Ep. 488 | Syncing Sales and Marketing by Breaking the Silos

OnBase: Smashing Sales and Marketing Misalignments

Episode Summary
In this episode, Joshua Hoffman discusses strategies to align sales and marketing teams for better business outcomes. He emphasizes focusing on partnership and shared metrics, using data throughout the sales process, involving marketing in forecasting and pipeline discussions, and creating a culture of cross-team collaboration. Hoffman also highlights the importance of leveraging customer success teams for stronger partnerships.

About the guest

Josh is currently a partner at CH Consulting after spending the last three decades in global leadership roles at Dell, Avaya, Palo Alto Networks, Datto, and Netrix Global. CH Consulting is a team of experts with relevant expertise in Sales, Marketing, Transformation, Strategy, Growth, Operational Excellence, Legal, and more.

Connect with Joshua Hoffman

Key takeaways
- Focus on the partnership between sales and marketing, not finger-pointing
- Establish shared metrics and common language across teams
- Use data and analytics throughout the entire sales process
- Involve marketing in forecasting meetings and pipeline discussions
- Create a culture of collaboration and mutual support
- Leverage customer success teams to build stronger partnerships
- Break down silos to drive better business outcomes

Quotes
"This is supposed to be a partnership. When sales and marketing get at odds, which happens in a lot of organizations, there has to be a way to bring people back to square." -Joshua Hoffman

Recommended Resource

Books
-The One Minute Manager

-Atomic Habits

-Everybody Writes

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