Ep #40: Building a B2B Tech Stack to Unite Marketing & Sales w/ Mauricio Barberi

To many, it might seem like a bad move to hire someone good enough to replace us for fear of losing our jobs. But a true A Player knows that this just makes team members strive for excellence and that strong, dedicated employees should be hiring others just as good. Looking to the future is something today’s guest is more than familiar with. Not only has Mauricio Barberi acted as a fractional CMO and a consultant in a number of roles, he’s spent his career working with tech; originally as an engineer and eventually as a marketer. Just like the right team is important, so is the right tech-- though it’s important to focus on how the tech is serving us and what the tech can help us achieve, rather than just the tech itself. 

Key takeaways from this episode: 

• We often think of fractional CMOs as “fixers” when really we should be thinking of them as people setting companies up for future success.
• The fear of hiring people as good as us is a broken system in business. It starts at the top: a true A player will hire A players underneath them and this is how you build a world class team.
• Heads of Sales and CMOs are different jobs but increasingly have overlapping responsibilities. Above all else, Heads of Sales should be collecting data and CMOs should be leveraging the data to measure outcomes your company is driving.
• Companies that buy tech don’t have one decision maker. Map your selling team to your client’s  “buying team” and ensure you have an understanding of the intricacies of their decision making.

Check out this and other episodes of The Marketer’s Journey on Apple Podcasts, Spotify, Stitcher, and Google Play!