Sales / Demand Gen Alignment

Building on the forecasting model above, the metrics I care about most when measuring demand gen's impact on pipeline are: Marketing-sourced opportunity rate: what perce...

To manage pipeline forecasting differences between sales and demand generation, I'd focus on building a system where sales, demand gen, RevOps, and MarOps work together, ...

In my experience with B2B SaaS, this tension usually surfaces when sales has a shortfall and looks to demand gen to make it up within the quarter. My job is to be honest ...

 At a high level: Joint planning: including market landscape analysis, Ideal Customer Profile alignment, customer journey mapping, potential campaign brainstorming, reso...

This comes up in every demand gen role I've had. My starting point is always to treat it as a legitimate signal rather than a turf battle. If sales is saying leads aren't...

The biggest risk in content strategy is building it around what marketing assumes buyers care about rather than what actually comes up in sales conversations. To close th...

Lead scoring alignment breaks down when marketing builds the model and hands it to sales. Instead, start by sitting with sales leadership and a few reps and asking: what ...

Marketing and sales are BFFs in my world. I don’t see my role as just generating leads and passing them over- I’m in the trenches with sales. Making sure we’re building p...

I once wrote a blog post called "When did MQL become a 4-letter word." And this remains such a hot-button topic. Are MQLs dead? Should we be focused on accounts? Qualifie...

Too many to count! One key example was when I was launching a large scale evergreen content syndication program. If you know content syndication, you know it can take tim...

If done properly, integrating sales feedback should not only NOT compromise the broader marketing objectives, but it should actually make your marketing efforts more succ...