Metrics driven sales prospecting
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The document discusses best practices for metrics-driven sales prospecting. It recommends (1) always coaching sales teams with metrics, (2) knowing conversion rates of activities, and (3) analyzing the sales funnel. The document provides 7 best practices for metrics-driven prospecting, including coaching with metrics, analyzing conversions, funnel analysis, combining marketing and human touch, using a framework of 5 prospecting elements, experimenting and failing fast, and using capacity modeling for predictable sales. It emphasizes using metrics to build a data-driven sales culture.
Metrics driven sales prospecting
- 1. BestPractices ofMetrics-Driven OutboundProspecting (toGrowYour SalesEven Faster) Zorian Rotenberg, VP at InsightSquared Twitter: @zorian @insightsquared #growsales
- 2. How To Build a Metrics-Driven Sales Culture 1 2 3 Critical Metrics You Must Use Now The 7 Best Practices
- 3. Best Practices of Metrics- Driven Sales Prospecting1
- 6. The 7 Best Practices of Metrics-Driven Sales Prospecting
- 7. 1. Always Coach with Metrics
- 8. 2. Know % Activity Conversions
- 9. 3. Analyze the Sales Funnel
- 10. 4. Marketing + Human Touch = 5x
- 11. 5. Sell More With 5P’s
- 12. 6. Culture of Experimentation + Fail Fast
- 13. 7. Capacity Model = Predictable Sales
- 14. Build a Data- Driven Sales Culture2
- 15. Valuable Data is Already Within Reach
- 16. Set One Hour/Week For Metrics
- 18. How to Build a Data-Driven Culture
- 19. Metrics That You Must Use To Grow Sales3
- 20. Stop Asking Your Reps to Do More Dials! 20
- 21. Look at Top of Funnel ActivitiesBut… 21
- 22. …Focuson ActivityEfficiency (Dial : Opportunity: Deal) 22
- 23. DailyCheck 23
- 26. Sales Funnel: Is the Rep ProducingQualityOpps?
- 27. “If You Can’t Measure It, You Can’t Manage It” Peter Drucker
- 28. Thank you! Phone: 617.370.8100 Twitter: @insightsquared More info: www.insightsquared.com Questions? zorian@insightsquared.com
- 29. Photo Credits (Creative Commons Licenses) • Questionsign:http://www.flickr.com/photos/colinkinner/2200500024/ • Gears:http://www.flickr.com/photos/brentinoz/4221291984/sizes/o/ • Coach:http://www.flickr.com/photos/toska92/6906983451/ • Measuringtape:http://www.flickr.com/photos/aussiegall/286709039/ • Number7Car:http://www.flickr.com/photos/29126266@N00/3907336463 • Easystreet: http://www.flickr.com/photos/chrisharley/4751679706/sizes/l/ • Hourglass:http://www.flickr.com/photos/juditk/5024772809/sizes/l/ • Phone:http://www.flickr.com/photos/gonmi/7705831384/ • Calculator:http://www.flickr.com/photos/jakeandlindsay/5639214967/sizes/l/ • Growingplant:http://www.flickr.com/photos/adselwood/2463634924/sizes/l/ • Cautionsign:http://www.flickr.com/photos/theilr/7721425076/sizes/l/ • Campfire:http://www.flickr.com/photos/natalielucier/3653100313/sizes/o/ 29