Measure Sales Success - KPIs

B2B Buyer Loyalty: Measuring and Tracking Success

When my kids were young, I was constantly monitoring their growth. After each well child checkup with the pediatrician, I’d compare their height, weight, and body mass index (BMI) to those of their peers in government growth charts. Were they growing too fast? Too slow? Just right?

Height, weight, and BMI are all good indicators of childhood health. But what about businesses? How can they ensure they’re progressing at a healthy rate as well?

Organizational KPIs

Measuring Key Performance IndicatorsKey Performance Indicators, or KPIs, provide a set of metrics for organizational health. Firms measure success in different ways, including revenue growth, profitability, customer retention, and loyalty. KPIs provide quantitative measurements companies and industries can use to gauge their performance and determine if they’re meeting critical business objectives. Often, organizations use a variety of KPIs for performance measurement.

Choosing the right Key Performance Indicators is important because doing so allows managers to gather the right kinds of feedback, helping to ensure their businesses are healthy and successful. KPIs must reflect the company’s goals—typically over the long term—and must be key to the organization’s success. At Primary Intelligence, KPIs are used in Win Loss programs to determine respondent attitudes toward product quality, recommendation likelihood, and future business likelihood.

Recent KPI Research Findings

Primary Intelligence recently released a new industry study that examines buyer feedback related to KPIs. The new report, entitled, “B2B Buyer Loyalty: How a Sales Engagement Can Influence Product Perceptions, Referrals, and Future Business,” reveals that:

Leveraging Key Performance Indicators

Leverage Key Performance IndicatorsPrimary Intelligence offers the following strategies for leveraging Key Performance Indicators when selling into competitive B2B markets:

  • Ensure you’re collecting ongoing feedback about your firm’s product or service quality.
  • Determine what capabilities will make your solution stand out from competitors’ offerings.
  • Position your firm broadly—through a multi-channel outreach strategy—as an industry thought leader.
  • Leverage reference accounts by curating content through case studies, video testimonials, and widely attended industry events.
  • Use “drip” and nurture campaigns to stay top-of-mind with buyers and prospects for future business opportunities.
  • Keep buyers appraised of new product updates and releases to generate interest in future business with your firm.

Just as we need to keep our kids healthy, we must also keep our businesses healthy. Using KPIs to measure ongoing success helps to ensure we achieve these goals.

What experiences have you had with tracking and analyzing Key Performance Indicators in your business and industry? Share your thoughts below!

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Primary Intelligence
Primary Intelligence delivers outcomes for B2B marketing, sales, and product leaders, guiding clients on ways to win more deals and retain more revenue through Win Loss Analysis and Customer Experience Analysis. Primary Intelligence speaks directly to buyers and sellers to uncover insights, root causes, and the path to improvement. Expert consultants initiate transformation in Fortune 500 companies, including 6 of the Fortune 20.

Primary Intelligence enables hundreds of clients across more than 30 industries to hear the voice of their buyers. It’s all possible thanks to our TruVoice software, proven methodologies, and exceptional people.
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