#79 - Your Marketing/Sales Misalignment Is Your Marketing Strategy (Part 1) - with Elizabeth Sullivan

The Revenue Cafe
12/05/2023 7 min Episodio 79
#79 - Your Marketing/Sales Misalignment Is Your Marketing Strategy (Part 1) - with Elizabeth Sullivan

Listen "#79 - Your Marketing/Sales Misalignment Is Your Marketing Strategy (Part 1) - with Elizabeth Sullivan"

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Episode Synopsis

Marketing is underappreciated and undervalued in B2B organizations. Elizabeth Sullivan, VP of Marketing at Discern, talks about how marketing is seen as a cosmetic role and that marketers should demonstrate their impact on revenue. Learn more about the reverse demand waterfall in this episode of Breadcrumbs Hot Takes Live by Revenue Cafe podcast.HIGHLIGHT QUOTESThe demand waterfall is defined - Elizabeth: "The reverse demand waterfall is basically looking at your top-level revenue goals, looking at certain assumptions, such as your average selling price, conversion rates, win rates, and even sales cycle length, especially if you have a much longer sales cycle length in order to determine how many leads need to be generated at every stage of your marketing funnel, in addition to the pipeline being generated and originated from marketing activities as well as bookings."You can find out more about Elizabeth in the link below: LinkedIn:https://www.linkedin.com/in/elizabeth-sullivan-92557b5a/

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