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23 July 2008


Jeff Blackwell

You've brought up an important distinction about prospects Ryck. Hopefully those reading will take your advice.



And these same ideas need to be applied to your marketing programs and web site. Metrics, metrics, metrics. You should be monitoring this at least once a week, not only for downsides, but sudden spikes in activity. What caused them? Can you do it again.

Ryck Marciniak

Bruce, you are absolutely right that the measurement piece is vital. You need to continually be measuring your actitivities. The other piece which is equally important is the analysis. If the conversion rate from prospect to customer is only 20%, then why are 80% rejecting the value proposition and presentation. Although sometimes laborious, understanding the why's will only help in improving sales efficiency and effectiveness.

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