Your hosts
Kim is a Revenue Operations executive and board advisor. She was COO of Honest Buildings through its acquisition by Procore, where she went on to lead Revenue Operations, Strategy & Enablement as SVP, and most recently was SVP of Revenue Operations at Project44. She advises SaaS companies and venture firms. At Lean Layer she leads growth, market presence and thought leadership, and works with clients on their revenue operations.
Guilherme Larroyd is a Demand Orchestration and Outbound specialist at Lean Layer. He designs and builds the infrastructure, processes and data behind how B2B revenue teams find, prioritize and engage the right accounts, from lead scoring and routing to outbound targeting. He has deep experience solving problems for many different types of clients, of all sizes and maturity levels.
About this session
Most lead scores are built on engagement and never tested against revenue. Learn how to check whether yours ranks the accounts that actually close, and what to change if it doesn’t. Kim will be joined by Guilherme Larroyd, one of the Demand Orchestration & Outbound Specialists at Lean Layer.
What we'll cover
- Why do most lead scores miss the accounts that close?
- The one test that shows if your score works
- Why fit and engagement need separate scores
- How to replace a score without losing pipeline
5 people are coming
GNPD
SG