1. Alignment

Marketing and Sales alignment is critical to any organization, but maintaining a consistent experience for your prospects is ultimately a solid way to ensure you are making the most of your sales funnel. Without KPIs, a unified North Star, your messaging, value prop, and prospecting efforts will fall flat. By working in tandem, your marketing and sales team tackle the total addressable market (TAM) as a unified front vs. a turf war that ultimately can compromise your brand’s image and integrity. 


2. Automation in Key Areas

While it looks beneficial to automate everything, it could possibly be a detriment. By automating key components of your sales funnel, you avoid letting leads slip through the cracks and give yourself an operational standpoint to review the funnel and gauge success. 

The areas we believe are key to automating are a lead scoring model, a sales handoff process (think of it as a shift from MQL to SQL) and an attribution model for lifecycle management reporting. 

Each of these pieces will help you learn about your current sales and marketing processes while being easy enough to allow you to iterate the successes within each. By not automating these 3, you risk a blackhole of data that, let’s be realistic, will never see the light of day. By starting out with the fundamentals, you allow your go-to-market org to advocate for efficiency and learning all at the same time. 

3. Technical Assessment 

It’s important to take a step back every once in a while and check under the tech stack hood. Tools that once served your organization well, could no longer be useful for your stage of growth, or that tool you thought you had fully integrated with another could be misfiring. It’s easy to run on autopilot when things have been the way they are for a while, but the truth is, you’re probably missing out on opportunities to make your organization more efficient, not only that, but revenue tied to it. We suggest you take a look at your tech stack quarterly (if not more). If you don’t know where to start, we offer a free assessment. We’ll be happy to help untangle any processes or tech.