Optimizing for High Intent Revenue Opportunity

Marketers need to shift the bar of what they're optimizing for away from m cls or s c ls, or pipe line. Pipe line is a stage that your sales team wins at greater than 25%. And when youf marketing to optimize for that, that's directly alined with what your sales team needs in order to hit their targets. When you shift the bar as an organization, you'll see that your ten thousand leads are only generating 500 k. It forces them to look and say, oh, we're actually missing the goal completely.