You're striving for success in remote technical sales. Which key metrics should you prioritize tracking?

Meiner Erfahrung nach sollte man asap auf das Lead reagieren so lange es noch warm ist, sp?testens am n?chsten Tag. Sobald es schon 2 oder mehr Tage sind, hat sich vielleicht schon der Wettbewerb gemeldet und ist schon weiter im Sales Process und das Interesse vom Kunden kann evtl. nicht mehr vorhanden sein. Zeit ist Geld!

Aim for a response time within 5-10 minutes of lead generation. Implementing an automated alert system that notifies sales reps immediately when a new lead comes in can significantly improve response times. For example, by integrating Slack notifications with your CRM, you can ensure that your team is alerted instantly, which has been shown to result in a 20% increase in conversion rates. Fast follow-ups help in staying ahead of competitors and demonstrate commitment to potential customers.

An example you might encounter in workplaces emphasizes swift lead distribution using Slack and other communication tools. Emphasizing this metric underscores the importance of being available to respond promptly during business hours. When Slack is utilized effectively, I’ve observed outreach happening within just 10 minutes. This proactive approach consistently results in meaningful client meetings, significantly enhancing our sales effectiveness. Rapid follow-up on leads can markedly improve conversion rates, particularly in virtual environments where face-to-face interactions are limited.

Lead Response Time Immediate response builds trust and shows commitment to potential customers. Faster response times increase the likelihood of converting leads into opportunities. Helps in staying ahead of competitors who may not respond as quickly.

Demora no primeiro contato e falta de follow ups s?o falhas imperdoáveis de um vendedor. Isso é eliminatório. Em segundo lugar temos a comunica??o de baixa relevancia, ou seja, mensagens padronizadas que n?o levam em conta obje??es e o contexto daquele cliente para avan?ar ao fechamento. rAprenda a sempre ouvir o lead desde o primeiro contato, pois o que importa ao lead é perceber que sua fala reconhece o problema dele e prop?e uma solu??o lógica.

Taxa de convers?o é influenciada por fatores externos e internos. Externo seria o market fit do produto, onde a dor é grande e o público certo foi abordado e entende que seu produto é a melhor solu??o. Interno seria a qualidade dos processos e senioridade do time de vendas em seguir os roteiros validados que levam à convers?o. Quando estes 2 fatores est?o em nível de excelência, você pode encontrar taxas de convers?o de SQL (lead qualificado) para CLIENTE em 50%. Quando isso ocorrer, é hora de alavancar com for?a investimento em marketing.

In B2B sales, a healthy conversion rate typically ranges from 2% to 5%. To improve this metric, track conversion rates at each stage of the sales process to identify where prospects are dropping off. For instance, if you notice a high drop-off rate after product demos, consider refining your demo process or providing additional training for your sales team. By analyzing these conversion metrics, you can make data-driven adjustments that have been shown to increase overall conversion rates by targeting the most problematic stages of your funnel.

Conversion Rates Identifies the efficiency of your sales funnel and highlights areas for improvement. Helps in forecasting revenue and setting realistic sales targets. Provides insights into which strategies and tactics are most effective.

Meiner Erfahrung w?re eine Conversion Rate von 30% eine realistische Annahme. Dafür müssen aber auch gewisse Parameter passen, die im Discovery Call abgerufen werden müssen. Bew?hrte Methoden sind z.B. MEDDIC, oder auch BANT.

Per my experience, the sales cycle is linked to whether you sell software to government organisations (B2G) or large enterprises (B2B) from Fortune 500 companies. It might take 3-9 months to check all IT requirements, terms from the law department, and budget from finances. Individuals (B2C) and small startups usually have shorter sales cycles as there is no bureaucracy and decisions are made faster. A long sales cycle does not necessarily mean a missing gap; the initiative might be a part of next year's plan, so you must follow the customer's timelines and the procurement process.

Sales Cycle Length Shortening the sales cycle increases the number of deals closed within a given timeframe. Helps in identifying and removing bottlenecks in the sales process. Allows for more accurate sales forecasting and planning.

O fator externo mais determinante para o ciclo de vendas é o porte da empresa (do aut?nomo até uma empresa listada em bolsa), seguido pelo ticket do contrato. Ambos s?o dados objetivos que podem ser mensurados com precis?o para permitir análises de cohort ou clusteriza??o da carteira. Quanto a fatores internos, uma análise do CRM pelo gestor irá apontar baixa frequência de touchpoints, falta de informa??es ou tags nos leads, falta de estratégia para avan?ar, desconhecimento sobre obje??es. Se isso ocorrer, pode ser falta de bra?o ou falta de engajamento no time de vendas. Por fim, quanto mais complexo o fechamento com um cliente, igualmente complexo o churn ou troca de fornecedor, aumentando o LTV deste cliente.

Wenn MEDDIC oder BANT Methoden zur Qualifizierung genutzt wurden und ein "Schmerz", Zeitdruck und der Wille zur Investition gegeben ist, sollte ein Sales Cycle sehr kurz sein. Auch hier hilft z.B. eine Sequenz of Events Methode. Oft kennt der Kunde selbst seinen Prozess intern nicht oder ver?ndert sich mit dem Umfang des Projektes. Wenn für beide Seiten ein gut strukturierter SoE erstellt wurde, dann geht es für beide Seiten schneller. Die l?nge des Sales Cycles kann aber auch mit 4-6 Monaten gut sein, je nach Komplexit?t des Produktes und der Firma (Small/Medium Customers vs. Enterprise Sales)

Your CAC should be less than one-third of the customer's lifetime value (LTV). Calculate CAC by dividing total marketing and sales expenses by the number of new customers acquired. For instance, optimizing digital marketing campaigns through targeted ads and SEO can reduce CAC. By reallocating budget towards the most efficient channels, you can achieve a 10% decrease in CAC, ensuring that your acquisition strategies are both sustainable and profitable.

The way I approach the Customer Acquisition Cost is the strategic decision a business has to make. Sometimes, making certain decisions to close the deal might not be cost-efficient, but you must think strategically as a software salesperson. In the long term, there might be a huge upselling opportunity, but this will not happen without proof of concept (POC). Per my experience, taking risks for specific occasions and drinking champagne later is worth it.

Customer Acquisition Cost (CAC) Measures the cost-effectiveness of your sales and marketing efforts. Helps in determining the profitability of acquiring new customers. Guides budget allocation towards the most efficient channels and strategies.

High engagement is often reflected in metrics like daily active users (DAU) or monthly active users (MAU). Use analytics tools to track feature adoption rates and user activity. For example, by analyzing user behavior, you can identify which features are most popular and which need improvement. Enhancing these features based on customer feedback can result in a 25% increase in DAU. Engaged customers are more likely to become repeat buyers and advocates for your brand, driving future sales and growth.

Product Engagement Indicates customer satisfaction and potential for long-term retention. Provides data for identifying upsell and cross-sell opportunities. Helps in improving product features based on customer usage patterns.

Setting specific, measurable goals and using dashboards to visualize progress can help identify trends and necessary adjustments. For instance, if mid-quarter sales are lagging, analyzing the data can highlight areas for improvement, such as focusing on high-potential leads or adjusting pricing strategies. Keeping a close watch on revenue targets ensures your team remains aligned with the company's growth objectives and can quickly adapt to changing market conditions.

Revenue Targets Keeps the sales team focused and motivated towards achieving financial goals. Allows for tracking progress and making necessary adjustments to strategies. Provides a benchmark for evaluating overall business performance and growth.

Revenue Targets sind eine harte Nuss. Zu hoch, oder zu niedrig motiviert oder demotiviert. Wenn ich in der Position des Revenue Managers w?re, würde ich dem Sales Revenue Targets geben, die der Sales mitbestimmen darf. Je nachdem varriert dann der variable Anteil, aber das committment des Verk?ufers ist viel h?her und auch ehrgeiziger, seine EIGENEN gesetzten Ziele zu erreichen. Fremdbestimmung geht meistens nach hinten los, führt zu Frust, Demotivation und Kündigung.

To ensure a reliable and stable growth, I suggest keeping an eye on 3 indicators: 1. Number of "starter solutions" sold 2. New accounts landed 2. Attrition rate -> to adjust targets If your product and solution offering is broad enough, you should try to identify and track easy to sell solutions that generally lead to additional sales or upsell. Make it a point to incentive your sales team to push those solutions to new customers and coach them to take advantage of the added value to expand business with your client. Keep an eye on your attrition rate to balance with those incentives.

Bei all den Neukunden, sollten die Bestandskunden nicht vernachl?ssigt werden. Das ist das gr??te Problem was viele haben. Was sich meiner Meinung nach bew?hrt ist, klare Hunter und Farmer einzusetzen. Denn nicht jeder m?chte Neukunden akquirieren oder Bestandskunden ausbauen, aber wenn man klare Teams aufbauen und abgrenzt, k?nnen Schwerpunkte gesetzt werden. In Bestandskunden liegt sehr viel Potential. In der Weiterentwicklung des Produktes, im Weiterverkauf neuer Produkte, Case Studies und und und...