Matt Hummel

AMA: Demandbase Head of Digital Marketing, Matt Hummel on Stakeholder Management

September 5 @ 10:00AM PST
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Demandbase Head of Digital Marketing, Matt Hummel on Stakeholder Management
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Matt Hummel
Matt Hummel
Pipeline360 Vice President of MarketingSeptember 5
Prioritize, invest, and over-communicate. I can't emphasize the importance of not just trying to get aligned, but working diligently to remain aligned. Alignment is easy when things are going well. It's a lot more difficult when pipeline is drying up and/or deals aren't closing. It's important...Read More
375 Views
1 request
Matt Hummel
Matt Hummel
Pipeline360 Vice President of MarketingSeptember 5
This is where alignment with Sales leadership goes a long way. Depending on your company size and complexity, you could encounter a scenario where you are getting various input from multiple reps that may conflict / create too many priorities. With that said, gathering input and processing tha...Read More
379 Views
2 requests
Matt Hummel
Matt Hummel
Pipeline360 Vice President of MarketingSeptember 5
One of the best insights I've been able to action on is objections to our solution - whether that's timing, fit, price, etc. Reason being is these types of insights come throughout the sales cycle - from initial outreach to whether or not we win the deal. These are great insights to take back bec...Read More
408 Views
1 request
Matt Hummel
Matt Hummel
Pipeline360 Vice President of MarketingSeptember 5
The best piece of advice I got here and can confirm through experience is the art of "breaking bread." When conflicts arise, don't sit on it - that doesn't mean you should react immediately - which can often be clouded with raw emotion - but don't let it fester. Beyond that, don't try to resolve ...Read More
363 Views
1 request
Matt Hummel
Matt Hummel
Pipeline360 Vice President of MarketingSeptember 5
Orient around two things: 1) the customer, and 2) shared goals such as OKRs or revenue metrics (revenue, NRR, etc.). Expanding on this a bit - so often functions see the world through their own lens. Sales needs to sell. Product needs to build. Marketing needs to build brand and create demand....Read More
393 Views
1 request