Marketing leaders must grasp the demand engine better than anyone else in the organization, understanding the pipeline created for each new lead or account, conversion rates, and resulting pipeline and sales per lead or account. The deeper a CMO comprehends these metrics, the more accurate their quarterly predictions become. These metrics form the cornerstone of fiscal year plans, aligning sales goals with pipeline objectives, account/lead plans, and budgets. This framework effectively translates marketing into a predictable formula, instilling confidence among executive team peers and board members. In the video below, I provide a quick overview of the Mperativ KPI tracker. Enjoy!