Today I'm speaking with Bob Tripathi. Bob has worked with SMB's and enterprises like Discover Financial, Sears Holdings, iEmployee.com, and many others to achieve massive growth through his marketing skills and sales alignment capabilities.
We have a super interesting conversation about a topic that is near and dear to my heart, and that is sales and marketing alignment. Marketing should generate leads, sales should close them. Simple, right? Aligned.
Well, no - it's never that simple. A lot of the time the two departments are essentially at war - that's not good. Bob and I discuss how to avoid that very problem.
We cover:
How to create sales and marketing alignment
How to build trust between the 2 departments
The elements of a nurture sequence
How leads are scored by marketing
How can marketing help sales succeed with better lead quality?
Account Based Marketing (ABM)
Sales are having conversations - what specific activities are marketing doing
The tech stack you need from a marketing point of view to run an effective ABM strategy
