| Metrics Driven Sales Model | January 24, 2007 |
Tien Tzuo
|
Salesforce.com |
Entrepreneurial Thought Leaders Lecture |
| Views: 2253 |
|
| Video 7 of 8 from this talk |
- 05:19Strategy for Creating Customer Awareness
- 02:23Free Trial Product Model
- 03:51Contemporary Design for Complex Products
- 07:49Sales Model for the Enterprise Software Industry
- 02:40Importance of Events in the Software Industry
- 04:22Focusing on Post Sales Experience
- 01:35Metrics Driven Sales Model
- 04:17Facing Competition: Creating a Barrier to Entry
Description
Tzuo believes that as a company grows in revenue and complexity, it is important to have a metrics driven sales model. Factors such as the number of people visiting the company's website, effectiveness of search engine marketing, qualification rates, close rates and average size of deals are all important metrics which help in building a baseline. Tweaking these metrics can improve results and lead to a deeper understanding of the market, he adds.
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