B2B Marketing with Dave Gerhardt

Tips To Do Marketing The Sales Team Loves (Live Q&A)

Jul 19, 2022

Colin White, Head of Demand Generation at Clearbit, shares his expertise on aligning marketing with sales to optimize revenue. Tara Robertson, Senior Manager of Demand Generation at Chili Piper, offers insights into effective demand generation strategies and best practices for collaboration. Matt Ferriss, Senior Director of Enterprise Sales at Bombora, discusses vital communication tactics for sales and marketing teams. They explore leadership buy-in, ideal meeting cadences, and essential sales materials, all aimed at enhancing teamwork to meet business objectives.

59:43

Creator website

Episode guests

Colin White

Tara Robertson

Matt Ferriss

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Effective alignment between sales and marketing teams, centered around common revenue metrics, is essential for achieving overall performance goals.

Regular and structured communication between sales and marketing, including tools like Slack and meetings, fosters collaboration and addresses challenges promptly.

Marketing's support in cold outreach, through the provision of resources and brand visibility, enhances the likelihood of successful engagement with potential customers.

Deep dives

Enhancing Lead Conversion with Calendly

Using Calendly can significantly improve lead conversion rates for B2B companies. By allowing leads to schedule meetings directly on a company's website, marketers can engage prospects at their moment of interest, thus removing delays that often occur with traditional follow-up methods. The integration capabilities of Calendly with platforms like Salesforce and HubSpot further streamline the scheduling process, ensuring leads connect with the appropriate sales representatives promptly. For instance, companies like Smith.ai and Catalan have reported remarkable increases in website bookings and conversion rates by implementing Calendly.

Intro

5min

Aligning Marketing with Revenue Goals

8min

Aligning Sales and Marketing for Success

10min

Bridging Sales and Marketing: The Collaboration Chronicles

21min

Bridging the Sales-Marketing Divide

7min

Aligning Sales and Marketing for Effective Targeting

5min

Engaging Wrap-Up on Marketing Strategies and Community Resources

3min

This episode is from a live "Marketing Sells" Q&A session hosted by the team at Clearbit focused on questions about aligning sales and marketing teams featuring Dave, Colin White (Head of Demand Gen., Clearbit), Tara Robertson (Sr. Manager, Demand Gen., Chilipiper) and Matt Ferriss (Sr. Director, Enterprise Sales, Bombora). This conversation these questions below:

How can you get buy-in from leadership to be closer aligned to revenue metrics? (Pipeline, Revenue etc)
During planning season (quarterly/yearly), how closely should marketing/sales work together to get to the number?
What cadence is ideal for Sales and Marketing teams to meet?
Best way to deliver feedback between Sales and Marketing?
Top tips on creating great sales<>marketing alignment?
What are the top marketing materials/documentation that Sales teams actually care about?
How should marketing teams contribute to cold outbound efforts?
What do the best sales reps do before and after every meeting? How can marketing help?
What strategies and tactics can Marketing & Sales use together targeting Enterprise accounts?

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