the benefits and best practices of metrics-driven pipeline management
TRANSCRIPT
The Benefits and
Best Practices of Metrics-Driven
Pipeline Management
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
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
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
Building a high-performance sales team usinga formulaic process drives predictable revenue
Improved Execution Through Easy Dissection of Source and Influence Data
Know Your Historical Conversion Rates
Know the High-Probability Strike Zone
Top 3 Challenges forGood BusinessIntelligence
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Platform Integration
Sales Rep Adoption / Manual Entry / Data Integration
Legacy or Outdated Data
Top Metrics for Growth Through MQL Driven Pipeline
3
LEAD FUNNELEstablish baseline lead: MQL: Opp: Deal Ratios
CAMPAIGNSIdentify higher performer sources/ campaigns
LEAD TRAJECTORYTrack goal progress to ensure you’re feeding the business the necessary input
LEAD AGINGEnsure your leads are being worked
ACTIVITY RATIOSIdentify how many calls it takes to book a meeting
PIPELINE INFLOWMake sure lead growth is resulting in pipeline growth
BOOKINGSThis should grow as a result
LEAD FUNNEL OVER TIMEIf you’re not growing bookings, identify the weak spot
Additional Tools& Resources 4
InsightSquared Sales & Marketing Analytics Blogwww.insightsquared.com/blog/
InsightSquared.com/freeto Download!
New Breed Software Marketing & Sales Blogswww.newbreedmarketing.com/blog/
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
Questions?
Thank You!
Questions?
Twitter: @insightsquared ; @NewBreedMktg
Website: www.insightsquared.com ; www.newbreedmarketing.com