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MarTech Podcast ™ // Marketing + Technology = Business Growth
Bridging The Gap Between Marketing & Sales
Jun 26, 2024
Jennifer McAdams, CMO at Xactly, discusses aligning sales and marketing teams. She emphasizes the importance of communication and qualitative indicators, tools like Chorus and SixSense, and using AI for sales forecasting. The episode explores developing an account scoring algorithm with human involvement and the benefits of AI in deal closure.
20:11
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Quick takeaways
- Aligning sales and marketing teams leads to increased deal closure rates up to 209%.
- Balancing human insights with AI capabilities is crucial for optimal sales and marketing alignment.
Deep dives
Importance of Aligning Sales and Marketing
Aligning sales and marketing is crucial for revenue effectiveness and overall success. When sales and marketing teams work together harmoniously, there is a significant increase in closing deals, with potential increases of up to 209%. Finger-pointing and lack of alignment lead to missed targets and ineffective performance. Metrics like opportunity conversion rates and close win rates can reveal the level of alignment and effectiveness.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode