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How To Make Sales Predictable with These Simple Metrics
Manage episode 523306756 series 3579441
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00:00 – Why most sales managers cap out
00:28 – Introduction
00:48 – Metric 1: Total ad spend (top of funnel)
01:31 – Why close rate isn’t the real lever
01:34 – Metric 2: Total leads generated
01:46 – Metric 3: Percentage of bad data
02:47 – Fixing bad data (verification, forms, authentication)
02:50 – Metric 4: Connected-to-set ratio
03:23 – Speed-to-lead: calling in the first 5 minutes
03:45 – Day 1–3 call cadence (10 attempts rule)
04:00 – Metric 5: Outbound touch density
04:50 – Metric 6: Connect rate percentage
05:46 – Metric 7: Lead-to-booking (outbound)
06:42 – Metric 8: Lead-to-booking (inbound)
07:06 – Metric 9: Lead-to-booking (overall)
07:41 – Metric 10: Discovery call show rate
08:12 – Metric 11: Discovery → closing call percentage
08:40 – Metric 12: Offer percentage
09:04 – Metric 13: Closing percentage
09:53 – How brand affects close rate
09:53 – Metric 14: Average sale price / dollar per call
10:16 – Metric 15: Cash-to-revenue percentage
10:56 – How to use these metrics
11:21 – Get the full playbook inside the free community
Chapters
1. Why most sales managers cap out (00:00:00)
2. Introduction (00:00:28)
3. Metric 1: Total ad spend (top of funnel) (00:00:48)
4. Why close rate isn’t the real lever (00:01:31)
5. Metric 2: Total leads generated (00:01:34)
6. Metric 3: Percentage of bad data (00:01:46)
7. Fixing bad data (verification, forms, authentication) (00:02:47)
8. Metric 4: Connected-to-set ratio (00:02:50)
9. Speed-to-lead: calling in the first 5 minutes (00:03:23)
10. Day 1–3 call cadence (10 attempts rule) (00:03:45)
11. Metric 5: Outbound touch density (00:04:00)
12. Metric 6: Connect rate percentage (00:04:50)
13. Metric 7: Lead-to-booking (outbound) (00:05:46)
14. Metric 8: Lead-to-booking (inbound) (00:06:42)
15. Metric 9: Lead-to-booking (overall) (00:07:06)
16. Metric 10: Discovery call show rate (00:07:41)
17. Metric 11: Discovery → closing call percentage (00:08:12)
18. Metric 12: Offer percentage (00:08:40)
19. Metric 13: Closing percentage (00:09:04)
20. How brand affects close rate (00:09:53)
21. Metric 15: Cash-to-revenue percentage (00:10:16)
22. How to use these metrics (00:10:56)
23. Get the full playbook inside the free community (00:11:21)
136 episodes
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