They love to drown us in metrics, but ...

Have you ever noticed this?

When it comes to management level reporting and internal strategy discussion, there are 27 different metrics they want to use to hold sales and marketing accountable... and yet none of the other teams inside of the company have metrics like that!

If sales & marketing are being held to the fire to deliver pipeline and revenue and those metrics are being reported on weekly/monthly to the management team...

They are btw, and it's usually covered within the first 10 minutes of any management meeting.. how are we doing with pipeline ... are we on track for this quarter ... it's the top the thing the CEO and founders care about ...

--> The product team needs clear metrics they are accountable for
--> The customer success team needs clear metrics they are accountable for

I've seen it happen at a handful of companies now.

It's so easy to OVER METRIC sales & marketing, but not hold the rest of the teams inside of the organization accountable in a clear + measurable way.

Each team should have clear metrics that map back to the big company goals, and each team leader should be accountable for discussing those items each week as a group.

It's so easy to blame sales & marketing but if you dig deeper sales & marketing are rarely the root cause. Are you not hitting pipeline targets because the sales team is not sending enough emails? Or does the product stink / no one wants it / not the right ICP / not the right segment.

It's not us vs. them - it's we're all in this together as different functional heads (sales, marketing, product, CS) working to achieve the company goals.

Btw, if you're reading this and you've been there of if it's currently happening at your company, reply back to this email and let me know "OMG this is happening right now at my company ..."

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The Exit Five Community Is Bumping +24%

I just got done telling our board and investors (ok that's a lie it's just me!) but the Exit Five community was bumping this week. Engagement was up 24% over the last week, which is a measure of how many people viewed, commented, or liked posts. And just qualitatively (because remember - it is OK to use your gut not everything in marketing is a perfect science even though they want you to treat it like it is) I have been seeing more thoughtful + high quality posts. Thanks for that.

If you're not in the community but you're reading this weekly email, we'd love to have you join is. You can join the paid Exit Five community (3,000 B2B marketers) here.

PS. We Are Working On A New Project For Founders

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So my team is exploring launching a new service where we'll do just that: help startup founders/CEOs build trust and credibility online without having to hire a traditional PR agency.

We'll help create written thought leadership content for your blog, LinkedIn, and Twitter. We are in a unique position to do this and have already seen this make a big impact on both growth and employment branding with a few founders behind the scenes. If you are interested in being a client starting in September 2022 fill out the info here and we'll reach out if there's a good fit. Demand for this service will be high, so we're only going to be able to work with a limited number of founders in the beginning so for now this is application only.

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