# Know Your Numbers Redux - Sales Influence Podcast - SIP 613

Page: https://stenobird.com/podcast/sales-influence-podcast-912263/know-your-numbers-redux-sales-influence-podcast-sip-613
Text version: https://stenobird.com/podcast/sales-influence-podcast-912263/know-your-numbers-redux-sales-influence-podcast-sip-613.md
Podcast: [Sales Influence Podcast](https://stenobird.com/podcast/sales-influence-podcast-912263)
Published: 2026-04-22T22:00:00+00:00
Episode link: https://salesinfluence.libsyn.com/know-your-numbers-redux-sales-influence-podcast-sip-613
Audio file: https://traffic.libsyn.com/secure/salesinfluence/know_your_numbers_redux.m4a?dest-id=410017
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JSON: https://stenobird.com/v1/public/podcasts/sales-influence-podcast-912263/episodes/know-your-numbers-redux-sales-influence-podcast-sip-613
Duration seconds: 623

## Resource

Sales Professional Fundamentals Master five core metrics to establish credibility: quota , pipeline deals , close/win rate , average deal size , and sales cycle length - knowing these numbers enables data-driven conversations and positions you as a trusted advisor rather than just a vendor. Competitive Intelligence Framework Create a visual competitor map with price on vertical axis and product/competitor on horizontal axis to identify your market position and enable persuasive conversations about where your offering stands relative to alternatives. When customers claim lower competitor pricing , use detailed knowledge of specifications and value differences to demonstrate why it's not an apples-to-apples comparison and justify your pricing through specific feature breakdowns. Market Expertise Development Understanding industry and market norms allows you to gauge customer performance against benchmarks and identify improvement opportunities - if customers don't know their own numbers, it reveals their lack of business understanding. Top salespeople master three dimensions : personal numbers (own metrics), customer numbers (client performance), and market numbers (industry benchmarks) - this comprehensive knowledge allows them to effectively guide the sale as trusted advisors .

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## Transcript

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