The Audible-Ready Sales Podcast Improving Your Metric-Based Conversations
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Nov 19, 2024 John Boney, a seasoned expert in sales metrics, shares invaluable insights on optimizing metric-based conversations. He explores the balance between technical and business metrics, emphasizing their relevance to different buyers. John highlights common challenges sales reps face, especially in engaging with economic buyers. He also stresses the importance of aligning sales discussions with client needs and using metrics as proof points. Moreover, he advocates for ongoing validation of metrics to enhance communication and effectiveness in sales.
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Two Key Metric Types
- There are two key metric types: technical and business metrics, each appealing to different stakeholder groups.
- Technical metrics focus on product performance, while business metrics align with strategic organizational goals.
Why Reps Struggle With Business Metrics
- Reps struggle with higher-level business metrics due to lack of access to true economic buyers and complexity of metrics.
- Researching public company strategic priorities can reveal valuable business metrics for alignment.
Ask The Right Metric Questions
- Ask clients about benchmarks, measurement methods, and report recipients to align on relevant metrics.
- If customers are unsure how they measure, provide expert perspectives based on past experiences.