This content was created by Eric Siu. This content was uploaded by Eric Siu. This is a YouTube video titled "Don't judge your marketing and sales team" (created 2024-05-22). It features a single speaker (labeled SPEAKER A) discussing how to evaluate marketing and sales performance — emphasizing the importance of the middle 60% of leads who require active selling and objection handling, rather than the 20% who would buy regardless or the 20% who won't buy.
I don't judge my marketing team or my salespeople off of like the 20% of customers that were gonna buy anyways. Like if you think about 100 leads coming in, 20 are gonna buy, it doesn't matter, they're just taking an order. 20 are not gonna buy, like I don't know how they got even on the call. I judge them on that middle 60, because those middle 60 are the ones that like they actually have to work to create the demand, they actually have to work to sell them and handle objections.
