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The Advanced Selling Podcast
The Missing Metrics of Modern Selling
Feb 17, 2025
Bill and Bryan dive into the overlooked sales metrics that matter most in today's landscape. They emphasize the shift from lead generation to conversion, encouraging a deep dive into data that drives success. The conversation highlights the importance of tracking the average days to close and reassessing pricing strategies. With both humor and practical insights, they provide actionable advice for improving sales efficiency and foster a new approach to measurement that can transform sales performance for professionals at any level.
22:34
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Quick takeaways
- Sales professionals should focus on tracking often-overlooked metrics, like inbound lead ratios and unsolicited introductions, to optimize their performance.
- Understanding the relationship between pricing strategies and sales volume is crucial for making informed decisions that enhance overall profitability.
Deep dives
The Importance of Business Metrics
Understanding the key numbers within a business is crucial for sales professionals. Many lack awareness of these metrics, such as closing percentages or the number of proposals created versus deals closed. By focusing on the right numbers, salespeople can identify areas that require improvement and optimize their processes effectively. This approach prevents the common mistake of pouring resources into filling the sales funnel while neglecting the metrics that reveal why deals are falling through.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode