In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live, Lorena Morales, the Director of Digital Marketing and Revenue Operations at JLL, explains the significance of OKRs (Objectives and Key Results) and their role in goal-setting. She highlights the hierarchical structure of OKRs, where high-level objectives cascade down to individual objectives. Lorena then connects lead management, the process of capturing, tracking, nurturing, and converting leads into customers, to OKRs. She emphasizes the importance of building relationships to generate revenue and aligning lead management efforts with overall organizational goals. This alignment fosters collaboration and improves performance across teams.HIGHLIGHT QUOTESThe Power of Human-to-Human Interactions - Lorena Morales: "Without relationships, you really don't have anything because towards the end, I don't believe in B2C or B2B anymore. I believe in age to age, human to human, and those human-to-human interactions are going to provide valuable information at the end and guide customers through the entire buyer's journey."Aligning OKRs for Revenue Generation - Lorena Morales: "By aligning both frameworks that are very customer-centric as well, we are focusing on revenue generation. This focus shifts from having a general mindset towards revenue, towards how do I generate revenue and how do I achieve the desired business outcome while OKRs provide a clear direction for lead management efforts, ensuring that the strategies are activities and that those activities are tied directly to overall organization goals."You can find out more about Lorena in the link below: LinkedIn: https://www.linkedin.com/in/moraleslorena/en/

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