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Marketing KPI's: What KPI’s do you recommend for sales and marketing to agree on?
(This question came from Focus Webcast: Debunking The Biggest Myths About B2B Demand Generation)
Are there any Key Performance Indicators you have used that didn't work?
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1 Answer
UNIFIED LEAD DEFINITION -- that is, the definition of what is handed off to sales from marketing. This needs to be signed off by sales and marketing. It needs to be clear and easy to understand, everyone needs to know what it is. Without this, sales and marketing will not align so it is "The KPI that Binds"
*Unified Lead Definition I believe was coined by Brian Carroll.
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