Jason Lemkin wrote a great post last month on Why lead Velocity Rate (LVR) is the Most Important Metric in SaaS. He argues that pipeline metrics alone are not enough to predict if you will hit your numbers due to inconsistent rep behavior and encourages organizations to look at Marketing Qualified Lead (MQL) growth as a leading indicator of future sales. This got me thinking about other aspects of the marketing funnel that you need to understand before you can actually predict the future. Not only do you need to ...
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