This is a YouTube video titled "Try THIS test with your sales team" containing a monologue by Dave Gerhardt recorded in November 2024. In this content, Dave Gerhardt shares a marketing exercise involving a blind taste test with sales teams to improve alignment and confidence in lead scoring systems.
I'll give your marketers a great exercise they can do. If you're struggling with a behavior score or a health score, lead score, whatever, do a blind taste test with your sales team. Send them five counts, people, whatever actions, and say, if you were to grade these abcd, how would you do it? And then reveal what your score is? And that's what you can have a conversation. One, I think if you do a good job with your score, you'll actually have a lot more overlap and alignment than you would have expected. And two, if you don't, you can probably expose them to some signals that they didn't necessarily have at their disposal when they made their government reaction. But, like, that blind taste test, followed up with like, a real conversation, has helped me to build people's confidence in whatever system we're building.