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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
4.
44 Allen Nance: Allbound
5.
5 formulaic + repeatable
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
17.
Ask Metrics-Based Questions
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
24.
Real-Time With LeadingIndicators 24
25.
Pay Attentionto PipelineFlow 25
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
Hinweis der Redaktion
Build a high-performance organization using a formulaic, scalable, repeatable process to drive predictable revenue
Lead by exampleGet buy-in from the teamBe transparent & over-communicateKeep it Simple3 : 1 “Praise : Reprimand”