the benefits and best practices of metrics-driven pipeline management

The Benefits and

Best Practices of Metrics-Driven

Pipeline Management

Joe CaprioSales Director, InsightSquared

Bachelors Degree from Bentley University Background in B2B, SMB Sales Salesforce.com Best Practice Expert

Patrick BiddiscombeCEO, New Breed

Bachelors Degree from University of VermontBackground in Sales, Strategy and Marketing

Presentation Agenda

Keys to grow business through inbound marketing

Top metrics to grow sales through MQL driven pipeline

Additional resources

Challenges to Good Business Intelligence

Keys to Grow Business Through Inbound Marketing

1

MARKETING PRIORITIES BY COMPANY SIZE

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WHICH LEAD SOURCES HAVE BECOME MORE

IMPORTANT (OVER LAST 6 MONTHS)Sales gravitates toward outbound channels whereas marketers lean inbound

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Lead Source

Building a high-performance sales team usinga formulaic process drives predictable revenue

Improved Execution Through Easy Dissection of Source and Influence Data

Know Your Historical Conversion Rates

Know the High-Probability Strike Zone

Top 3 Challenges forGood BusinessIntelligence

2

Platform Integration

Sales Rep Adoption / Manual Entry / Data Integration

Legacy or Outdated Data

Top Metrics for Growth Through MQL Driven Pipeline

3

LEAD FUNNELEstablish baseline lead: MQL: Opp: Deal Ratios

CAMPAIGNSIdentify higher performer sources/ campaigns

LEAD TRAJECTORYTrack goal progress to ensure you’re feeding the business the necessary input

LEAD AGINGEnsure your leads are being worked

ACTIVITY RATIOSIdentify how many calls it takes to book a meeting

PIPELINE INFLOWMake sure lead growth is resulting in pipeline growth

BOOKINGSThis should grow as a result

LEAD FUNNEL OVER TIMEIf you’re not growing bookings, identify the weak spot

Additional Tools& Resources 4

InsightSquared Sales & Marketing Analytics Blogwww.insightsquared.com/blog/

InsightSquared.com/freeto Download!

New Breed Software Marketing & Sales Blogswww.newbreedmarketing.com/blog/

To Recap

1. Build a predictable sales machine through inbound marketing

3. Know the top metrics necessary to grow sales through a pipeline created by MQLs

4. Blogs and websites for continued learning about metrics-driven management

2. Align people, process, and platforms to ensure BI integrity

Questions?

Thank You!

Questions?

pbiddiscombe@newbreedmarketing.com

joe@insightsquared.com

Twitter: @insightsquared ; @NewBreedMktg

Website: www.insightsquared.com ; www.newbreedmarketing.com