Metrics driven sales prospecting

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by: Zorian Rotenberg, InsightSquared

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system to get your feedback to compare?
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  • 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”
  • Metrics driven sales prospecting

    1. 1. BestPractices ofMetrics-Driven OutboundProspecting (toGrowYour SalesEven Faster) Zorian Rotenberg, VP at InsightSquared Twitter: @zorian @insightsquared #growsales
    2. 2. How To Build a Metrics-Driven Sales Culture 1 2 3 Critical Metrics You Must Use Now The 7 Best Practices
    3. 3. Best Practices of Metrics- Driven Sales Prospecting1
    4. 4. 44 Allen Nance: Allbound
    5. 5. 5 formulaic + repeatable
    6. 6. The 7 Best Practices of Metrics-Driven Sales Prospecting
    7. 7. 1. Always Coach with Metrics
    8. 8. 2. Know % Activity Conversions
    9. 9. 3. Analyze the Sales Funnel
    10. 10. 4. Marketing + Human Touch = 5x
    11. 11. 5. Sell More With 5P’s
    12. 12. 6. Culture of Experimentation + Fail Fast
    13. 13. 7. Capacity Model = Predictable Sales
    14. 14. Build a Data- Driven Sales Culture2
    15. 15. Valuable Data is Already Within Reach
    16. 16. Set One Hour/Week For Metrics
    17. 17. Ask Metrics-Based Questions
    18. 18. How to Build a Data-Driven Culture
    19. 19. Metrics That You Must Use To Grow Sales3
    20. 20. Stop Asking Your Reps to Do More Dials! 20
    21. 21. Look at Top of Funnel ActivitiesBut… 21
    22. 22. …Focuson ActivityEfficiency (Dial : Opportunity: Deal) 22
    23. 23. DailyCheck 23
    24. 24. Real-Time With LeadingIndicators 24
    25. 25. Pay Attentionto PipelineFlow 25
    26. 26. Sales Funnel: Is the Rep ProducingQualityOpps?
    27. 27. “If You Can’t Measure It, You Can’t Manage It” Peter Drucker
    28. 28. Thank you! Phone: 617.370.8100 Twitter: @insightsquared More info: www.insightsquared.com Questions? zorian@insightsquared.com
    29. 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

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