AMA: Glide VP of Sales, Katie Harkins on Sales / Marketing Alignment

You should interrogate the numbers. Where is the conversion breaking? If the leads are up but pipeline is down, ask yourself has your quality changed? Do you need to dig ...

If Sales isn’t ready, it’s not launched. It’s just deployed. A product launch is not when the feature goes live. A product launch is when a rep confidently sells it wit...

It's easy to say, but revenue is a team sport. PLEASE - no more silos with dashboards. What gets measured gets funded and everyone should see the same scoreboard. Gray zo...

Remember to test early & test often. Every test must answer: What hypothesis are we testing? What metric moves if we’re right? What happens if we’re wrong? There...

I've seen this be a nuclear explosion to a sales org. Our revenue operations team tripled the size of the SDR team without consulting how we were going to triple the size...

I've seen webinars fall flat on their face and other webinar strategies dominate TOFU results. During Covid, our webinar team was our #1 generator of net new leads. First...

After 20+ years of watching chaos unfold, a clear approval framework is necessary when you're massaging changes. Product --> Product Marketing --> Sales Leadership ...

Content doesn’t fail because Marketing is lazy. It fails because no one owns the lifecycle. First I recommend mapping content to the buying journey. Audit every asset and...

You can't share enough. Objections and post mortems are my love language. If the Product Marketing Team and Sales teams are only talking at QBRs, you've already lost. I r...