8 marketing metrics you should know stone cold but probably don't

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8 Marketing MetricsYou Should Know Stone Cold

(but probably don’t) Before You Manage a Business, of any size

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1. How Many Marketing Tactics Should You Use?

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2. Which Marketing Tactics Should You Use?

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Which Marketing Tactics Should You Use?

http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

Display Advertising

Content Marketing

Email Marketing

Marketing Automation

Website Costs

Other / New Lead Gen

Social Marketing

SEO

0% 5% 10% 15% 20% 25%

Typical Optimized Digital Marketing Budget Al-locations

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Which Marketing Tactics Should You Use?Example: The Metrics for Top 5% Outbound Phone Reps

Daily Weekly Monthly Yearly

Dials 120 604 12,080 144,960

Conversations 4 21 420 5040

Meetings 1.3 6.7 134 1608

http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

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Which Marketing Tactics Should You Use?Example: Social & SEM Conversion Rates

http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

Facebook CTR

Linkedin CTR

Mobile Banner Ads CTR

Google Display Network CTR

Google Adwords CTR

Form Submits from Social Media

Linkedin Conv. Rate

Twitter Conv. Rate

Facebook Conv Rate

0.00% 1.00% 2.00% 3.00% 4.00% 5.00% 6.00% 7.00%

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Which Marketing Tactics Should You Use?Example: Social & SEM Conversion Rates

http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

Facebook CTR

Linkedin CTR

Mobile Banner Ads CTR

Google Display Network CTR

Google Adwords CTR

Form Submits from Social Media

Linkedin Conv. Rate

Twitter Conv. Rate

Facebook Conv Rate

0.00% 1.00% 2.00% 3.00% 4.00% 5.00% 6.00% 7.00%

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Which Marketing Tactics Should You Use?

http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

Dial Attempts to Connect

Dials to Conversation

Dials to Conversation (w/ Senior Exec)

Conversations to Appointment

0 5 10 15 20 25 30 35

Example: Calls It Takes to Get An Ap-pointment

Series1

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Which Marketing Tactics Should You Use?

http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

Open Rate (Purchased List)

Open Rate (Prospects)

Open Rate (Customers)

Click Thru Rate (Prospects)

Click Thru Rate (Customers)

0% 5% 10% 15% 20% 25% 30% 35% 40% 45%

Example: Email Conversion Rates

Series1

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Daily Weekly Monthly Yearly

Dials 120 604 12,080 144,960

Conversations 4 21 420 5040

Meetings 1.3 6.7 134 1608

http://blog.vorsightbp.com/top-5-percent-outbound-prospecting-and-cold-calling-metrics-how-many-calls-should-i-make-a-day

Which Marketing Tactics Should You Use?Example: Best Practices of Top Performing Outbound Sales

Development Reps.

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3. How Much Does It Cost To Generate a Lead

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4. How Quickly Should You Follow up On Leads?

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5. How Much Work Does It Take to Get a Sale?

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http://www.insidesales.com/insider/inside-sales-best-practices/be-pleasantly-persistent/

Average sale takes a total of between 8 & 12 calls to close, including the calls to set the appointment.

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How Much Work Does it Take to Get a Sale?

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6. What % of Leads Should Close

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https://www.implisit.com/downloads/B2B-Benchmarks-eBook.pdf

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7. How Long Does It Take To Close a Sale?

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8. What Are the Total Customer Acquisition Costs for You and Your Industry?

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By Size, Specialty and Location

4Q 2015

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