Waze Head of NA, SMB Fernando Belfort Waze Ads Sales Enablement Lead Kendra Wrightson

1. Optimizing the Vs:
Value, Variety, Volume & Velocity
12 questions you should be asking yourself
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Fernando Belfort
Head of NA, SMB
Waze Ads
Kendra Wrightson
Sales Enablement Lead
Waze Ads

2. Metrics that Matter
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“In God We
Trust…But All
Others Bring Data”
- Eric Schmidt

3. Some context…
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Fernando Belfort
Head of NA, SMB
Waze Ads
Kendra Wrightson
Sales Enablement Lead
Waze Ads

4. Keep in mind four key pillars to help grow, scale and optimize
your sales organization…
What makes a sales organization grow?
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VALUE
VARIETY
VOLUME
VELOCITY

5. VALUE
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6. How to maximize for value?
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Are you considering both your wins and your losses?
What is your average deal size pitched vs closed?
Have you thought about your SLAs?

7. VARIETY
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8. How to maximize for variety?
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Are your sellers industry experts?
Do you have a GTM for different market opportunities?
Are you compensating your teams to sell recurring revenue?

9. VOLUME
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10. Are you maximizing your volume?
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WHO: Who makes up your revenue: onboarded vs retained?
HOW: What sources are the most profitable for gathering leads?
HOW + WHO
WHO: Who makes up your revenue: onboarded vs retained?

11. VELOCITY
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12. How to optimize for velocity?
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SELLERS: How quickly are they handling objections + closing?
PROCESSES: Are your sales processes streamlined + repeatable?
END GOAL: Decreasing the effort put in → increase $ driven
SELLERS + PROCESS
Process 1
Pitch +
Objection
Potential
Buyer
Process 2 Process 3
Pitch +
Objection
Pitch +
Objection
Process 4

13. Measure your Vs
Optimize each V individually & in parallel
SUCCESS → sales machine that is future proof, profitable
and predictable
Takeaways
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1.
2.
3.

14. Let's keep the conversation
going...
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Fernando Belfort
Head of NA, SMB
Waze Ads
Kendra Wrightson
Sales Enablement Lead
Waze Ads

15. 1. How would you prioritize the Vs?
2. Which V has made the most impact on your business?
3. What V do you find the hardest to crack?
Pre-Seed Q&A
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