3Sales Metrics Marketing Should Own

Copyright 2015 Marketing Advisory Network. All Rights Reserved

Divide & Conquer Metrics Create Tension

2

3

It’s a Constant Tug of War, But It Doesn’t Have To Be

Lead to first meeting/demo ratio

4

Lead to First Meeting/Demo Ratio

5

1

6

Jan Feb March0

100

200

300

400

500

600

LeadsFirst Meetings

Length of Time In Each Stage of the Buyer’s Journey

7

2

8

Q1 Q2 Q3 Q40

10

20

30

40

50

60

70

80

LeadDemoTechnical SelectionProposalNegotiation

Average # Days Per Stage

Win Rate

9

3

Win Rate Analysis

Q1 Q2 Q3 Q40

0.1

0.2

0.3

0.4

0.5

0.6

0.7

0.8

Per LeadPer OpportunityPer ProposalPer Competitor APer Competitor B

10

Alignment Works!

11

Learn How This Program Shaved 54 Days Off the

Buying Cycle:

http://bit.ly/1LHMCK9

You Might Also Value…

Three Ways Your Doing Lead Scoring WrongYou Need a Champion KitQuantity Vs. Quality Lead Generation

12

It’s amazing what advice I’ll give In exchange for a piece of Milk Chocolate! If you have questions, reach out. I’d love to hear from you – chocolate optional.

Unleash Possible®@samanthastoneTel: 781-354-1755 samantha.stone@marketingadvisorynetwork.comwww.unleashpossibleblog.com