Episode 22:
Need to boost your pipeline size and shape? Mark Goloby says: Get sales and marketing in the same room, working on the same goals!About this episode
Special guest Mark Goloboy brings an extensive background in both large and small companies driving demand using data, analytics, process improvement and elbow grease. Together we nerd out on the value of data and shared goals to help drive pipeline size and shape. We also dig into the processes that help to ensure success.
Some companies play the blame game (it’s your fault, no yours!) while others focus on the goals of driving revenue and customer value. This latter focus requires both good data and a partnership between sales and marketing executives to continually improve the demand generation function. With feedback, marketing can improve the lead quality, and with better quality leads, sales can close more business.
Key takeaways:
- Improving conversion rates at the top of the funnel…or at any stage of the funnel, is vastly more impactful (and less costly) than adding more leads.
- Aligned objectives and ongoing dialog drive continuous improvement in sales productivity
- A voice of the customer perspective has to be pervasive in sales, marketing, product management and more.