Partners in Excellence

NOVEMBER 14, 2019

We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Vanity metrics like number of cups of coffee a day and time spent in the bathroom per day are the next to come into vogue-we must be able to find some connection to performance through those. We are all about the metrics and numbers!

SQL 93

SQL Quota Appointment Pipeline 93

Partners in Excellence

MARCH 1, 2022

We have all sorts of metrics focused on the issues of customer retention and growth. Customer and revenue churn, Customer engagement/NPS scores, Months to recover CAC, our ability to generate marketing traffic/leads and to attract new customers. Not just that of our customers, but it actually starts with our employees.

Growth 67

Growth Start-ups Customers Up-sell 67

Adaptive Business Services

MARCH 23, 2022

Our hope is that these folks will inspire those of you are still on the fence and our goal is to share with you some of the best proven selling practices that you might wish to emulate! Could you please tell our readers a little about you? I obsess over that. I try to watch and emulate others and you probably do the same.

Sell 101

Sell Objectives and Key Results Networking Pitch 101

Partners in Excellence

JUNE 1, 2021

We learn from our peers and colleagues. As managers, we learn about our people, what makes them tick, how we maximize their performance. They are obsessive about this. We stopped to cross a street, he paused, turned to me, and said, “Dave, did I ever tell you how much I learn from you? Well It Worked, Didn't It?"

Meeting 86

Meeting Start-ups Conversion Process 86

Martech

FEBRUARY 14, 2023

Customers might sign up for your email program for discounts and special offers, but that shouldn’t stop you from finding all kinds of ways to show your appreciation through email while still keeping your eyes on your own goals. When we help customers achieve their goals, they will in turn help us achieve ours.

Customers 131

Customers Retail Cross-sell Campaign 131

Martech

OCTOBER 7, 2021

” What’s more, advocacy, trust and loyalty are being better understood as long-term consumer metrics. At Ogilvy, she became obsessed with the Unilever Sustainable Living Plan , a strategy that put social purpose and social impact at the heart of their brand image. ” Those long-term consumer metrics again.

A/B testing 99

A/B testing Campaign Clients Trust 99

Martech

JANUARY 31, 2023

It starts with employee happiness — and ends with a meteoric rise in your metrics. And your job doesn’t stop with asking a question. The post 11 steps to boost marketing metrics with employee happiness appeared first on MarTech. How do you build a high-performance marketing team? You might be right. In your inbox.

Drivers/motivators 107

Drivers/motivators Meeting Technique Follow-up 107

Hubspot

FEBRUARY 12, 2018

The problem is, some metrics aren't as important as they look. What Are Vanity Metrics? Vanity metrics include data such as social media followers, page views, subscribers, and other flashy analytics that are satisfying on paper, but don't move the needle for your business goals. Beware of vanity metrics. Facebook Fans.

Campaign 78

Campaign Click Through Rate CTR Follow-up 78

Partners in Excellence

JULY 24, 2019

In sales we are deluged with all sorts of metric, most of which are meaningless, many of which are contradictory. Too often, these metrics divert a lot of sales time and way too much management time trying to understand and track. So the goal is to simplify our metrics to the few most critical to enable us to answer that question.

Quota 59

Quota Pipeline Sales Closing 59

Partners in Excellence

FEBRUARY 25, 2018

In are quest for easiness, we are cultivating a mindset in our organizations that does not match the reality of our buyer’s worlds. We are spoon feeding everything to our people, setting expectations that things should be easy. It creates a dysfunctional culture and wrong expectations within our organizations.

B2B 49

B2B Pipeline Up-sell Sell 49

Partners in Excellence

JANUARY 7, 2015

My post, “Top Performers, Obsessive Learning, Relentless Execution” has stimulated a lot of discussion on both the blog, LinkedIn, and through email. Too often, we reinforce blind execution with our activity metrics, so people achieve those goals, yet fail to accomplish anything. Our learning informs how we execute.

Meeting 92

Meeting Sell Sales 92

ConversionXL

JUNE 26, 2019

With access to countless metrics, it’s easy to obsess over email opens or bounce rates. Although these metrics can be tracked, they don’t tell you much. By looking at outputs, we can quickly analyze the area of our business that most requires our attention. This amount of insight is incredible—until it isn’t.

Growth 121

Growth Objectives and Key Results Teamwork Appointment 121

Heinz Marketing

JANUARY 20, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. In the meantime, here are some B2B Reads we love: The One Thing Killing Your Most Creative Content Ideas (and How to Stop It). Thanks for the article, Carla Johnson.

B2B 56

B2B Closing Sports Up-sell 56

ConversionXL

NOVEMBER 9, 2015

Don’t Obsess Over “Conversion Rates”. Obsessing over conversion rates in general might be confusing the whole macro vs micro debate. Pick the right metric. If your business relies on repeat payments, conversion rate is probably not the right metric to optimise for; just like CTR is terrible for optimising hotel bookings (e.g.

Conversion 112

Conversion UX CTR User Experience 112

Partners in Excellence

APRIL 8, 2015

Not looking at alignment of strategies, goals, metrics across the silo. Organizations who are not customer obsessed. ” “What practices should we be stopping?” Organizations stymied by traditional silos, not looking at meaningful collaboration across those silos. Talk To Someone Different Or New!

Technique 88

Technique Growth Presentation Technology 88

Partners in Excellence

DECEMBER 4, 2019

We get so busy in the activities we do in our jobs that we don’t understand what our jobs are. Of course, we have some idea–if we are sales people, we have to get out and sell, we have to make our quotas. If we are SDRs, we have to follow our scripts, make our numbers for outbound/inbound calls, create SQLs or SALs.

Quota 62

Quota Up-sell Follow-up Start-ups 62

SalesLoft

APRIL 29, 2016

Both the SDR and the AEs have metrics they care about. Studying this gives a defined perspective on our roles as sales contributors, and in order to be the best sales development leaders we can be, we’ve got to feel the pains and needs from both sides. You likely care about: Leads. MQL per lead. Number of new deals. Win rate. %

Pipeline 52

Pipeline Sales Service Closing 52

Partners in Excellence

JULY 5, 2018

Business people, particularly sales, are obsessed with numbers. It should be no surprise from a segment that defines itself by an acronym, that metrics are acronyms, including ARR, LTV, CLV, CAC, Arpu, and on an on–you get the point. . Each of us has to look at our own performance.

Territory 48

Territory Quota Pipeline Meeting 48

Lead Fuze

JUNE 29, 2021

What methods are we going to use to sell our offering? This stage includes looking at crucial sales metrics such as: Opportunity win rate — The percentage of sales opportunities that your sales team converts into customers. Want to find those high-quality leads and filter by industry, location, size and a dozen other metrics?

Conversion 119

Conversion Sales Objectives and Key Results Pipeline 119

Sales Hacker

SEPTEMBER 19, 2019

Outbound email isn’t used to contact just anyone that comes our way. We use it to reach out to a selected group of potential customers who — although they haven’t heard about our company before — can achieve the greatest success with our offering. The essential thing to remember is that we shouldn’t sell over our first email.

Pitch 73

Pitch Niche Campaign A/B testing 73

Partners in Excellence

MAY 19, 2015

Sales managers seem to be obsessed with pipeline reviews. The size and importance of these two deals distorted the whole pipeline metrics and integrity. But it doesn’t stop there. How do we know we have integrity across all our deals? But it was too long. To some degree, this makes sense. No related posts.

Pipeline 93

Pipeline Gaming Process Closing 93

Partners in Excellence

OCTOBER 11, 2015

Task forces are assembled to redefine MQL, SQL, align goals and metrics, and scratch their heads to figure out how to drive demand. These top performers are obsessed and relentless ! It’s work–it is a numbers game–but there are things we can do to shift those numbers in our favor.

SQL 102

SQL Pipeline Cold Call Commission 102

SalesLoft

APRIL 21, 2020

I need to ensure all of our external tools and systems are running smoothly so that we can offer a boutique, customized experience for potential members and members alike. And while I’m absolutely obsessed with dogs, I won’t be taste-testing kibble any time soon. . Without high data quality , you can’t make sense of what you’re seeing.

Quota 52

Quota Sales Contact Networking 52

Partners in Excellence

JUNE 30, 2012

All have set goals and metrics. They measure their progress against those metrics, they obsess on data. Why we as sales professionals don’t continuously do the same thing to reach the top of our profession is beyond me–but that’s another post. They set interim goals and milestones.

Cross-sell 91

Cross-sell Manufacturing Sports Outside Sales 91

Hubspot

SEPTEMBER 1, 2011

The problem is, some metrics are more obvious than others. Beware of vanity metrics. Should I continue doing something, increase the time or money I spend on a certain channel, or even stop doing something altogether?" The obvious metrics won’t tell you this. Track this, but don’t obsess. Facebook Fans.

CTR 67

CTR Click Through Rate Follow-up Gaming 67

Lead Fuze

DECEMBER 1, 2021

Our job is to help ignite each member of our team. ” The data-obsessed coach. Most sales leaders are managers, and they base coaching conversations on reported metrics. After my rep has shared their definition of success, I stop talking and they can continue. Leadership brings transformation.

Commission 52

Commission Quota Sales Drivers/motivators 52

Hubspot

MARCH 31, 2014

As the American Journalism Review reported, in a piece called “No Analytics for You: Why The Verge Declines To Share Detailed Metrics With Reporters,” the editors at The Verge simply don’t want their writers thinking about traffic. Here it would not be considered something useful to over-obsess about.

Technology 70

Technology Technology Lead generation Education 70

Lead Fuze

JULY 2, 2023

It’s a crucial metric that shows how much consumers dig your brand compared to others in the same category. Do they have a secret obsession with buying novelty socks? Don’t stop there. It’s the business world’s equivalent of a popularity contest. Lifestyle: What are they into? Online or offline?

Profit margin 52

Profit margin Campaign Clients Strategize 52

Hubspot

APRIL 20, 2011

In yesterday’s Social Media Measurement webinar , we addressed the numbers as well as a range of questions submitted by our audience. So pick the right metric —which could be traffic, leads, engagement—and design your strategy based on that. What success metrics should you be worried about?

Referrals 66

Referrals Follow-up Presentation Start-ups 66

Hubspot

MARCH 12, 2018

But, I don’t blame our SDRs or our salespeople. In our pursuit of short term productivity, we’ve become addicted to the efficiency that technology provides. Caught up in this technology obsession, we’ve neglected to teach junior sales professionals how to build relationships. Shame on us. Congratulate them.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

Partners in Excellence

SEPTEMBER 16, 2022

.” We have to track our prospecting opportunities, but we need to keep them separate from the pipeline metrics. Including prospecting opportunities in pipeline metrics is meaningless. Again, we have prospecting metrics through which we are tracking activity. Our job is to achieve our goals, to hit the numbers.

Pipeline 114

Pipeline Prospecting Closing Up-sell 114

SaaStr

JANUARY 10, 2020

Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016. Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! What were the core mistakes that he made with RJ Metrics?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

DECEMBER 23, 2020

In Today’s Episode We Discuss: How Tamar made her way from Google and Amazon into the world of bottoms up SaaS with one of the leading companies of our generation, Slack. One thing that’s a little bit unique in Slack and really interesting is that the press are some of our biggest users and the press loves Slack.

Product 95

Product Engineering Customers E-commerce 95

Martech

OCTOBER 28, 2022

The attribution obsession for proving and gaining credit vs. measurement to increase performance and engagement. Let’s break down and, in turn, transform the three bad habits outlined above into new disciplines to improve our ability to identify, engage, delight and convert prospects into customers consistently. Get MarTech!

B2B 129

B2B GTM Cross-sell Quota 129

SaaStr

APRIL 23, 2019

So, by demo day, we actually didn’t have a product, but we were able to raise our series A. But then we actually got our first transaction going in June. Between now, and then, we got our first customer probably in August or so. Henrique: So, we wanted … Actually our GC hire was our third hire in the company.

Launch 62

Launch Pitch Niche Negotiate 62

SaaStr

SEPTEMBER 12, 2019

Ashley Smith, Venture Partner at OpenView provides insight on what investors are looking for in product metrics and growth indicators so you can capitalize on your product’s story for funding. ” Was obsessed with mathematics, went to college at 16, became an engineer. Want to see more content like this? But it worked.

Growth 40

Growth Product Price Engineering 40

ConversionXL

FEBRUARY 19, 2016

Treat Googlebot just like any other user and don’t hard-code our user-agent or IP address.”. You know all about vanity metrics , and how you shouldn’t be obsessed with them. Anything else, just read this official statement from Google on A/B testing. There’s really not much to worry about if you follow some simple rules.

A/B testing 91

A/B testing Growth UX User Experience 91