March 2, 2022

Maria & Gianna on Sales Alignment

by Breaking Through in Cybersecurity Marketing

Listen Now

Maria & Gianna on Sales Alignment

March 2, 2022 Breaking Through in Cybersecurity Marketing

00:00:00

Show Notes

In this episode, Maria takes a turn in the hot seat to talk about her favorite subject: improving sales and marketing alignment. Gianna and Maria explore what a healthy sales and marketing relationship looks like, how a combination of communication and incentives can help educate your sales team on the MQL process, and their tips for rolling out an account based marketing strategy. Lastly, Maria takes a moment to gab about her love of food. 

 

Key Takeaways

00:42  Maria’s bio

01:19  Why Maria loves sales alignment 

02:24  The “ideal” sales person

04:15  Goals and KPI alignment

06:31  Mindset and tactical tips 

09:25  Being patient and flexible

12:17  Communication, documentation and incentives 

18:14  Do BDRs belong in marketing or sales?

23:22  ABM steps and strategy

27:49  Asking the right questions

30:30  Dishing out marketing tips & good food

 

Links:

Check out and download Maria's Pipeline Spreadsheet and SLA Template!

Connect with Gianna on LinkedIn 

Connect with Maria on LinkedIn 

Follow the Cybersecurity Marketing Society on Twitter or learn more at the Cybersecurity Marketing Society website

Check out  Hacker Valley Media and Breaking Through in Cybersecurity Marketing Podcast

Read more

Recent Episodes

November 29, 2023
by Breaking Through in Cybersecurity Marketing

In this episode, Charles Gold, Chief Marketing Officer at ThreatConnect, joins Maria and Gianna to discuss why CMOs fail or succeed.  To begin, Charles shares his background in running global marketing organizations. He even started a technology comp...

November 22, 2023
by Breaking Through in Cybersecurity Marketing

When you think humor, comedy, LOL, or even LMFAO if you are fancy, cybersecurity isn't typically the first thing that comes to mind. But who says talking about ROI, demand gen, and marketing has to be boring? Humor exists in everything, and with so m...

November 15, 2023
by Breaking Through in Cybersecurity Marketing

Welcome to Breaking Through in Cybersecurity Marketing, where we explore the hottest topics in cyber marketing, interview experts and help you become a better cybersecurity marketer! In this episode, Amy Stokes Waters, Founder and Chief Executive Off...

November 8, 2023
by Breaking Through in Cybersecurity Marketing

Competitive intelligence programs can be reactionary and one-dimensional due to squeaky-wheel syndrome and we-just-lost-a-deal-to-so-and-so-itis.    Learn from Alex Babar, Vice President of Solutions at Brinqa about 3 categories of competitive intel ...

October 31, 2023
by Breaking Through in Cybersecurity Marketing

On this week’s very special Halloween episode, listen as the hosts embark on a journey beyond the seven seas, a thrilling match filled with spooky stories and of course, lighthearted banter (one can’t help but laugh even in fear)... Sink your fangs i...

October 25, 2023
by Breaking Through in Cybersecurity Marketing

Since #CyberMarketingCon2023 is coming on December 10th through 13th. We can’t help but replay some of our sessions from previous conferences. This week’s episode is from CyberMarketingCon2022. If you enjoy this session, you will enjoy this year’s li...

October 18, 2023
by Breaking Through in Cybersecurity Marketing

In this episode, Joseph Barringhaus, Director of Demand Generation at Sonrai Security, joins Maria and Gianna to discuss all things demand gen. Sonrai Security is a cloud security startup that focuses on identity, access, and permission in the cloud....

October 11, 2023
by Breaking Through in Cybersecurity Marketing

The time for #CyberMarketingCon2023 is fast approaching and we hope to see you in Austin in December. So mark those calendars and get your tickets, the conference will be from December 10th through 13th. It's filled with education, the best speakers,...

October 4, 2023
by Breaking Through in Cybersecurity Marketing

In this episode, Geordie Carswell, CMO at ActualTech Media joins Maria and Gianna to talk about the stuff no marketer wants to talk about right now: lead generation and content syndication! Can lead generation be a successful part of a demand generat...

September 27, 2023
by Breaking Through in Cybersecurity Marketing

In this episode, Jake Milstein, CRO, and CMO at Critical Insight, joins Maria and Gianna to discuss his unique perspective on serving underrepresented cybersecurity markets, the importance of establishing trust and personal connection with clients, a...