1. Create a Framework That Guarantees Lead Progression
New lead The connect stage The discovery stage The opportunity stage
2. Analyze and Pivot Based on Patterns of Data
Website Analytics: Which pages are your leads visiting most often on your website? How much time are leads spending on the site? Taking these metrics into account and adjusting your website appearance and functionality based on your website analytics will help you measure the performance of your landing pages, and insight on what is going to keep your lead on the site, and move them towards a conversion.
Call Tracking: What times of days are best to make prospecting calls? How many calls should a sales rep make before the prospect is expected to move to the next lead stage? Closely monitoring call tracking statistics such as these will help your sales reps pivot their strategy and ensure their call strategy focuses on conversions.
Email Statistics: When are prospects opening your emails? What is the CTR (click-through-rate) of your emails? Email marketing is an imperative element of any sales strategy. Use a marketing automation software (You can learn more about Kommo's marketing automation capabilities here) to pull weekly reports to track metrics for all emails sent to ensure you are not only sending relevant content to your prospects but that they are sending at the most optimal time of day. For example, if you are getting a low open rate for specific emails, this could be attributed to a weak subject line. Try A/B testing different subject lines to determine which subject lines yield a higher open rate.