everyone is going to win in that, in that scenario. Okay. So we create a centralized and unified view of external customer value.
5:30 Remember the value mapping we were talking about? Remember that persona value mapping, we capture all of that. Most of these tools out there are not designed to capture and quantify value starting at the persona level.
5:45 And they do not map that to the workflow. They don’t map that to your value. They don’t map that to those operational and economic impact metrics that we were, we talked about in other modules, right?
5:57 That’s not what those other tools do. We do that, okay? And you gotta remember, value is what your customers actually pay for.
6:04 It’s not your features, your benefits, or it’s the, It’s the outcome, the impact, the end result of whatever your solution or product or services you’re selling, okay?
6:13 Remember what I said before about CRM. CRM is focused on more internal value. Who benefits from CRM? Leadership, right? That’s necessary.
6:23 I’m not, not, I’m not saying CRM is a bad tool. It’s just been very mischaracterized and we over index on the value of what it can do and what it’s built and designed to do.
6:39 CRM architecture is not built to give you a centralized view of customer value. That’s not what it’s built for, okay?
6:50 The data in it is highly subjective just like I said before which often creates an administrative headache with an ROI that is difficult to measure.
7:00 We know CRM is a necessary thing but how valuable is it in a lot of cases? It, it, it oftentimes creates a lot of lag in our productivity, right?
7:09 In most sales we pledge. But no, we don’t like updating CRM. It’s just an administrative headache. So sales leverage actually creates true sales and revenue efficiency.
7:21 So wherever you have efficiency, wherever you can, and, and remember the, the definition of efficiency is the elimination of wasted effort and resources.
7:33 That’s what efficiency is. So the more you can eliminate wasted effort, wasted resources, you’re going to bring down your operating, operational expense.
7:41 You’re going to increase profit margin and increase revenue. Like, it’s, it’s all going to work cohesively in, in your favor.
7:49 Okay. Umm, we eliminate the redundancy of the traditional sales process. So I’m really, really excited to bring this to market and it’s, I promise you it’s going to be something like you’ve never, ever seen before.
8:02 So you want to talk about productivity gains or increase your efficiency, you are going to increase your productivity and I guarantee you this solution will do it like.
8:11 Nothing else on the market. So, umm, thank you for participating. I hope you learned something from these modules and module 7 is complete.