Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered
- 76% SDR not hitting quota
- 85% AE not hitting 75% of quota
Seriously folks. How the hell is this even remotely acceptable. It is unsustainable and creates dreadful conditions
EVERY KPI is wrong!
KPI correlation does not point to causation. We are misdefining MQLs, SQLs and making the conflict between marketing and sales.
Open your eyes, your ears and your mind. Ask better questions. Start with "Why are we doing things this way?", "Does it serve us today?", "How are we creating completely preventable problems?"
"This is how it's done!" is a completely unacceptable and toxic response.
Becc and I discuss what is objectively true. You probably won't enjoy this episode because you'll learn how you are double paying to slow down your buyer's journey.
Contact Becc via linkedin.com/in/beccholland-flipthescript
Website: https://www.flipthescript.co/
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Contact me on marcus@laughs-last.com
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Tag a founder, CRO, CMO, VP of Sales, VP of Marketing who is screwing the pooch with their metrics, how they compensate to drive away customers, churn salespeople and burn through managers
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