Harvard Business Review

AUGUST 22, 2017

As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while salespeople, who are inundated with dozens of metrics, get lost in the day-to-day noise. The challenge, of course, is to decide on the right metrics. Deconstruct Your Sales Funnel.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Harvard Business Review

JULY 12, 2012

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. The hiring began.

Sales 16

Sales Sales Sales Funnel Scaling 16

Harvard Business Review

APRIL 19, 2018

With online technologies and targeted lists, this should be a cost-effective tool for separating the suspects from the prospects, accelerating customer conversion through the sales funnel, and, equally important, optimizing “data-driven marketing” by tying each piece of content to metrics like opens, reads, downloads, and so on.

Marketing 15

Marketing Sales Sales Sales Funnel 15

Harvard Business Review

DECEMBER 15, 2015

As a result, false positives and negative-value prospects littered the sales funnel, and about 75% of margins came from just 25% of the deals—almost all of which were managed-services contracts versus one-off “project” installations. Following a strategic “Deal Profile.

Sales 14

Sales Sales Hospitality Accounts Payable 14

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed.

B2B 15

B2B Sales Sales Sales Funnel 15

Help Scout Leadership

JUNE 22, 2021

Customer service, when done well, has just as much impact as a strong sales funnel or excellent marketing efforts. It’s easier to make a sale when your customers feel supported, and word-of-mouth marketing after an extraordinary experience is one of the best pitches on the market. There are a few metrics that stand out.

Media 325

Media Sales Sales Marketing 325

Harvard Business Review

JUNE 12, 2013

Campaigns such as Samsung''s use click-through rate and engagement with an ad as their primary metrics. Need more information about a consumer before you can welcome them into your sales funnel? Users were invited to swipe up to reveal the ad and uncover the story of the new hybrid phone/tablet.

Advertising 8

Advertising Sales Funnel Telecommunications User Experience 8

Peter Winick

DECEMBER 7, 2023

So when it comes to thought leadership, there’s a you know, there’s a struggle with what are the right metrics because, you know, you could produce a beautiful piece of content that goes, quote, viral. You know, publishers by definition only have one metric of success. Because it’s. William Vanderbloemen Really.

Nonprofit 305

Nonprofit Sales Sales Marketing 305