Sublime

Evaluate a sales compensation design through the lens of three factors: Simple. Aligned. Immediate.

Slack (Searchable Log of All Communications and Knowledge).

Curiosity: the ability to understand a potential customer's context through effective questioning and listening.

With a well-formed buyer matrix in place, let's get back to the original question. When should each type of lead be passed to sales?

“When you get started as a college student you limit your scope,” Facebook CEO Mark Zuckerberg told Vanity Fair

Aaron Ross’s most important insight is this: Most executives think that the way to grow revenue is by adding salespeople. However, most often the main obstacle to growth is not growing the team but generating more leads. Only once you can predict your lead generation can you achieve predictable revenue. Only once you achieve predictable revenue can

Map your growth model, identify your North Star Find your rate-limiting step Discover your prospects’ “locksmith moment” Explain your value more clearly to customers

Learn by doing.

“Measure What Matters takes you behind the scenes for the creation of Intel’s powerful OKR system—one of Andy Grove’s finest legacies.” —Gordon Moore, cofounder and former chairman of Intel