255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto)
ACTIONABLE TAKEAWAYS:
80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos.
Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects.
Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting.
Methodical Problem Solving: When top-of-funnel issues arise, fix one area at a time—start with accounts, then people, triggers, and finally messaging.
SONNY'S PATH TO PRESIDENTS CLUB:
Director of Global Sales Development @ Panopto
Senior Manager, Global Sales Developnent @ Sift
Sales Development Manager @ Sift
Manager, Account Development Team @ Mesosphere
RESOURCES DISCUSSED:
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