We also recommend separating cold and warm mechanics , because they have

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In B2B it includes the following stages:

leads;
qualified leads;
briefing/need identification;
commercial proposal (CP);
contract;
payment;
resale.
It is often considered that the CP is the most important stage, but if you look more globally, it is worth highlighting three more stages, which, as practice shows, should also be given the greatest attention:

leads . It is necessary to quickly respond to a person so that he does not look for an alternative to you among the offers of competitors. Automation will help;
Briefing/Needs identification . You can send an automated survey that both qualifies leads and identifies their needs. For example, knowing them in advance will help the sales department better prepare for a face-to-face meeting;
first deal .
What indicators to pay special attention to
We recommend tracking the following metrics:

conversions by products . If you have many directions by industry, analyze, maybe some products/services do not need digital promotion;
channels/sources ;
cold/warm funnels to make the right key decisions;
the work of managers .
It is also necessary to conduct cohort analysis to understand in which month the most interesting clients arrived and to determine the reason for the declines and improvements. Cohort analysis helps to find out and make a retrospective, which clients and hypotheses lead not only to the first purchases, but also to a long LTV:


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Image from the author's archive

As you can see from the table, 5 clients came in January and 5 in August, but the LTV of those in August is higher.

We also recommend studying the dynamics of the check for each client : is there a noticeable increase, was there a discount, is there an opportunity to increase.


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An example of such dynamics. Image from the author's archive

If you pass leads to partners , it is worth tracking their saudi arabia consumer email list conversion as well. For example, our agency passes irrelevant leads, mainly B2C companies, to colleagues.


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Image from the author's archive

Feedback helps to assess the situation, and in case of a negative response, it is worth informing the partner about the failure in the sales process or changing it.

:

different conversion;
different sales technologies;
different funnel (number of stages, related tasks);
In cold mechanics there should be a higher degree of automation, because there are more routine tasks. For example, so that the client receives a reminder about an upcoming meeting.