Optimizing Sales and Marketing Incentives

ACTIONABLE TAKEAWAYS:

• 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos.
• Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects.
• Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting.
• Methodical Problem Solving: When top-of-funnel issues arise, fix one area at a time—start with accounts, then people, triggers, and finally messaging.

SONNY'S PATH TO PRESIDENTS CLUB:

• Director of Global Sales Development @ Panopto
• Senior Manager, Global Sales Developnent @ Sift
• Sales Development Manager @ Sift
• Manager, Account Development Team @ Mesosphere

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal