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Listen "#80 - Your Marketing/Sales Misalignment Is Your Marketing Strategy (Part 2) - with Elizabeth Sullivan"
Episode Synopsis
Not all demand waterfalls are created equal. Elizabeth Sullivan, VP of Marketing at Discern, discusses how the reverse demand waterfalls must have multiple dimensions. She emphasizes that the assumptions you make should not be equal to the prior year's performance, as well as provides a detailed breakdown of why you should focus on conversion rates over win rates. Learn more about how to implement a reverse demand waterfall in this episode of Breadcrumbs Hot Takes Live by Revenue Cafe podcast.HIGHLIGHT QUOTESRerun your model every month or quarter - Elizabeth: "If you continue with the same goals that you had set at the very beginning of the year, obviously there's a very low chance that you're actually going to hit your targets, so you've got to rerun the assumptions, re-enter your revenue goals based on what you've already closed, and then see what your new goals are."You can find out more about Elizabeth in the link below: LinkedIn: https://www.linkedin.com/in/elizabeth-sullivan-92557b5a/
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