Becc Holland: Why Is Every KPI In Sales And Marketing WRONG!?

2021-08-12

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 ...

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/

Contact me on marcus@laughs-last.com

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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