Think of it like this: sales teams focus on immediate goals — the next lead or sale — while marketing takes a wider view, planning and developing strategies for the future. Understanding these different approaches is key to getting both teams to work towards the same goal.

I recently had the opportunity to lead a panel discussion on the topic of sales and marketing alignment at the Modern Sales Pros RevEx Fest Sales Fever, titled “Disco Duets: Harmonizing Sales and Marketing.” The panel included Manoj Ramnani, CEO of SalesIntel, Ting Ting Luo, VP of Marketing at Orum, and Paul Ross, CMO at Affinity. We talked about how marketing, with its eye on long-term strategies, can work effectively with sales, which is more focused on immediate results.

Our conversation looked at how these teams, with their own languages, performance metrics, and training, can form a successful partnership to boost business growth. This post delves into the lessons from our panel discussion, shedding light on how these partnerships work best, and exploring key questions, including:

• Where should sales development sit?
• What is the role of the chief revenue officer?
• Where should operations report?
• Should we track marketing and sales sourced pipeline?

As you’ll see, despite LinkedIn soundbites from pundits (including me) that claim to know the answer, our discussion acknowledges that often there is no one “right approach” to these sales and marketing alignment questions; rather, it depends on the specific needs of each company, the experience of their leaders, the size of deals they handle, and other important factors.

The post Collaborative Success: Strategies for Aligning Sales and Marketing appeared first on Demandbase.

First, let’s define revenue enablement. It’s the process by which any business organization acquires and retains customers in order to maximize revenue generated through each stage of the customer journey by focusing on the delivery of great customer experiences. 

Now that we better understand the what, let’s explore how successful revenue enablement is driven:

The post 7 Things Revenue Enablement Leaders Need to Know appeared first on Demandbase.

This year has been a challenging one, but 2024 promises to be even more challenging. What can you do as a sales ops leader to thrive in the coming year? Here are 8 suggestions:

The post 8 Things Sales Ops Leaders Need to Know to Succeed in 2024 appeared first on Demandbase.