48 min
22. Need to boost your pipeline size and shape? Mark Goloboy says: Get sales and marketing in the same room, working on the same goals! The Thoughts on Selling™ Podcast
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- Management
Special guest Mark Goloboy brings an extensive background in both large and small companies driving demand using data, analytics, process improvement and elbow grease. Together we nerd out on the value of data and shared goals to help drive pipeline size and shape. We also dig into the processes that help to ensure success.
Some companies play the blame game (it’s your fault, no yours!) while others focus on the goals of driving revenue and customer value. This latter focus requires both good data and a partnership between sales and marketing executives to continually improve the demand generation function. With feedback, marketing can improve the lead quality, and with better quality leads, sales can close more business.
Key takeaways:
Improving conversion rates at the top of the funnel…or at any stage of the funnel, is vastly more impactful (and less costly) than adding more leads.
Aligned objectives and ongoing dialog drive continuous improvement in sales productivity
A voice of the customer perspective has to be pervasive in sales, marketing, product management and more.
To follow up with Mark, you can reach him on LinkedIn or via his company website
To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast website. To follow up with me, you can reach me on LinkedIn or via the Acelera Group website.
I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!
Thank you!
Lee Levitt
Special guest Mark Goloboy brings an extensive background in both large and small companies driving demand using data, analytics, process improvement and elbow grease. Together we nerd out on the value of data and shared goals to help drive pipeline size and shape. We also dig into the processes that help to ensure success.
Some companies play the blame game (it’s your fault, no yours!) while others focus on the goals of driving revenue and customer value. This latter focus requires both good data and a partnership between sales and marketing executives to continually improve the demand generation function. With feedback, marketing can improve the lead quality, and with better quality leads, sales can close more business.
Key takeaways:
Improving conversion rates at the top of the funnel…or at any stage of the funnel, is vastly more impactful (and less costly) than adding more leads.
Aligned objectives and ongoing dialog drive continuous improvement in sales productivity
A voice of the customer perspective has to be pervasive in sales, marketing, product management and more.
To follow up with Mark, you can reach him on LinkedIn or via his company website
To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast website. To follow up with me, you can reach me on LinkedIn or via the Acelera Group website.
I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!
Thank you!
Lee Levitt
48 min