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.

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
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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!
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21. Look at Top of Funnel ActivitiesBut…
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22. …Focuson ActivityEfficiency (Dial : Opportunity: Deal)
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23. DailyCheck
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24. Real-Time With LeadingIndicators
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25. Pay Attentionto PipelineFlow
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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/
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