Measuring success in Account-based Sales

Hello there, LinkedIn fam! It's your favorite sales newsletter back again with the fourth edition of The Extra Thursday.?

Today, we're talking about measuring success in Account-based Sales. Let me tell you, if you're not measuring your success, you're doing it wrong!

Now, I know what you're thinking...

But hear me out, measuring your success is like measuring your waistline.?

You can't improve what you can't measure, right??

And who doesn't want to improve their sales game and their waistline at the same time?

So, let's get into it.?

Tracking metrics and KPIs in Account-based Sales is like being on a first date! You want to make a good impression, but you also want to make sure you're measuring the right things.

It's not just about how many likes and comments you get on your LinkedIn posts (although those can be nice too), it's about tracking metrics that actually matter!

What metrics and KPIs should you be tracking to measure success in Account-based Sales?

Well, it's simple really. You want to track things like conversion rates, pipeline velocity, and deal size. And if you're feeling really fancy, you can throw in some customer acquisition cost (CAC) and customer lifetime value (CLV) metrics too.

But don't just track these metrics for the sake of it. Use the data to optimize your outreach and drive better results. It's like using a GPS to navigate through a city. Wouldn't you make sure the directions are correct before following them without checking?

Now, let's talk about the human touch. We all know that sales is about building relationships, not just numbers. So, don't forget to add that personal touch to your outreach. Maybe send a funny meme or a GIF to your prospects to brighten up their day. Just make sure it's not something that'll get you blocked!

We all know that feeling when you finally get a response from a target account - it's like Charlie winning the golden ticket for Willy Wonka's chocolate factory.

But don't let that excitement get in the way of measuring the quality of your interactions.

Here's the catch, it's not just about getting a response, it's about measuring the quality of our interactions. Are we building genuine connections with our prospects? Are we providing value and showing them that we understand their business?

So, make sure you're tracking metrics that reflect the quality of your interactions, such as feedback from your prospects and the overall sentiment of your conversations.

Just don't choose any old KPI. Make sure it's specific, measurable, and relevant to your goals. For example, if your goal is to increase revenue from your target accounts, you might track metrics such as deal size, close rate, and time to close.

Measuring success in account-based sales is a marathon, not a sprint.

All you have to do is keep calm, measure metrics, and sell on!

That's all for now, folks. See you next Thursday!