Generating pipe is EVERYONE'S JOB But GTM teams are so siloed when it comes to pipe gen They think 💭 marketing = inbound & sales = outbound So AEs & SDRs only book outbound meetings & think inbound is marketing's job But inbound deals can close at a 2X-4X higher clip than outbound deals... So if AEs would MUCH rather work an inbound deal than an outbound deal Why do they spend 100% of their pipe gen time just chasing outbound meetings? Make it make sense
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2dThis kind of silo'd thinking is what leads to companies trying to measure "marketing-sourced pipeline" which to your point is not the right way to think about revenue generation.