So often when businesses fail to meet their revenue targets, the CEO asks leadership what happened. The finger pointing starts. “Marketing isn’t giving us enough leads!” “Sales isn’t closing the leads we give them!”

It doesn’t have to be this way. As a B2B sales and marketing leader, I have built aligned GTM teams that focus on outcome-driven goals - opportunities and pipeline - and I structure organizations and workflows to remove the silos and encourage collaboration and cooperation throughout the lead to pipeline to closed-won business.

I’ve seen the dysfunction from both the marketing and sales sides. I’ve seen the silos. I founded What Great Looks Like to bring greatness to your business.

Call me when you want a thorough assessment of your GTM function, covering product marketing, demand generation, brand, customer marketing, marketing operations, and organizational structure. When you want to scale your business and align your teams to win!

Gary’s Glossary of Acronyms:
• OKR - Objectives and Key Results (impactful, outcome-driven metrics that deliver business results)
• KPI - Key Performance Indicators (often thought of as key leading indicators as to whether OKRs will be met)
• SDR - sales development representative
• BDR - business development representative (however they're named, people in these roles are responsible for creating qualified opportunities that result in a pipeline for the business.)
• AE - account executive (the salesperson responsible for running with and closing opportunities)
• MQL - Marketing qualified lead (this is a KPI that indicates a person's engagement with marketing content or activities. Often confused with a person who's ready to buy.)
• SQL - Sales qualified lead (this is a person who has been qualified by a BDR to be in market and potentially ready to buy, pending further qualification in an IQM).
• IQM - initial qualifying meeting (a meeting set by a BDR, including the AE and the prospective customer. This is where the AE decides that there's a qualified opportunity to enter into the CRM system)
• CRM - customer relationship management (this is software that allows companies to track prospective and existing customers and all of the interactions with those companies and people at those companies)

About Salesology®: Conversations with Sales Leaders

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Guest: Thomas Kaiser

Guest Bio:

Tom Kaiser, Managing Partner at Masterful Coaching, LLC. He has been the President of Global 1000 companies like AIG, Zurich, and Arkwright and an entrepreneur who helped turn Arch Insurance into a $billion company from scratch.

Tom is also a co-author of The Revenue Engine—How to Double Your Revenue and Transform Your Bottom Line.

The red thread that runs through Tom’s career is he dramatically increased the revenue of every company he worked with.

Key Points:

1. Building Effective Teams:

o Successful leaders must align their team behind a common vision and ensure they have the right people. Importance of quickly identifying and replacing unaligned or ineffective team members. Everyone in the organization should be involved in sales, not just the sales department.

2. Coaching vs. Managing:

o Managers often check boxes, but coaches engage with their teams to help them succeed. Coaching is essential for identifying whether a salesperson is committed and effective.

3. Increasing Revenue:

o Empowering every department to contribute to sales can increase revenue without adding headcount. All roles, including non-sales positions like accounting or IT, should be engaged in building customer relationships.

4. Guiding Principles for Leadership:

o Find Your Hero: Leaders should identify and be inspired by role models who exemplify the ideals they aspire to.

o Take a Stand for Something Larger: Leaders should pursue bold, almost impossible goals to drive greater achievements.

o Leaders should strive to be trusted and genuinely care about their team, similar to a coach who wants their team to win.

Guest Links:

The Revenue Engine, masterfulcoaching.com

Tom Kaiser | LinkedIn

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.