EP Huddle #35
In inside sales, it's easy to get distracted with the vast metrics available and numerous KPIs to measure. So, what are the most important ones to monitor to measure the health of your business or the productivity of your sales rep?
It depends on your business, industry and your key focus. But, here are a few proven metrics to measure.
What are additional metrics you need to measure? How can you analyze these metrics to find training opportunities?
What metrics do you focus on currently? Do all of these effect your key sales goals? If not, stop analyzing them and focus on more important metrics.
EP Huddle #31
Salespeople are always looking for the right target list. We always want marketing to generate more high-quality leads for us, and we always want to be on the lookout for the right "timely" opportunity.
There are a variety of ways to generate quality leads. One very under-utilized strategy is to use Google Alerts to set-up automatic emails to come to your inbox highlighting potential sales leads that fit your target market. Here are a few examples of how we use Google Alerts at Engaged Prospect to get a list of prospects to target.
1. We are partnered with a service based company that sells to law firms, insurance companies, banks and human resource professionals. One of our most profitable services helps attorneys during large cases and class-action law suits, and also during the jury selection process before trial. To effectively target these specific types of cases, we have Google Alerts set-up to email us every time a new article is published about one of these specific cases. Every day an email is sent from Google (to an email folder in our Gmail account that bypasses the inbox). These emails announce class-action case filings, jury selection timelines, etc. We can then open the article and see who the attorneys are, and what firms they represent. There's our list of targets for these special projects.
2. Engaged Prospect helps small and midsize businesses develop, implement and execute their sales program. See our services. Our target market ranges from startups or small businesses that don't yet have a sales team (but need one) to midsize companies who have a sales department, but still need to grow or fix a fundamental flaw in their process. We use Google Alerts to send poignant articles about companies that are launching sales departments, startups that recently acquired funding, etc. This gives us unique positioning to approach our prospects with advanced information, in a very timely way that helps us generate conversations.
I've Googled "How to set-up Google Alerts". Here is the link for getting started. www.google.com/alerts
As a team:
What key categories in your industry should you follow? What key targets do you want to track and have notification if something major is announced, or changes? You can also set-up Google Alerts to specifically track people. Are there any key people in your industry that you should follow?
Discuss as a team how you can create Google Alerts to help generate emails to provide timely and specific updates on key targets.
EP Huddle #29
Many experts agree that it takes on average 7 outbound touches to reach a decision maker and qualify an opportunity. But, all too often we don't hit this mark and only call or email a prospect a few times.
Here's a quick example of why it's important to maintain a consistent outbound effort.
At Engaged Prospect, we have a variety of outbound efforts to reach our prospects. One of these examples is a 5 email campaign that delivers various content to try and engage the prospect at the right time. If the prospect doesn't open our first email, then we will deliver this email up to two more times (same content, different subject line and different time/day). We really want them to receive the first piece of content.
Over the past few weeks, several leads have been generated and EP Huddle sign-ups have occured from email #3 in that flow. That means the person didn't open email 1 or 2, but then saw immediate value the first time they opened email 3. So much value that they signed up to learn more.
As a team:
How many times does your marketing staff try to reach a prospect before giving up? How about your sales team? There are many more sophisticated strategies out there (contact us for more information), but one of the most important is simply the number of times you're willing to try and engage someone. Look at your data and see what # attempt your sales reps have the best success reaching a prospect. It's probably not the first time.
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