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Sandeep’s career primarily revolved around Dell, where he assumed several significant leadership positions, culminating in the role of Senior Director of Global Finance Operations. In 2022, he embarked on a new chapter, joining insightsoftware. In his current capacity, Sandeep is spearheading the development and expansion of operational capabilities aimed at achieving enhanced sales productivity and accelerated quote-to-cash velocity within a dynamic and rapidly growing environment.
- Sandeep Waghchoure on LinkedIn
- insightsoftware Website
- Ebsta Revenue Insights Newsletter
- Sandeep’s book recommendation – Flow: The Psychology of Optimal Experience
Table of Contents
Time Stamps:
- 00:32 – Sandeep’s career background
- 02:02 – Taking lessons from the supply chain into operations
- 05:30 – Responsibilities as Vice President of Sales Operations
- 12:46 – Simplifying reporting analytics for sellers
- 17:05 – Navigating the complexities of pipeline generation
- 21:15 – Preventing future pipeline slippage
- 27:45 – Insights from a deal desk setup
- 30:12 – Empowering sellers with tailored insights
- 33:58 – Accelerating revenue velocity
- 36:27 – Evaluating a speed bump
- 38:40 – Sandeep’s book recommendation, Flow: The Psychology of Optimal Experience
Highlights:
Preventing Future Pipeline Slippage
The key to improving your pipeline lies in focusing on leading indicators rather than lagging ones. For instance, the conversion from MQLs SQLs is crucial. Another essential leading indicator is the slipped pipeline. While pipeline generation, conversion, and bookings are vital, understanding why deals slip is equally important so that you can address behavior issues or product-related challenges. The slipped pipeline offers a gold mine of information and can act as a leading indicator for overall win-loss outcomes. It helps you identify and address potential obstacles early on, ensuring you don’t merely postpone deals but genuinely improve your success rates.
Empowering Sellers with Tailored Insights
In operations, getting sellers to embrace insights is a major challenge. However, Sandeep improved collaboration by tailoring the data to individual deals, showing how it leads to more wins and fulfilled promises. The approach resulted in double-digit increases in win rates within six months. The shared intelligence benefited sales, operations, and marketing, making the entire infrastructure more efficient and driving revenue growth.
Accelerating Revenue Velocity
To increase the velocity across the board, you must learn from experience when evaluating new tools or processes. Consider whether each change acts as a helpful ramp or an unnecessary speed bump. Resist the allure of shiny new tools and apps; pause and double-check if they truly enhance efficiency before adopting them. Striking this balance will boost our performance across the board.
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