Today we present you some metrics to monitor 5 Stats to business growth, but these are not the usual metrics.
We will delve into five very important ones that are perhaps less immediate than classic indicators such as the number of visitors to the site, the origins of traffic or the email opening rate, but which are really useful for b2b.
Find out what they are by continuing to read the article!
What does it take to ensure business growth?
From a marketing perspective , organic traffic email list to the company website and an increase in generated leads are needed. From a sales force perspective , the essential elements are new customers and their retention .
However, company growth does not only correspond to an increase in turnover .
Let’s see what are the five parameters to monitor to orient the strategy towards obtaining results.
1. Pipeline speed
Pipeline velocity is the rate at which contacts be able to send as many emails as progress through the buying journey , whether or not it ends in success. It is one of the most popular metrics, because it shows how quickly leads are turning into customers .
PipelineFor the purposes of business growth , what is really relevant in this parameter is the variation of the number over time, rather than the data itself.
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The equation is:
number of leads likely to purchase (sales-qualified leads) in the pipeline
multiplied by
the overall success rate of the clean email sales department
multiplied by
the average sales amount (in euros)
divided by
The current sales cycle (in number of days)
Using this formula, the result will be an estimate of the revenue coming from the pipeline each day. The higher the number, the better the pipeline velocity.
Furthermore, this metric is very useful for aligning marketing and sales , creating a sales-oriented marketing department aimed at increasing revenue .
2. Number of sales qualified leads
Sales-qualified lead (SQL) is the term we use to refer to contacts who are ready to speak to a salesperson.
