Improving Customer Experiences thru Sales & Marketing Alignment — Joe McNeill // Influ2

Show Notes

• 01:39
  Creating a good prospect experience

  Essentially, its about identifying where our best customers come from and how we support that more often. Were looking at how to make it easier for customers to buy.
• 03:14
  Poor customer experiences as a result of sales and marketing misalignment

  Some companies struggle to figure out who isnt their ideal customer. Instead, be clear on who you support and how youll support them so they can decide if the company is a fit for their business.
• 04:50
  Defining who you are to the market

  While companies want to leave room for growth and innovation, they must define themselves to the market. If not, they run the risk of the market defining them.
• 06:11
  Building marketing and sales alignment into the organization

  Marketing and sales should be aligned in terms of targets. So, both teams should be working toward common goals.
• 07:20
  Creating a culture of alignment

  When executives and teams from marketing and sales are on the same page, a lot more collaboration takes place. Ultimately, you have to create a culture where everyone wants the organization to win.
• 08:43
  Becoming aligned around lead definitions

  Before sales schedules a call with a lead, assess whether its an account you want to work with. Also, determine if its a typical persona for you and if they have accurate expectations for the call.
• 11:44
  Setting up a structure to support prospects

  Organizations dont have to transition away from being lead-based. Whats really important is the way you set up the structure to support your prospects.
• 14:25
  Organizations providing the benchmark for great customer and prospect experiences

  In addition to Gong, Cleary and Kyle Coleman, on LinkedIn, provide great content on supporting the prospect. Outreach provides high level thought leadership on sales enablement.