Mark Osborne explains why founders resist being held accountable to sales metrics. He points to shifting definitions of marketing qualified leads and changing deal pursuit strategies as signs that the numbers aren't capturing what's actually happening.
And one of the things that we see, you know, founders oftentimes will push back and be like, well, I know my numbers, but they're not really accurate because we used to call a marketing qualified lead X, but now we call it Y. Or we used to, you know, chase more deals that we never were, you know, sort of gonna win. And so we've refined that a little bit. And there's this resistance to being sort of accountable to— Yeah.
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