The following three step cadence will empower you to understand your funnel, establish quarterly benchmarks and track your deal conversions from quarter to quarter.
Every business is unique and for this reason we provide the following framework as a starting guide to help you maximize this actionable insight. The following three step cadence will empower you to understand your funnel, establish quarterly benchmarks and track your deal conversions from quarter to quarter.
STEP 1 - Export List: Download this data set and begin the ingestion process to your CRM.
STEP 2 - Cross Reference: Once you've ingested the data establish the following comparison benchmarks:
- How many total deals did you get from the data set
- Of the deals that you didn't get, how many of them called you: (What is this number) Why does this number matter: This number tells you if your marketing is converting.
- Of the deals that you didn't get how many of them did you team talk to: (What is this number.) Why does this number matter: This number tells you if your Sales Reps are converting on the leads
STEP 3 - Identify your leak
- Is my marketing not converting: Reference the above baseline
- Is my sales team not converting: Reference the above baseline
- Am I simply getting outbid by my competition: View the individual transaction
- How much did misses cost me: Write this number down as use it as a baseline metric