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Sales Models, Metrics, and Motions Blog

4 Outbound Prospecting Metrics You Should Know [New Research]

by Matt Bertuzzi on Tue, Sep 24, 2013

I am unbelievably excited to release Issue #2 of the Outbound Index.

My partner in crime Pete Gracey & I have spent the last few weeks cranking away on our set of transactional CRM data to bring you an answer to the eternal question:

If my Outbound Prospectors target 1000 accounts this quarter, how many opportunities will they put into the Sales Organization's pipeline?

For the entire story, download the full report. But briefly, I want to highlight four items that jumped out at me.

4 Outbound Metrics You Should Know

1) Year over year, the state of Outbound Prospecting has improved dramatically – up 35%.

(page 15)  Tweet this stat –or- Share on LinkedIn

2) Prospects are picking up the phone! Reach Rate is up 36% from 2012 lows.

(page 17)  Tweet this stat –or-  Share on LinkedIn

3) Calling the C-suite? YOU SHOULD BE! Year-over-year, CxO reach rate is up 40%.

(page 26)  Tweet this stat –or- Share on LinkedIn

4) Outbound Index 'bull' & 'bear' technologies. Bull: Sales & Mark. Bear: ERP/CRM.

(page 22) Tweet this stat –or- Share on LinkedIn

The point of all this isn’t to throw numbers at you, but to get you thinking about how to measure, benchmark, and manage your own Outbound efforts

Pete & I look forward to your feedback and to helping you create your own Outbound Index. So have at it!

[Click for full size image]

The Outbound Index

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Topics: lead generation, metrics, sales techniques

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