In this episode, Maria takes a turn in the hot seat to talk about her favorite subject: improving sales and marketing alignment. Gianna and Maria explore what a healthy sales and marketing relationship looks like, how a combination of communication and incentives can help educate your sales team on the MQL process, and their tips for rolling out an account based marketing strategy. Lastly, Maria takes a moment to gab about her love of food.

Key Takeaways

00:42 Maria’s bio

01:19 Why Maria loves sales alignment

02:24 The “ideal” sales person

04:15 Goals and KPI alignment

06:31 Mindset and tactical tips

09:25 Being patient and flexible

12:17 Communication, documentation and incentives

18:14 Do BDRs belong in marketing or sales?

23:22 ABM steps and strategy

27:49 Asking the right questions

30:30 Dishing out marketing tips & good food

Links:

Check out and download Maria's Pipeline Spreadsheet and SLA Template!

Connect with Gianna on LinkedIn

Connect with Maria on LinkedIn

Follow the Cybersecurity Marketing Society on Twitter or learn more at the Cybersecurity Marketing Society website

Check out Hacker Valley Media and Breaking Through in Cybersecurity Marketing Podcast

Maria & Gianna on Sales Alignment