5 Strategically Significant Benefits of Full-Funnel Revenue Analytics
Many companies' Go-to-Market (GTM) reporting and analytics are disconnected between the top-of-funnel and the bottom-of-funnel.
1 min read
scaleMatters
July 14, 2021
Once you start capturing what your prospects are saying using a conversation intelligence tool like Gong.io, you’ll want to structure this data so it’s useful for optimizing marketing messaging, sales pitches, and product roadmaps.
If you think of a typical sales call, it usually involves some time for discovery about the prospect’s current situation and their goals. Then, the call incorporates a presentation or demonstration of how a given solution can help solve the prospect’s challenges.
Throughout these calls, there is valuable give and take, questions and answers, and objections and counter-objections that all combine for an absolute gold mine of data (known as Voice of Prospect data).
When you’re systematically capturing Voice of Prospect data, we recommend gathering, organizing, and analyzing your data in following nine categories:
When you structure your VoP data, you’ll be able to apply your learnings to marketing, sales, and product development:
Many companies' Go-to-Market (GTM) reporting and analytics are disconnected between the top-of-funnel and the bottom-of-funnel.
How the quest for simplification drove ignorance (not dissimilar to politics) Lifetime Value / Customer Acquisition Costs (LTV/CAC) has long been a...
Go-To-Market strategy is a crucial part of any business, as it helps organizations to reach their target customers and generate revenue. It involves...