Home Advertise Contact Blog Advertiser Login RSS
Newsletter Signup

Your Free Business Opportunity Resource Is Easy To Use
Home-Based Businesses
Choosing a Business Opportunity Growth and Profit Marketing and Sales
Plans and Goals Running Your Own Business Start-Up
Working From Home Entrepreneur Exchange Feature Articles
Opportunity Community Opportunity Focus In The News

Free Lead Generation is a hot topic these days since many pay a pretty penny per portal to generate leads to increase ROI.

Free Lead Generation is part of any markets platform.  It is important to note that this November was 'nutty' for lack of a better word.  The purpose of this blog post...

Small Business Media and tapping into that vein can be a tricky and somewhat slippery slope unless you know some tricks of the trade.  Getting your message in front of the right audience is often the key to success.  So, where are the keys to the kingdom you ask and how can you get your hands on...

Entrepreneurs' Day 2016 on the 15th was outshined by politics, climate change discussions and so much more.  That is a real shame since small business is the backbone of this Country.

Entrepreneurs' Day - In my world it is Entrepreneurs' Day every day! I think, sleep and breath Entreprenuership...

Sponsors

Paid2Save Click or Call Bill Toth (716) 345-1888
If you could Travel more, Have Fun, and get Paid doing it, would you want to know more about it?
How Many Leads Does It Take To Close A Sale?
This Article is now live on our blog and I know could be very insightful for many. Read On
The Ideal Length of Everything Online, Including Social Media Posts
When one of your busiest marketing channels limits you to 140 characters, you know that the internet sets its own rules.
I Want To Buy a Business Opportunity or Franchise
Who are the types of people who buy a business opportunity or small franchise? According to people in... Read on
 
Resource Center > Article
Use Velocity Metrics To Amp Sales
8 Mar 15 Posted by: Kevin James Culp
in Opportunity Community
Share this Article:

This post is one to read and take notes because it could change how you sell or how your team sells. What is a ‘Metric” any way and what the heck is a ‘Velocity Metric’ moreover?
A Metric: *Greek metrikē, from feminine of metrikos in meter, by measure, from metron measure. Basically, Velocity is the meter of the throughput of an agile team or singular persons per iteration. Velocity is actually the rate at which a team or a singular person delivers value. More specifically, it is the number of estimated units (typically in dollar figures) a team delivers in iteration of a given length and in accordance with a given definition of “done”. So in the case, using online business opportunity sales as an example, size is estimated by the team member number, velocity is measured, and duration is derived. Then my friends you can calculate your Velocity Metrics now that you understand what the term is designed to mean in this context.Use Velocity Metrics To Amp Sales

The world is an ever-growing, big data sucking, sales hungry cauldron and one that we all know that when performance is measured­–performance usually improves. Here are a few Velocity Metrics to help you gain some sales traction using some new techniques such as sales iterations vs. sales performance = measure of a Velocity Metric. One note: make sure to measure what differs from the same increments of times past. If you don't know where you’ve been or what your numbers where before you start this it will be difficult to see exact gains to drive even better results in the months to come as you refine this method of sales tactics.


  1. Speed – answer your leads as fast as possible. I suggested a first call invite too via email to possible spark their interest.

  2. A study was done recently that I’m remiss to quote, but in it states that most sales are done on the 8th to 12th calls / contacts. Stay persistent as all get out, and remember there is a difference between consistency and calling / emailing too much. Overkill will hurt your sales chances every time so make sure you have a system in use to know how many times you have contacted such and such. Any good CRM can track this data for you.

  3. If you are a one-man show this will not apply to you. If you have sales help or appointment setters try to take more “hot transfers” and see if you can speed up connections made. Each time you have to reconnect with someone the harder it is to sell him or her. A hot transfer can solve this issue and get them into the sales funnel faster.

  4. What is the length is your existing sales cycle right now? Take note of that metric and turn it into a Velocity Metric and see if you can speed it up with each cycle you choose. It could be monthly, weekly, daily or even hourly.

  5. Last, know that Wednesday’s and Thursday’s are the best days of the week for phone work. Try to make the most of those two days of the week live on the phone and other days planning.


When a team is new, it usually takes 3-4 iterations for its velocity to stabilize at a consistent level. Initially, then, velocity must be estimated, and then adjusted at the beginning of each subsequent iteration as the team’s actual 'Velocity' emerges. One important consideration is that velocity is a team-specific measure.

 

Carpe Diem My Friends


 

Sources: Kenneth Krogue, President and Co-founder of InsideSales.com, Kevin James Culp, President of The Brickell Media Group, LLC, *Merriam-Webster Online Dictionary copyright © 2015 by Merriam-Webster, Incorporated

Related Blog Posts
5 Oct 16 Posted by: Kevin James Culp
in Opportunity Community

Accelerating Growth - Andy Birol, author of the successful Five Catalysts of Seven Figure Growth, continues his help for struggling companies with this guide. Here the focus is on finding ways to speed up the expansion phase of your business. Accelerating Your Growth: Insights and Examples for Exploiting...

2 Sep 16 Posted by: Kevin James Culp
in Opportunity Community

Book Review of The Small B!G - Are you trying to change the choices people make, get them to alter their behavior in some way? And having very little luck?

Then The Small B!G: Small Changes That Spark Big Influence is the book for you. In 52 short chapters, the experts explain actionable,...
2 Aug 16 Posted by: Kevin James Culp
in Opportunity Community

Getting More Out Of Life: Buying Getting More: How You Can Negotiate to Succeed in Work and Life was an easy choice. When you read that Google used it to train 30,000 employees, you gotta figure it’s got something going for it. I’m always on the lookout for helpful books and negotiation...

3 Apr 16 Posted by: Kevin James Culp
in Opportunity Community

The Richest Man in Babylon is a book by George Samuel Clason which dispenses financial advice through a collection of parables set in ancient Babylon.

"Acclaimed as the greatest of all inspirational works on the subject of thrift and financial planning, these...

1 Feb 16 Posted by: Kevin James Culp
in Opportunity Community
 
   

SocialXpand Business Opportunity Interview w/ Brian Weiss was for me a new way to learn from a customer and whom I consider a friend in the industry.

I've had the opportunity to work for a while now with Brian Weiss who is the Director of Sales for the
Video Spotlight

If you could Travel more, Have Fun, and get Paid doing it, would you want to know more about it?

Premium Sponsor