From the course: Data-Driven Prospecting for Business Development
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Measure effectiveness of data-driven initiatives
From the course: Data-Driven Prospecting for Business Development
Measure effectiveness of data-driven initiatives
Neil Rackman wrote in his book SPIN Selling, “Today we live in an age that has lost the exuberance of the great nineteenth century scientific investigators. Measurement, proof and careful testing don't generate the same excitement that they did in the golden age of science.” In my experience, the scientific method is often avoided in sales due to the fear of failure or a missing sales quota. Change can feel scary, and it might not feel safe to push the status quo. So how do you know if the methods you learn in this course truly lead to effective prospecting strategies? In this lesson, you will learn key metrics to track and the method to follow so that you are able to properly assess data and refine the effectiveness of your prospecting strategies. To start a new experiment, first, you have to understand what has worked previously. Before the stages “closed won” or “closed lost,” there was a journey that the prospect followed in order to get to this point. Start by digging into these…
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