8 marketing metrics you should know stone cold but probably don't

1. 8 Marketing Metrics
You Should Know Stone Cold
(but probably don’t) Before You Manage a
Business, of any size
Marketingtechstack.com
Get There Faster
1

2. Marketingtechstack.com
Get There Faster
1. How Many Marketing Tactics Should You
Use?
2

3. Marketingtechstack.com
Get There Faster
2. Which Marketing Tactics Should You Use?
3

4. Marketingtechstack.com
Get There Faster
Which Marketing Tactics Should You Use?
4
http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf
0% 5% 10% 15% 20% 25%
Display Advertising
Content Marketing
Email Marketing
Marketing Automation
Website Costs
Other / New Lead Gen
Social Marketing
SEO
Typical Optimized Digital Marketing Budget
Allocations

5. Marketingtechstack.com
Get There Faster
Which Marketing Tactics Should You Use?
Example: The Metrics for Top 5% Outbound Phone Reps
5
Daily Weekly Monthly Yearly
Dials 120 604 12,080 144,960
Conversations 4 21 420 5040
Meetings 1.3 6.7 134 1608
http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf

6. Marketingtechstack.com
Get There Faster
Which Marketing Tactics Should You Use?
Example: Social & SEM Conversion Rates
6
http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf
0.00% 1.00% 2.00% 3.00% 4.00% 5.00% 6.00% 7.00%
Facebook CTR
Linkedin CTR
Mobile Banner Ads CTR
Google Display Network CTR
Google Adwords CTR
Form Submits from Social Media
Linkedin Conv. Rate
Twitter Conv. Rate
Facebook Conv Rate

7. Marketingtechstack.com
Get There Faster
Which Marketing Tactics Should You Use?
Example: Social & SEM Conversion Rates
7
http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf
0.00% 1.00% 2.00% 3.00% 4.00% 5.00% 6.00% 7.00%
Facebook CTR
Linkedin CTR
Mobile Banner Ads CTR
Google Display Network CTR
Google Adwords CTR
Form Submits from Social Media
Linkedin Conv. Rate
Twitter Conv. Rate
Facebook Conv Rate

8. Marketingtechstack.com
Get There Faster
Which Marketing Tactics Should You Use?
8
http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf
0 5 10 15 20 25 30 35
Dial Attempts to Connect
Dials to Conversation
Dials to Conversation (w/ Senior Exec)
Conversations to Appointment
Example: Calls It Takes to Get An Appointment
Series1

9. Marketingtechstack.com
Get There Faster
Which Marketing Tactics Should You Use?
9
http://www.insightpartners.com/assets/Uploads/Marketing-Periodic-Table-with-Glossary-1027.pdf
0% 5% 10% 15% 20% 25% 30% 35% 40% 45%
Open Rate (Purchased List)
Open Rate (Prospects)
Open Rate (Customers)
Click Thru Rate (Prospects)
Click Thru Rate (Customers)
Example: Email Conversion Rates
Series1

10. Marketingtechstack.com
Get There Faster
10
Daily Weekly Monthly Yearly
Dials 120 604 12,080 144,960
Conversations 4 21 420 5040
Meetings 1.3 6.7 134 1608
http://blog.vorsightbp.com/top-5-percent-outbound-prospecting-and-cold-calling-metrics-how-many-calls-should-i-make-a-
day
Which Marketing Tactics Should You Use?
Example: Best Practices of Top Performing Outbound Sales
Development Reps.

11. Marketingtechstack.com
Get There Faster
3. How Much Does It Cost To Generate a Lead
11

12. Marketingtechstack.com
Get There Faster
4. How Quickly Should You Follow up On
Leads?
12

13. 5. How Much Work Does It Take to Get a
Sale?
Marketingtechstack.com
Get There Faster
13
http://www.insidesales.com/insider/inside-
sales-best-practices/be-pleasantly-persistent/
Average sale takes
a total of between
8 & 12 calls to
close, including the
calls to set the
appointment.

14. Marketingtechstack.com
Get There Faster
How Much Work Does it Take to Get a Sale?
14

15. 6. What % of Leads Should Close
Marketingtechstack.com
Get There Faster
15
https://www.implisit.com/downloads/B2B-
Benchmarks-eBook.pdf

16. Marketingtechstack.com
Get There Faster
7. How Long Does It Take To Close a Sale?
16

17. Marketingtechstack.com
Get There Faster
8. What Are the Total Customer Acquisition
Costs for You and Your Industry?
17

18. www.marketingtechstack.com
By Size, Specialty and Location
4Q 2015
Critical Mission Partners
Get There Faster
18
Thank You