�

presented by:

CRUSH YOUR

SALES GOALS

2025

What will you do to make the most of out today’s class?

• Put away your phone?
• Grab a tea or coffee?
• Promise you won’t check email?
• Eat a snack?
• Close out of slack?

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Type your name and date to solidify today’s commitments.

Type “Done!” when you are finished in

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Expires APRIL 30, 2025

ABOUT HALA TAHA

• Host of the Young and Profiting Podcast, a #1 Entrepreneurship and Business podcast across all apps with over 30M downloads.
• Founder and CEO of YAP Media, an award-winning podcast production and social media agency for best-selling authors, top podcasters, influencers and CEOs.
• Founder and CEO of the YAP Media Podcast Network, �which fuels the growth and monetization of network podcasts.
• Currently have 265K Followers on LinkedIn and 1 Million subscribers/followers across all platforms.

• Bottoms Up Sales Strategy
• Driver Trees
• Becoming a Sales Psychopath
• Pipeline management
• Funnel Optimization
• Are you The Favorite or Fool?
• AI and the Future

​

TOPICS We’LL COVER:

BOTTOMS UP SALES STRATEGY

How would you define

the word “SELLING” ?

q&a

Type it in the chat!

“SELLING” refers to

1. The actions you take throughout the process.

“SELLING” refers to

• The actions you take throughout the process.
• The closing of a deal.

“SELLING” refers to

• The actions you take throughout the process.
• The closing of a deal.

“SELLING” refers to

The vast majority of salespeople focus on results rather than their actions.

You need to do the opposite.

Go from

RESULTS-BASED SELLING

​

Go from

RESULTS-BASED SELLING

to

ACTIVITY-BASED SELLING

sales gtm strategy falling flat?

WHY IS YOUR

=

+

sales gtm strategy falling flat?

WHY IS YOUR

Top-Down Approaches

Focus on broad metrics such as marketing spend or monthly revenue growth percentage. Absence of specific per-rep pipeline metrics.

=

+

sales gtm strategy falling flat?

WHY IS YOUR

Top-Down Approaches

Focus on broad metrics such as marketing spend or monthly revenue growth percentage. Absence of specific per-rep pipeline metrics.

“Random” Goal-Oriented Metrics

Conversion goals and sales quotas are set based on target objectives rather than actual, tested outcomes.

=

+

sales gtm strategy falling flat?

WHY IS YOUR

Top-Down Approaches

Focus on broad metrics such as marketing spend or monthly revenue growth percentage. Absence of specific per-rep pipeline metrics.

“Random” Goal-Oriented Metrics

Conversion goals and sales quotas are set based on target objectives rather than actual, tested outcomes.

NO REALISTIC & ACTIONABLE PLAN

=

+

Bottom-up strategy

• Sales is part art, part volume game.
• Get visibility into the day-to-day health of your sales funnel by working backwards from close to first sales activity.
• How many clicks, calls, and conversions you need to hit to your sales targets?
• Track your data to figure out how many actions you need to complete in each part of your sales process to hit your revenue goals.
• Set a stretch goal - 80% confident hitting your number is about right
• And then break the target into easier chunks for your team to digest and put into meaningful action.

With Driver Trees

Track your sales pipeline activity

Make past performance data your realistic goal-setting friend!

CREATE A DRIVER TREE:

Make past performance data your realistic goal-setting friend!

STEP 1:

Determine Your Pipeline Activities

Determine the measurable actions that drive results in your best performing sales funnels.

CREATE A DRIVER TREE:

Activity Metric Examples:

Calls Made, Emails Sent, Direct Messages Sent, Follow Ups Sent

Make past performance data your realistic goal-setting friend!

STEP 1:

Determine Your Pipeline Activities

Determine the measurable actions that drive results in your best performing sales funnels.

CREATE A DRIVER TREE:

Activity Metric Examples:

Calls Made, Emails Sent, Direct Messages Sent, Follow Ups Sent

STEP 2:

Collect Your Past Results

Collect results by tracking your next campaign more closely or extract from your systems and applications. Ensure you update ongoing.

Results Metric Examples:

Clicks, Webinars Registrations, Webinar Attendees, Emails Opened, Calls Booked

Make past performance data your realistic goal-setting friend!

STEP 1:

Determine Your Pipeline Activities

Determine the measurable actions that drive results in your best performing sales funnels.

CREATE A DRIVER TREE:

Activity Metric Examples:

Calls Made, Emails Sent, Direct Messages Sent, Follow Ups Sent

STEP 2:

Collect Your Past Results

Collect results by tracking your next campaign more closely or extract from your systems and applications. Ensure you update ongoing.

Results Metric Examples:

Clicks, Webinars Registrations, Webinar Attendees, Emails Opened, Calls Booked

STEP 3:

Calculate Your Performance Rate Metrics

Analyze past data and patterns to calculate key rates that will help you forecast future performance.

Performance Metric Examples:

Conversion Rate, Click Thru Rate, Avg. Order Value, Attendance Rate

What are the different sales funnels that you currently run

in your business?

q&a

Type it in the chat!

Do you know your what your best performing sales funnel is?

q&a

Type it in the chat!

What are your key activities/ actions in your sales pipeline?

Type it in the chat!

q&a

Webinar with 1 month lead up for promotion.

DRIVER TREE EXAMPLE

Webinar with 1-month lead-up for promotion

Past Webinar Result: $21K

Map out your funnel and use past data to determine key rates to forecast future results. Eventually you can get averages.

​

Webinar with 1 month lead up for promotion.

DRIVER TREE EXAMPLE

Webinar with 1-month lead-up for promotion

Past Webinar Result: $21K

Map out your funnel and use past data to determine key rates to forecast future results. Eventually you can get averages.

​

= $21,000 in Revenue

Webinar with 1 month lead up for promotion.

DRIVER TREE EXAMPLE

Webinar with 1-month lead-up for promotion

10,000 Direct Messages on Social Media

▼ 10% avg. click thru rate

1,000 Clicks

▼ 70% avg. registration rate

700 Webinar Registrants + Emails

▼ 50% avg. attendance rate

350 Webinars Attendees

▼ 6% avg. conversion rate

21 Webinar Course Conversions @ $1,000

Past Webinar Result: $21K

Map out your funnel and use past data to determine key rates to forecast future results. Eventually you can get averages.

= $21,000 in Revenue

Webinar with 1 month lead up for promotion.

DRIVER TREE EXAMPLE

Webinar with 1-month lead-up for promotion

Targeting New Team Goal: $35K

Now that you know your rates you can work backwards to understand how many actions your team needs to take to get the new result.

10,000 Direct Messages on Social Media

▼ 10% avg. click thru rate

1,000 Clicks

▼ 70% avg. registration rate

700 Webinar Registrants + Emails

▼ 50% avg. attendance rate

350 Webinars Attendees

▼ 6% avg. conversion rate

21 Webinar Course Conversions @ $1,000

Past Webinar Result: $21K

Map out your funnel and use past data to determine key rates to forecast future results. Eventually you can get averages.

​

Targeting New Team Goal: $35K

Now that you know your rates you can work backwards to understand how many actions your team needs to take to get the new result.

10,000 Direct Messages on Social Media

▼ 10% avg. click thru rate

1,000 Clicks

▼ 70% avg. registration rate

700 Webinar Registrants + Emails

▼ 50% avg. attendance rate

350 Webinars Attendees

▼ 6% avg. conversion rate

21 Webinar Course Conversions @ $1,000

35 Webinar Conversions @ $1,000

▼ X = 35/0.06

584 Webinar Attendees

▼ X = 584/0.5

1,168 Webinar Registrants + Emails

▼ X = 1,168/0.7

1,669 Clicks

▼ X = 1,669/0.1

16,690 Direct Messages Total

3,987 Direct Messages Per Week

= $21,000 in Revenue

Webinar with 1 month lead up for promotion.

Webinar with 1-month lead-up for promotion

DRIVER TREE EXAMPLE

Targeting New Team Goal: $35K

Now that you know your rates you can work backwards to understand how many actions your team needs to take to get the new result.

16,690 Direct Messages Total

3,987 Direct Messages Per Week

PER-REP METRICS

35 Webinar Conversions @ $1,000

▼ X = 35/0.06

584 Webinar Attendees

▼ X = 584/0.5

1,168 Webinar Registrants + Emails

▼ X = 1,168/0.7

1,669 Clicks

▼ X = 1,669/0.1

New Per-Rep Goal: $5K

Once you know how many actions your team needs to make, you can then determine individual goals.

PER-REP METRICS

Targeting New Team Goal: $35K

Now that you know your rates you can work backwards to understand how many actions your team needs to take to get the new result.

35 Webinar Conversions @ $1,000

▼ X = 35/0.06

584 Webinar Attendees

▼ X = 584/0.5

1,168 Webinar Registrants + Emails

▼ X = 1,168/0.7

1,669 Clicks

▼ X = 1,669/0.1

16,690 Direct Messages Total

3,987 Direct Messages Per Week

New Per-Rep Goal: $5K

Once you know how many actions your team needs to make, you can then determine individual goals.

7 Webinar Conversions @ $1,000

▼ X = 7/0.06

117 Webinar Attendees

▼ X = 117/0.5

234 Webinar Registrants + Emails

▼ X = 234/0.7

334 Clicks

▼ X = 334/0.1

3,342 Direct Messages Total

836 Direct Messages Per Week

Targeting New Team Goal: $35K

Now that you know your rates you can work backwards to understand how many actions your team needs to take to get the new result.

35 Webinar Conversions @ $1,000

▼ X = 35/0.06

584 Webinar Attendees

▼ X = 584/0.5

1,168 Webinar Registrants + Emails

▼ X = 1,168/0.7

1,669 Clicks

▼ X = 1,669/0.1

16,690 Direct Messages Total

3,987 Direct Messages Per Week

PER-REP METRICS

In activity-based selling, you keep your focus on your actions.

​

The metrics you care about are the ones you’re in control of right now — your process.

​

You operate on the knowledge that you’ll get better results by completing key activities and steps with a prospect.

​

And —you must not worry about results while you’re taking these actions!

​

This requires a mindset shift…

Stay laser focused on actions

REMEMBER!

In activity-based selling, you keep your focus on your actions.

The metrics you care about are the ones you’re in control of right now – your process.

You operate on the knowledge that you’ll get better results by completing key activities and steps with a prospect.

And–you must not worry about results while you’re taking these actions! This requires a mindset shift.

SALES IS STRESSFUL

Most of

the time you will fail

Even if you do everything right,

REPLACE ANXIETY WITH CONFIDENCE

BECOME A SALES PSYCHOPATH

Shelby haas-sapp

Do you want to lean into activity-based selling?

Can you

see yourself using a bottoms up strategy?

Do you feel inspired to start tracking your sales funnels more closely?

According to the Pipedrive State of Sales Report

sales teams use the following tracking:

4% Pen and Paper

17% Spreadsheets

79% CRM Software

📝

📊

💻

Let us know in the chat… What are you using?

What is holding you back from more closely monitoring sales pipeline actions for you or your team?

Type it in the chat!

q&a

Pipeline management

Get the right system in place to facilitate simple pipeline management.

​

The easiest way to power up your sales pipeline is with dedicated CRM software that visualizes your sales process.

​

After all, you can’t possibly manage your entire sales process in slides, sheets and back-of-the-napkin calculations!

​

Having the right CRM in place is crucial for sales managers and reps

to track performance and measure progress.

Pipedrive’s CRM features were developed around the principle of activity-based selling.

​

“We believe that in sales and marketing – just like in life – you can't control results, but you can control the actions that drive deals towards completion.”

​

​

• Visualize your sales pipeline with features that support activity-based selling.

​

• Centralized communications and

contact management.

​

• Automate follow-ups and ensure

timely responses with automated reminders.

​

• Assess team performance for

ongoing improvement with

dashboards and reporting.

A CRM by salespeople, for salespeople

integrations

And so many more…

Type “Done!” when you are finished in

the chat!

Get ready for DEMO

sign up to free 14-day trial!

Expires APRIL 30, 2025

demo

NOW IT’S YOUR TURN!

Log in to your pipedrive account and follow

Along our interactive demo!

demo

Are you excited to set up your sales tracking in Pipedrive?

Type it in the chat!

q&a

100% access. No credit card required

youngandprofiting.co/CrushYourSales

Sign Up Now and Get a free 14-day Trial and 20% off your annual membership if you sign up !

OPTIMIZING

YOUR FUNNELS

YOUR FUNNELS ARE BROKEN

SEAN CANNELL

Optimizing your Funnels

Russell brunson

Past Webinar Result: $21K

Map out your funnel and determine key rates that can help you forecast future results. Eventually you can get averages.

10,000 Direct Messages on Social Media

▼ 10% avg. click thru rate

1,000 Clicks

▼ 70% avg. registration rate

700 Webinar Registrants + Emails

▼ 50% avg. attendance rate

350 Webinar Attendees

▼ 6% avg. conversion rate

21 Webinar Course Conversions @ $1,000

OPTIMIZING FUNNEL

= $21,000 in Revenue

Optimized Funnel: $34K

Make changes to improve one part of your funnel to improve your results

Past Webinar Result: $21K

Map out your funnel and determine key rates that can help you forecast future results. Eventually you can get averages.

10,000 Direct Messages on Social Media

▼ 10% avg. click thru rate

1,000 Clicks

▼ 70% avg. registration rate

700 Webinar Registrants + Emails

▼ 50% avg. attendance rate

350 Webinar Attendees

▼ 6% avg. conversion rate

21 Webinar Course Conversions @ $1,000

= $21,000 in Revenue

OPTIMIZING FUNNEL

10,000 Direct Messages on Social Media

▼ 10% avg. click thru rate

1,000 Clicks

▼ 70% avg. registration rate

700 Webinar Registrants + Emails + Text

▼ 80% avg. attendance rate

560 Webinar Attendees

▼ 6% avg. conversion rate

21 Webinar Course Conversions @ $1,000

= $34,000 in Revenue

Name one action you will take to start optimizing your funnels?

Type it in the chat!

q&a

Prioritizing Your Time

It’s not a sin to lose business, but it is a sin to take a long time losing business.

​

Chris Voss

“

Are you

the FOOL or

the FAVORITE?

A prospect’s mind us usually about 70% made up before they even get on a call!

• They treat you as an insider and share exclusive details.
• They treat you with respect and seek your input.
• You meet key decision makers early
• They negotiate deals, not price

​

• They ask for free information.
• The keep you waiting.
• They push for lowest price early
• They don’t introduce you to decision-makers

​

FOOL.

FAVORITE.

What to do:

• Disqualify weak leads early – ask direct questions to see if they are serious.
• Instead of lowering price, shift the conversation to value and differentiation.
• Ask “What would it take for us to be your first choice?” to uncover gaps.

What to do:

• Stay confident and assertive.
• Push for higher pricing or better terms.
• Close quickly — don’t let them second-guess.

THE MAGIC QUESTION: WHY ME?

Chris voss

Will you be trying the “WHY ME?” strategy on your next sales call?

Type it in the chat!

q&a

HALFs vs ELFs..

HALF (Hard, Annoying, Lame, Frustrating)

• These are high-maintenance, low-profit clients or deals.
• They require a lot of effort, drain your energy, and often don’t pay well.
• They cause stress, delays, and endless negotiations.�

ELF (Easy, Lucrative, and Fun)

• These are ideal clients or deals that are profitable, enjoyable, �and efficient.
• They respect your time and expertise.
• They don’t haggle over price or cause unnecessary headaches.

With Halfs, you end up working twice as hard for half the profit.

Every minute spent on HALF clients is a minute not spent on ELF (Easy, Lucrative, Fun) clients.

This limits your growth because you’re constantly putting out fires instead of scaling.

Not all revenue

is good revenue!

Lead scoring is a way to rank potential customers based on their behaviors and characteristics. Its aim is to help sales teams prioritize prospects based on their likelihood of buying.

​

When given a label in a CRM, the score acts as a quick reference for each contact. For example, here’s how lead scores could appear on a Pipedrive dashboard:

​

​

​

Label your leads with

Catch the ELFs with Automation and AI

You can automate just about any repetitive �sales task on Pipedrive!

​

Create a deal whenever a new contact is �added, trigger personalized emails at different sales stages, transfer ownership to another �rep when a deal reaches a new stage and �much more.

​

Never miss a follow-up with automated sales conversations and AI-powered prompts.

AI

AI Sales Assistant

Pipedrive's AI Sales Assistant boosts efficiency by saving time, identifying patterns and recommending high-potential deals and next actions to prioritize.

Streamline communication with �the AI email generator

Pipedrive's AI email creation tool crafts quick, personalized emails from simple prompts, saving you time and enhancing communication.

​

AI deal summarization

Generate deal status summaries with an overview of deal interactions and quick context, empowering you and your team to take prompt actions.

AI AGENTS COMING SOON!

Pipedrive is introducing multiple �AI agents to simplify your sales activities, �each designed for a specific task, �such as email management.

REID HOFFMAN

video

A future with ai agents

How will you start leveraging AI for your sales strategy?

Type it in the chat!

q&a

100% access. No credit card required

youngandprofiting.co/CrushYourSales

Sign Up Now and Get a free 14-day Trial and 20% off your annual membership if you sign up !

👇🏼 Stay up to date with me:

@YAPWithHala

/HTaha

yapmedia.com

THANK YOU!