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Many B2B marketers that use marketing automation focus on getting out leads to sales: the more SQLs, the better. In this episode, Elias has a chat with Scott Ingram on why it’s better to focus on revenue as a commercial team and how to qualify better in both Marketing & Sales. Scott Ingram is the host of the Sales Success Stories AND Daily Sales Tips podcasts. He’s the author of three books: Sales Success Stories, B2B Sales Mentors, and Finding Sales Success on LinkedIn. He’s also a quota-carrying sales professional, working for the professional services company, Relationship One, as an Account Director. Scott lives with his wife and two daughters in Austin, Texas where he hosts the Sales Success Summit each October.
We discuss the following topics
- How to qualify leads as a marketer
- How to say no to misfits in an early stage
- Tips on creating a good lead scoring model (based on profile and engagement)
- How to align marketing & sales pragmatically
Scott also mentions the webinar with 5 creative prospecting examples. That webinar can be downloaded here:
LinkedIn Scott: https://www.linkedin.com/in/scottingram/
Website Sales Success Stories: https://top1.fm/
If you want to be on this podcast or would like to know more about Marketing Technology, visit our website at marketingguys.com or contact Elias Crum at email@example.com