Metrics that Measure Up

In this episode of Metrics that Measure Up, Chris Beall, CEO of ConnectandSell shares a wide variety of Key Performance Indicators and Benchmarks gained from over 10 million dials and over 500,000 B2B sales conversations - just in 2020!Chris, a Physicist by education, and self-professed data junkie provide a deeply analytical perspective into how to turn dials into conversations, and conversations into sales meetings.Chris even invokes the expertise of Chris Voss, formerly the FBI's top hostage negotiator, who says we only have 7 seconds in our first conversation with a prospect to get them to trust us sufficiently to have a productive relationship. In this episode, you will learn both benchmarks and techniques to turn dials into customers, including:Benchmarks:- Dials to Conversation- Conversation to Meeting  (Cold calls and Follow-ups)- Meeting show rates- Conversations Per day (SDR and AE)Listen to this one closely, as the episode is data rich and keeps coming at you every minute.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of Metrics that Measure Up, John Younger, Founder and Chief Collaborator at RecruiterShare shares his insights developed over his thirty-plus years of experience in all things talent acquisition.  Over his career, John has developed talent acquisition software for Bank of America, led recruiting for two divisions at BofA with over 16,000 employees, founded a recruiting company acquired by TriNet, founded an early leader in Recruitment Process Outsourcing that he sold in 2018, and now is the founder of RecruiterShare.In this wide-ranging conversation, we cover a wide variety of talent acquisition topics and metrics to measure hiring success.  Topics discussed include the three top talent acquisition metrics every SaaS company should track, including: 1) Days to Present the candidate hired; 2) Net Promoter Score for the recruiter and; 3) Business Impact the hired candidate delivers.Other items covered include the cost of a bad hire, the cost of a bad recruiter hire, and the Maslov's talent acquisition of value including the best fit candidate, the retention period of each new hire, and lastly the cost.  John discusses the cost of a "bad hire" versus the traditional metrics of "Cost Per Hire".See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of "Metrics that Measure Up, Amy Volas shares her insights and perspectives on the concepts of side hustles and personal brand building for B2B sales professionals.Amy has seen every side of this topic, as an Enterprise Sales professional, a sales leader, and the founder and CEO of Avenue Talent Partners, which specializes in the recruitment of B2B sales reps, managers, and executive leaders.Amy and Ray discuss multiple topics, and provide experience-based advice including: 1) why money is not and should not be the primary motivation for a career in B2B Sales; 2) the power of "NO" when helping a prospective customer evaluate your solution, and company as a partner; 3) why preparation, practice always precede performance; 4) personal brand or company brand, which is your primary responsibility - is it time for a gut check on your priorities and; 5) Be as an ambassador of your brand and your company's brand by performing in your role as Job 1!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of "Metrics that Measure Up", Andy Paul, the host of The Sales Enablement Podcast and Ray discuss how and if the modern B2B Seller is different today than yesterday.Topics covered include the motivation of sellers to serve their customers and help them make an informed purchase decision, or providing buyers unique insights into a new way of approaching a business process.Why quota may be an outdated concept, and even why a famous British economist's research shows that when a measure becomes a target, it loses its value as a measure...think QUOTA!!!Andy also shares the differences between a "manager" and a "coach" and why companies should consider investing in professional coaches to help sales professionals to deliver maximum output.  Within this discussion, we discuss the proven benefit of a positive mindset, why a functional organization may be outdated, and the possibility of instructing around customer acquisition, retention and growth versus sales, marketing and customer success.This episode is for anyone thinking about how to re-engineer the sales professional and accelerate revenue performance.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, Sahil Mansuri, the Founder and CEO of  Bravado, a network of over 70,000 sales professionals, discusses how yesterday's Quota and Compensation models are not relevant in today's, customer-centered world.Sahil shares his insights and perspectives on why sales compensation and quota setting needs to change.  These insights have been developed from his experiences as a top salesperson, VP of Sales, Founder/CEO, and early-stage investor. Topics covered include:Why is the average tenure of a salesperson < 12 months and a VP Sales < 8 months?Why do < 50% of sales professionals hit quota?What are the roles of Product, Marketing and Sales defined for optimal success?Has the level of specialization negatively impacted the customer experience?Are there just too many SaaS companies in each market segment?What role does the CEO play in ensuring the revenue plan is reasonable?See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of Metrics that Measure Up, our guest - Jason Reichl, CEO of Go Nimbly answers a wide variety of questions on the evolving function of Revenue Operations.Topics include why Revenue Operations should own their own quota number, how revenue operations will increase ARR Growth by 10% - 26%, and why Jason believes that Revenue Operations will be to customer experience and ARR growth what the Agile methodology was to software development and how lean manufacturing transformed the automotive industry.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers.Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally.Other topics include why your value proposition is just not enough and assuming that you understand the buyer journey is so dangerous.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Sales Development is a rapidly growing professional for early career professionals in the B2B SaaS industry.David Dulany, founder and CEO of Tenbound was an early industry thought leader for Sales Development in the SaaS Industry.In today's Metrics that Measure Up, David and Ray discuss findings from their recent research that highlights how the Sales Development function has changed since the initial impact of COVID-9See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

During the very first session of the Metrics than Measure Up podcast, Ben Murray - The SaaS CFO shares his insights and perspectives on the RevOps Squared KPI Framework and the Five First KPIs.Ben provides his feedback on how SaaS companies can take advantage of Key Performance Indicators like Rule of 40, CAC Ratio, Gross and Net Dollar Retention, Gross Margin, and Customer Lifetime Value to CAC to make smarter, more timely decisions.Come learn on when and how to use metrics that measure up to increase the Enterprise Value of your B2B SaaS company.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.