In a recent PMA article, Julien Sauvage (VP of Product Marketing at Gong) mentioned that the top product marketers this year will create a strong connection with sales and measure their success in a tangible way. In many cases, at Personal ABM, we find that marketing is focused on getting accounts into the pipeline. They aren't thinking about how they can influence each part of the buyer's journey and how they can support sales. In this podcast, Julien talks to Personal ABM CEO Eric Gruber about the connection that's needed with sales and how everyone should win a complex sale.
Listen to this episode to learn:
1. Why most content does not have an impact on revenue growth and why it doesn't make an emotional connection with prospects, customers, and partners.
2. How marketing should shift their content strategy and be provide content that supports sales and their selling conversations.
3, How sales and marketing can work together to re-engage those ICP tier 1 accounts that are disconnected and to move accounts that are stuck in their buying journey.
4. How can marketing influence the conversations sales are having with buyers and how can we influence the conversations that sales are not invited to?
5. How sales and marketing need to measure their joint success in a tangible way vs. the squishy metrics that marketing tends to focus on?