Which TOFU Metric Can Get Sales and Marketing In Sync?

In this quick answer, Tarnjeet Nandra, Head of Revenue Operations and Customer Success at AZA, explains which TOFU metric makes both teams more effective. Here’s what she said – 

Top campaigns.

I think between sales and marketing you need to understand the following about campaigns:

• What deals marketing campaigns are affecting
• Which campaigns are getting the most reach
• The most effective campaigns

These three things help salespeople understand exactly if certain leads have come in from a particular campaign. Then, they know that these are going to be good quality leads.

In turn, salespeople then end up making sure that they work those leads. And if they’re working those leads, then of course marketing can actually focus more on those particular campaigns itself.

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