- Cover
- Cover
- Introduction
- Part 1: Getting Started with Winning New Business
- Part 2: Planning for New Business
- Part 3: Making New Business Happen
- Part 4: Rainmaking: Developing a Constant Stream of New Business
- Part 5: The Part of Tens
- Chapter 22: Ten Key Metrics to Watch
- Initial Decision Maker Contact (IDMC)
- Subsequent Decision Maker Contact (SDMC)
- Qualification Key Stage Three (a.k.a. MCPQ)
- Qualification Key Stage Four (a.k.a. RPBT)
- Qualified Pipeline Value
- Conversion Ratio of Suspects to Qualified Prospects
- Touch Points
- New Prospect Identification
- Ratio of IDMC to SDMC
- Close Ratio
- Chapter 23: Ten Prospecting Resources
- Chapter 22: Ten Key Metrics to Watch
- About the Author
- Advertisement Page
- Connect with Dummies
- End User License Agreement
Part 5
The Part of Tens
IN THIS PART …
Understand your ten key metrics and why they’re so important.
Identify and use ten important prospecting resources.
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