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How do you ensure content and collateral are mapped to each sales stage and kept current?

Katie Harkins

Glide VP of Sales • 4mo

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...

393 Views

What governance do you use for messaging or positioning changes (e.g., approvals, rollout, versioning)?

Katie Harkins

Glide VP of Sales • 4mo

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

384 Views

How do you execute and measure post-event or webinar follow-up to maximize speed-to-lead and conversion?

Katie Harkins

Glide VP of Sales • 4mo

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...

394 Views

How do you approach budgeting tradeoffs between demand gen programs and SDR headcount?

Katie Harkins

Glide VP of Sales • 4mo

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...

396 Views

How do you design joint experiments (A/B offers, channels, sequences) and share learnings across teams?

Katie Harkins

Glide VP of Sales • 4mo

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...

387 Views

What mechanisms align Sales, Marketing, and CS on expansion, cross-sell, and renewal motions?

Katie Harkins

Glide VP of Sales • 4mo

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...

405 Views

How are product launches coordinated with sales readiness, enablement, and pipeline targets?

Katie Harkins

Glide VP of Sales • 4mo

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...

413 Views

How do you resolve conflicts when pipeline targets and campaign results diverge from plan?

Katie Harkins

Glide VP of Sales • 4mo

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 ...

424 Views

What is your process for sharing objection trends and win/loss insights with Product Marketing?

Katie Harkins

Glide VP of Sales • 4mo

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...

449 Views

Sales Stakeholders · Sales / Marketing Alignment