Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone

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Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice

Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone

Even if you believe your sales and marketing teams are already aligned, you may be surprised by how much more can be done to accelerate growth. If your sales and marketing teams aren’t on the same page, tune in to learn how to course correct.

This week, Samantha Stone (LinkedIn | Twitter), author of Unleash Possible is in the studio to share with us how to achieve more revenue growth by getting your sales and marketing teams to collaborate. A revenue catalyst, author, speaker, consultant, personal coach and mother of four, Samantha has also launched go-to market initiatives, lead marketing strategies for award winning high growth companies.

Key questions in this episode:

• What is the current state of how most sales and marketing teams work together in business?
• Why is there a disconnect between marketing and sales?
• Is it really worth the effort to break down the false barriers between sales and marketing?
• What is the difference in sales performance between companies that are integrated and those that are not?
• What are some of the first steps business owners can take to start an aligned partnership between sales and marketing?
• What is the difference between lead conversion and win rate?
• Should businesses stop measuring conversion time?
• Is it necessary to set sales and marketing as separate departments?

Key points in this episode:

• How to solve the misalignment problem between marketing and sales.
• Why it’s important to relate to your buyers’ specific needs and understand how they operate.
• How fully integrated companies outperform those that don’t have alignment between sales and marketing.
• The three metrics that marketing needs to own with sales (at 10:07).
• Evaluating the qualitative and quantitative processes and what to do with that information.
• A fine example of why this works (at 21:15)
• How things change when your sales team shares more data with the marketing team.
• Why defining your leads is a key to success.

Resources mentioned in this podcast

• The Marketing Advisory Network
• Unleash-Possible, A Marketing Playbook That Drives B2B Sales, by Samantha Stone
• The Forrester study on sales and marketing alignment
• Sales / Marketing Alignment 2016, Who is Agile Enough to Win?
• 2016 B2B Sales and Marketing Collaboration Study
• Click here for access to training and templates

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