Determining the Percentage of Demand Driven by the Sales Team

This chapter explores the challenge of determining the right percentage of demand driven by the sales team, discussing the experiences of starting with outbound business and later adding marketing and being primarily inbound. It emphasizes the importance of brand positioning, product marketing, and word of mouth as the best demand generation channels, while concluding with a debate about including SDRs in demand gen and the ideal breakdown of inbound and outbound efforts.