In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live, Kenny Lee, VP Revenue Marketing at Seismic, challenges the traditional lead scoring model and suggests a better approach to improve go-to-market efficiency. He highlights the common problem of each team working in their own silo, creating their own methodology for success. This leads to low conversion rates and missed bookings targets. Kenny proposes analyzing winning pipeline data to build a more effective lead scoring model. By identifying key attributes of successful opportunities, teams can align and improve their qualification and disposition processes. This approach helps answer crucial questions about buying accounts, buyers, and their behaviors, ultimately increasing velocity through the customer journey.HIGHLIGHT QUOTESNeed for alignment between marketing, inside sales, and sales teams - Kenny: “If marketing is hitting their pipeline goals, but sales is missing their numbers, you can't give each other high fives on the marketing team because something isn't working”Importance of stakeholder alignment and division of attributes for success - Kenny: “Ultimately, if you want to know what winning pipeline to bookings looks like, analyze that and then get all your go to market teams aligned to those attributes and figure out how to divide those and conquer” You can find out more about Kenny in the link below: LinkedIn: https://www.linkedin.com/in/kennykhlee/overlay/photo/

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