B2B Marketing SIG
Topic: Sales Metrics that Matter to Marketing
Facilitator: Steve Farfsing, Partner, 6Gates LLC
Sales increased by 25% by changing the number of times a salesperson calls on a prospect, less not more. True story.
Are you measuring after the lead is generated or before? After the sale is there an open and honest evaluation of the effort? If more metrics are desired, what will be done with the information?
The group will learn, share and discuss which measurements of sales activities are important. There will be examples of metrics for both Inside Sales and Outside Sales.
Steve Farfsing, partner in 6Gates LLC, has a strong background in Marketing, Sales, and Sales Training. As co-founder and partner of ProspectStream software and owner and founder of RevenueStream Caribe call center (a Caribbean based call center), Steve teaches people at all levels, in both sales and marketing organizations, to think differently about how people perform and achieve results. He has also developed proprietary processes including the OPEN Prospecting System, the CPN questioning model, and strategies for every aspect of cold calling/business development. His focus is on performance improvements, best practices implementation, knowledge base management, accelerated learning, process improvement, accelerating business growth, improving sales management and analytics, and the success rate of sales people.
About this SIG: Provides relevant and timely B2B resources, insights, and interaction to an ever-expanding group of attendees in a collegial, real-world, problem-solving environment. Meetings are held on the 3rd Thursday of the month.
Members – Free!
Guests – $15
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