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How do you think about shared KPI’s with your demand generation? And what are ones that sales teams often miss?

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3 Answers
Scaling a Sales Team
  1. Eric Martin
    Eric Martin

    Vanta Head Of Sales • 2y

    Great question. The way that we've thought about shared KPIs has evolved over the years, and continues to evolve, as I think is true of most companies. One of our mottos here at Vanta is to "never win alone" and that also applies to all things demand generation. While we can cut the data a hundred ways, sales and marketing are still very much on "the same team" and hitting the company pipeline goal trumps everything else. As for which KPIs sales teams often miss, it depends. I've been at compani ...Read More

    1,473 Views
  2. Katie Harkins
    Katie Harkins

    Glide VP of Sales • 2y

    I love shared KPIs with Demand Generation. We're all on the same team. If marketing doesn't bring in the leads, sales teams are turning to outbounding which elongates sales cycles. I see the sales team missing content creation on assets that don't yet exist to handle objections within the sales cycle. Take your top 10 objections, partner with your Demand Generation team and create blog posts or one pager PDFs to address the objections and provide best practices to your prospects. They're looking ...Read More

    1,287 Views
  3. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    When it comes to shared KPIs with demand generation, the approach can vary depending on the maturity of the company. Here’s how I think about it: Early-Stage Companies: Focus on Quality Over Quantity Content Quality and Professional Outreach: In the early stages of a company, the key focus should be on the quality of content and outreach. The goal is to ensure that your SDRs (Sales Development Representatives) are delivering professional, world-class communications across all channels—whether it ...Read More

    547 Views

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