Uzi Shmilovici's opening keynote from Forecast 2016. This presentation includes: -Introduction of Science of Sales -Explore the new role of the sales scientist -A sneak peek at Base's new product Apollo

1. Welcome to Forecast 2016!
Introduction

4. A center of knowledge for forward
thinking sales leaders
Our Forecast Mission

5. How?
1. An annual sales conference

6. Speakers

7. How?
2. The Sales Science Academy

8. How?

9. Exploring the Science of Sales

10. Using scientific methods to collect and
analyze sales data in order to scale sales in a
rapid and predictable fashion
The Science of Sales

11. The time is now!
Three Drivers
GREAT APPS
DRIVING
ADOPTION
NEW DATA
TECHNOLOGIES
MARKET
DYNAMICS

12. The $1,000,000 question:
Measuring Sales
If you wanted to increase sales by 25% next
quarter, what would you need to do?

13. Analyze your historical sales data
Measuring Sales

15. Luckily, sales can be easily described
mathematically
Measuring Sales

16. It starts with the traditional sales funnel
Measuring Sales
OPPORTUNITIES * WIN RATE % * DEAL SIZE = REVENUE

17. Medical Devices
Measuring Sales
Manufacturing
42%
14%
What happened here?
WIN RATE

18. Analyzing Root Causes
There could be many reasons
Different team handling manufacturing leads
Intense competition with niche playersProduct Market Fit
Past successes in the industry
Different buyer

19. Analyzing Root Causes
This list can get quite long…
But it’s finite!!!

20. Dozens of dimensions to analyze!
Measuring Sales
Industry
Business Size
Geography
Channel
Rep
Competitor
Time to call
Decision
Maker
Current
systems

21. Quantifiable and
Actionable
Insights
Putting it All Together
Sales
Formula
Dimensions
Root
Causes

22. How can we make that happen?
How?
A breakthrough in sales
analytics
A new way for collecting
and analyzing data
A new role within the
sales team
NEW SOFTWARENEW METHODOLOGY NEW ROLE

23. A New Methodology

24. Collecting structured data
A New Methodology

25. Codifying sales (genome)
A New Methodology

26. Inventing the sales scientific method
A New Methodology

27. Total sales
Time to close
Stage duration
Win rate
Number of emails
Number of meetings
Funnel conversions
Demo converion rate
Number of calls
Total deals won
Lead to opp conversion
Introducing a new set of metrics
Measuring Sales

28. A New Sales Role

29. Introducing: the Sales Scientist

30. What do sales scientists do?
The Sales Scientist’s Goal

31. Maximize revenue through scientific analysis
of sales data and the generation of actionable
and quantifiable insights
The Sales Scientist’s Goal

32. What Do They Do?
Collect
structured data
Three primary responsibilities:
Analyze data in
real time
Generate
meaningful
insights

33. A New Set of Capabilities
Sales
Technology
Statistical
Analysis
Customer
Facing

34. Already out there?

35. New Technology

36. The challenge is immense and way to complex
for humans to perform over excel
New Technology

37. Neither can old school platforms handle that

38. 4 Billion!
Measuring Sales

39. This is why the science of sales will require a
breakthrough technology
New Technology

40. New Technology
Modern Data
Platform
Codified
Methodology
Insights
Engine

41. VIDEO
talk about the follow
ups

43. Becoming a super hero
New Technology

44. Now What?
How?
Get customers on the
platform
Accelerate the
codification of sales
Establish the role as a
new type of sales
professional
NEW SOFTWARENEW METHODOLOGY NEW ROLE

45. Before I go…

46. 7,200

47. We’re just getting started
We’re just getting
started