Okta Director of Product Marketing, Okta Platform • 2mo
The metric many PMMs overlook is whether sales reps actually use the messaging without being told to. Pipeline numbers matter, but adoption is the leading indicator. Here's what we've focused on effectively: Sales adoption: Pull 10 random Gong calls per month and tag whether reps are using the new messaging verbatim, paraphrasing it, or ignoring it entirely. Ignoring it is your real problem, not the funnel Customer echo: In win/loss interviews, count how often customers use your exact phrases ba ...Read More
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