Nick Feeney
Associate Vice President, Enterprise & Strategic Sales, MURAL
Content
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
As mentioned earlier, KPIs vary depending on the business and teams specifically. Below are a few metrics that I find businesses neglect to prioritize: * Employee satisfaction * Retention * Burnout and mental health are critical topics managers should be maniacally focused on * ......Read More
375 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product led growth that funnels your NRR (Net Revenue Retention) to feed your MRR (Monthly Recurring Revenue) that feeds your ARR (Annual Recurring Revenue). Some of my go-to self-serve product metrics are the......Read More
358 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
OKRs can vary depending on how your specific business and team are measured. It is crucial to first understand what the business OKRs are before you can be prescriptive in delineating key objectives to your respective team. Team metrics: * Data trends - SCL, ACV, WR + pipeline (3x) * Day......Read More
338 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
Moving up-market is no easy task. It adds a great deal of complexity, precision, and requires more people, processes, workflows, and technologies to do it effectively. This initiative must be done company wide and has to address the ongoing challenges that your target (or evolving/new target) ......Read More
333 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
You should own every single KPI that impacts revenue. As a seller or leader, you need to ask yourself which KPIs influence your ability to overattain. For example, do you know the top 5 reasons why you lose deals? Are you able to work with enablement to create collateral on how to get ahead of......Read More
318 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
Your process should be dependent on your targets: * Are you focused on new logo acquisition vs. expansion? * Is your goal to drive more revenue through self-serve as you go up market? * How are you holding the team accountable? What metrics is most important to them (how they get paid)? *......Read More
312 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
“SMART” goals; they’re simple and effective: * Specific * Measurable * Achievable * Relevant * Time-Bound This is a classic way to hold yourself accountable with realistic outcomes. When I think about revenue, I challenge sellers and leaders to lead with data. Based on historical revenu......Read More
281 Views
Nick Feeney
MURAL Associate Vice President, Enterprise & Strategic Sales • March 9
I think about this in two ways: 1. Vanity metrics 2. Key business metrics * Activity: Leaders should care less about the mass quantity of emails and calls and focus more on quality and conversion rates. How and why did someone respond should take priority vs. how many voicemails did yo......Read More
276 Views
Credentials & Highlights
Associate Vice President, Enterprise & Strategic Sales at MURAL
Sales AMA Contributor
Top 10 Sales Contributor
Knows About Influencing the C-Suite, Discovery Tactics, Negotiation Tactics, Sales KPIs, Deal Str......more