Podcast • Nov 08, 2022

Getting the Right Pipeline at the Right Time

As the sales world shifts towards revenue-focused objectives, it's critical to understand how to effectively measure marketing and sales with a single alignment.

Joe McNeill

Chief Revenue Officer at Influ2

Richard Harris

Host of The Surf & Sales Podcast

Scott Leese

Host of The Surf & Sales Podcast

Key Points

[02:18]	On uniting all your deprtements to embrace a revenue-driven approach
[03:19]	Why are product managers and engineering teams so far from the selling point of view?
[05:43]	How to measure alignment between your sales and marketing teams
[06:50]	Why sales and marketing must win together and lose together for true collaboration
[08:01]	How to align marketing and sales goals: on creating measurable KPIs for each department and tying them up to the revenue.
[09:46]	“We don’t have immediate direct impact on revenue.” Why do companies see a pushback when it comes to revenue-driven goals?
[10:59]	How to start building the culture of alignment between all your revenue teams: the very first steps
[12:41]	As an AE, what are the questions you should ask during interviews to make sure you find a company with the right priorities?
[14:10]	How to determine the right conversion rates for your company: on reverse-engineering your successful deals and getting more of the right pipeline
[16:28]	On the skillsets of marketers and sales reps to look for: how to find the true curious team-oriented problem solvers for your team
[17:25]	Sharing some real-life examples of tiny and grandiose mistakes that companies keep doing in their marketing efforts
[24:29]	Office vs Remote vs Hybrid model: Influ2’s take
[25:28]	The leadership skills and takeaways of the past years: the challenges of Covid-19 and the war in Ukraine
[28:40]	Final thoughts on the disparity between product and commercial sides of a business and the commonalities that successful organizations share between them

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