In this conversation, Gary Schwartz joins host Mark Bliss to discuss the critical importance of alignment between sales and marketing teams, emphasizing the need to break down silos and focus on shared goals. They highlight the evolution of buyer behavior and the inadequacy of traditional metrics like MQLs in today's market. Schwartz advocates for a more integrated approach where SDRs are positioned within marketing, fostering collaboration and efficiency. He also stresses the significance of brand marketing and the need for companies to adapt to new realities in buyer engagement. The discussion concludes with practical advice for aspiring marketers, focusing on customer obsession and continuous learning.

Takeaways

• Misalignment between sales and marketing often stems from differing goals.
• Leads should be viewed as a means to an end, not the end itself.
• The traditional MQL is becoming less relevant in modern marketing.
• Understanding buyer behavior is crucial for effective marketing strategies.
• SDRs should ideally sit within the marketing team for better alignment.
• Focus on creating qualified opportunities rather than just leads.
• Brand marketing is essential for long-term success and visibility.
• Attribution in marketing is evolving and needs to adapt to new realities.
• Building a strong team requires strategic hiring in key areas.
• Customer obsession is the key to success in marketing.

Sound Bites

• "Leads are a path to an outcome. They are not an outcome."
• "The MQL is not what we thought it was."
• "Buying committees consist of IT leadership, procurement, and more."
• "I'd rather have my SDR spending a ton of time researching."
• "I've seen the most success when SDRs sit in marketing."
• "I never ever talked about leads."
• "The 100 calls a day thing used to be a badge of honor."
• "Focus on increasing the number of organic handraisers."

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In this episode of the GTM After Hours podcast, Mark Bliss and Trevor van Woerden discuss the evolving landscape of sales and marketing, emphasizing the decline of cold outreach and the need for sales professionals to adopt a more marketing-oriented approach. They explore the importance of building authentic relationships, the role of SDRs, and the significance of storytelling in sales. Trevor shares insights on how sales reps can differentiate themselves and the value of engaging with their audience on platforms like LinkedIn. The conversation culminates in advice for new sales professionals, encouraging them to embrace their roles and focus on ethical selling.

Takeaways

• Cold outreach is no longer effective in sales.
• Salespeople need to adopt a marketing mindset.
• SDRs should focus on building relationships, not just making calls.
• Quality of outreach is more important than quantity.
• Sales strategies must evolve with changing market dynamics.
• Sales teams should be incentivized based on conversion rates.
• Effective outreach requires understanding the prospect's needs.
• Sales and marketing alignment is crucial for success.
• Building genuine connections leads to better sales outcomes.
• The sales process is now more relationship-based than transactional. Building relationships is more important than just closing deals.
• Intimate dinners with plus ones can enhance networking.
• Co-branding at events increases credibility and engagement.
• Authentic engagement leads to meaningful connections.
• Sales reps should share personal stories to differentiate themselves.
• Storytelling is a powerful tool in sales strategy.
• LinkedIn should be used for authentic engagement, not just sales pitches.
• Sales reps need to understand their clients' needs deeply.
• Creating a safe environment for sharing stories fosters connections.
• Rookie sales reps should embrace their roles and stay true to themselves.

Sound Bites

• "Cold Outreach is dead."
• "You have to prove your worth."
• "What if we just label that as marketing?"
• "It's about quality, not quantity."
• "Salespeople sell what you pay them to sell."
• "SDRs are my favorite employees, period."
• "You can't treat it like it was 20 years ago."
• "You need to do more than that."
• "That's not relational. That is a hustle."
• "You have to watch for that."
• "You can become the authority on it."
• "It's a good job. It's a worthy job."
• "Stay true to yourself. Stay true."

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In this engaging conversation, Mark Bliss and Sammi Norman explore the importance of authenticity in branding and marketing. Sammi shares her journey from being a fitness coach to a marketing strategist, emphasizing the need for personal connection and trust in marketing efforts. They discuss the evolving definition of professionalism, the significance of influencer marketing, and the role of video content in building engagement. Sammi also recounts a cautionary tale about a videographer now known as "F'ing Tony," that highlights the challenges of working with contractors. The conversation concludes with insights on overcoming imposter syndrome and the importance of pushing oneself in the pursuit of success.

Takeaways

• Authenticity is key in personal and professional branding.
• Taking action towards your goals is crucial for growth.
• Building trust requires showing your true self.
• Influencer marketing is about connection, not just promotion.
• Video content should feel relatable and authentic.
• Continuous learning and adaptation are essential in marketing.
• Imposter syndrome is common, but it shouldn't hold you back.
• Checking in with contractors can prevent miscommunication.
• Personal connections drive customer loyalty and engagement.
• Embrace your uniqueness to stand out in the market.

Sound Bites

"Be unapologetically you."
"Go harder, push yourself."
"You have to just go for it and not think of how am I gonna look."
"You have to make the move even if it's the tiniest step forward."
"You have to carve out an innovation fund."
"You have to try those new things and they're scared of."
"You have to be really focused on who your ideal customer is."
"People want that kind of connection, that humanity."
"It's okay to acknowledge the fact that you're putting a plug."
"Fucking Tony."
"If I'm gonna do something, I'm gonna be really fucking good at it."

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Continue the conversation by connecting with Mark on Linkedin!