the benefits and best practices of metrics-driven pipeline management
TRANSCRIPT
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The Benefits and
Best Practices of Metrics-Driven
Pipeline Management
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Joe CaprioSales Director, InsightSquared
Bachelors Degree from Bentley University Background in B2B, SMB Sales Salesforce.com Best Practice Expert
Patrick BiddiscombeCEO, New Breed
Bachelors Degree from University of VermontBackground in Sales, Strategy and Marketing
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Presentation Agenda
Keys to grow business through inbound marketing
Top metrics to grow sales through MQL driven pipeline
Additional resources
Challenges to Good Business Intelligence
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Keys to Grow Business Through Inbound Marketing
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MARKETING PRIORITIES BY COMPANY SIZE
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WHICH LEAD SOURCES HAVE BECOME MORE
IMPORTANT (OVER LAST 6 MONTHS)Sales gravitates toward outbound channels whereas marketers lean inbound
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Lead Source
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Building a high-performance sales team usinga formulaic process drives predictable revenue
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Improved Execution Through Easy Dissection of Source and Influence Data
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Know Your Historical Conversion Rates
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Know the High-Probability Strike Zone
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Top 3 Challenges forGood BusinessIntelligence
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Platform Integration
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Sales Rep Adoption / Manual Entry / Data Integration
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Legacy or Outdated Data
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Top Metrics for Growth Through MQL Driven Pipeline
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LEAD FUNNELEstablish baseline lead: MQL: Opp: Deal Ratios
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CAMPAIGNSIdentify higher performer sources/ campaigns
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LEAD TRAJECTORYTrack goal progress to ensure you’re feeding the business the necessary input
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LEAD AGINGEnsure your leads are being worked
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ACTIVITY RATIOSIdentify how many calls it takes to book a meeting
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PIPELINE INFLOWMake sure lead growth is resulting in pipeline growth
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BOOKINGSThis should grow as a result
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LEAD FUNNEL OVER TIMEIf you’re not growing bookings, identify the weak spot
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Additional Tools& Resources 4
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InsightSquared Sales & Marketing Analytics Blogwww.insightsquared.com/blog/
InsightSquared.com/freeto Download!
New Breed Software Marketing & Sales Blogswww.newbreedmarketing.com/blog/
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To Recap
1. Build a predictable sales machine through inbound marketing
3. Know the top metrics necessary to grow sales through a pipeline created by MQLs
4. Blogs and websites for continued learning about metrics-driven management
2. Align people, process, and platforms to ensure BI integrity
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Questions?
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Thank You!
Questions?
Twitter: @insightsquared ; @NewBreedMktg
Website: www.insightsquared.com ; www.newbreedmarketing.com