Sales Enablement, Marketing Strategy Archives

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Topic: Sales Enablement, Marketing Strategy

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Kelly Hopping | Demandbase

One alignment tactic every B2B company should implement

The podcast episode is classified as B2B. Marketing Operations Marketing Consultancy Sales Enablement, Marketing Strategy

Sales and marketing alignment fails when teams optimize for different metrics. Kelly Hopping, CMO of Demandbase, explains how shared pipeline accountability transforms B2B revenue operations. She details moving SDR teams under marketing leadership while aligning both organizations to pipeline metrics instead of separate SQL and closed-won targets. The discussion covers implementing weekly funnel reviews and…

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Kelly Hopping | Demandbase

The number one thing marketers do that drives sales teams absolutely crazy

B2B Marketing Operations Marketing Consultancy Sales Enablement, Marketing Strategy

Marketing and sales teams clash over lead quality versus pipeline readiness. Kelly Hopping, CMO of Demandbase, explains why sales teams dismiss marketing's lead generation efforts. She reveals that sales wants fully qualified pipeline with verified budget, timing, and buyer intent rather than raw lead volume. The discussion covers how marketers can shift from vanity metrics…