Peter gracey sales hacker slides final
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Peter gracey sales hacker slides final
- 2. Prospecting & Understanding the Outbound Index Findings by:
- 3. Reach Rate… • % of Outbound that actually nets a meaningful conversation • Only flag decision maker and influencer convos • The ultimate SDR stat • Why track? It all starts here… • Goal: 35% Reach Rate
- 4. Pass Rate… • % of convos that are qualified and passed to sales • Define and adhere to qualification standards •Why track? Key SDR KPI, Sales rep accountability • Goal: 12% Pass Rate
- 5. Pipe Rate… • % of Passed opps that reach your pipeline • There must be a “meaningful” next step for sales • Usually first stage of your sales pipeline tracking •Why track? Ultimate Outbound ROI stat. It’s why we generate demand • Goal: 70% Pipe Rate
- 6. Real Life Usage… Q4 2013 Final numbers… Reach Rate: Up 4.5% at 40.17% Pass Rate: Down a full 1% at 11.22% Pipe Rate: Up 4%!!! at 73.4% Overall Index: 33 Great News Right??? What This Data Told Us… 1. Conversations went up HUGE! Database was accurate - a good thing. 2. Pass Rate went DOWN 1%. Database isn’t targeted - not a good thing. 3. Pipe up 4%. Demand is still there, but the landscape has changed. We had a targeting issues that needed immediate attention.
- 7. How We Solved it… 1. Increased contacts per company number to four per account we were targeting. 2. Adjusted our Outbound call plan to accommodate the increase in contacts. 3. Prepared our clients for a dip in Q1 Leads while we cast a wider net. The Issue Framed by the Index… Meaningful convos went way up. Leads went down. Pipeline stayed strong… Theory: We need to attack more contacts per company.
- 8. Q2 2014 Results… Q4 2013 Final numbers… Reach Rate: 40.72% Pass Rate: 12.01% Pipe Rate: 73% Overall Index: 35!! • All categories at goal again • Pass rate increased noticeably • Pipe rate remained the same More forecast for our clients!
- 9. Takeaways… • Track your index…You’ll run a better shop • Interpret the data your own way • Doing something to improve a KPI is better than nothing at all. • Help your team understand it