Feedback Loops

Call me crazy, but one bullet point in every Revenue Operations role should start with the headline “You are a bar raiser”… You continually raise the bar. In my short time at Amazon I can tell you that I walked away thinking about that headline each and every day.

Recently I started working on a top of funnel project. The company generated an enormous amount of leads yet pipeline was static. So on one hand you have marketing expenditure increasing yet pipeline remains flat. What gives?

This is where raising the bar matters. But you can only raise the bar if you know where the bar is.

You may have seen a top of funnel structured like so…

• Lead

• Marketing Qualified Lead

• Sales Accepted Lead

• Sales Qualified Lead

• Sales Accepted Opportunity

B-O-R-I-N-G!

You already know this.

But have you asked yourself why we do this?

Let me explain the why and the mechanics behind it.