Sales

Baseball scoreboard and thinking about sales metrics

Adding Context to Your Sales Data

MIKE LAWSON | Apr 30, 2019

Last night while attending a Red Sox game I found myself staring at one of the scoreboards looking at stats. They really didn’t help me drive any meaningful insights. Steve Pearce was at the plate with runners on base and I wanted to know: what are the chances he knocks one over the monster and gives the Sox the lead.

The scoreboard was showing that Steve Pearce in night games has 87 home runs. At first glance this seemed like a useful data point. It's a night game, Steve Pearce is batting and I know how many home runs he has hit in the past.

Track Stage Duration to close more deals quickly

Stage Duration In The Sales Process

JOHN BYRNE | Jan 04, 2019

We recently examined the power of stage conversion rates and how they’re an awesome tool for sales managers.  In addition to conversion, there’s another very valuable metric when it comes to understanding opportunities’ behavior.  I’m talking about opportunity stage duration. Stage duration paints a vivid portrait of the sales process, both for a team and individual reps.

Aaron Bloomfield 3 Ways Sales Leaders Can Get Sales Reps to Own Sales Metrics

3 Ways to Get Reps to Own Their Sales Metrics

GREGORY KESHIAN | Aug 04, 2018

Metrics can be a sales leader’s secret weapon.  The best CRO's, VP's and Directors of Sales manage their teams to hit the metrics they need to support the overall quota.  They achieve consistency by creating a plan and hitting it.

The best sales leaders also instill ownership of these metrics by their reps.  When reps own their metrics, it's a mindset shift that turns them from reactive into proactive businesspeople with a goal and a plan for how to get there. 

Read these books for account scoring

What 3 Great Books Tell Us About Account Scoring

GREGORY KESHIAN | Jul 02, 2018
If you are looking for some summer reading, I highly recommend these 3 books: "Moneyball" and "The Undoing Project", by Michael Lewis, and "Thinking, Fast and Slow" by Daniel Kahneman. All 3 are fascinating and enjoyable in their own right. But for those of us who like to apply lessons learned into the context of our marketing and selling lives, I've made some connections between topics described in the books, and how we can be more effective marketers and sellers.
5 W's for Successfully Ramping SDRs featuring John Dowling, Wilder Parks and Mimi Alperovich

The 5 W's for Successfully Ramping Your SDRs

ALEX LAATS | Jun 18, 2018
SDR performance is critical to the achievement of business goals.  To win, the SDRs must achieve and maintain the level of performance that the CFO or COO has built into the business model. The challenge is that business models happen on paper, and sales management happens on the sales floor, which is the real world. When it comes to ramping up your sales development reps (SDRs), there are 5 W's that will keep you on the right track.