Centricity Podcast Episode 14 May 18, 2021
Today’s conversation with Will Riley, Director of Revenue Operations at FitzMartin, is part two of an ongoing conversation about Rev Ops and why it’s such a big focus right now. Sales and marketing alignment is tied to revenue, so today we’re talking about the stage when someone has moved from preparing to buy to actually taking action.
Two things to note: Sales and marketing alignment can help businesses be 67 percent better at closing deals. Any effort that can charge your revenue stream that much should be discussed.
Also, 12 percent of B2B buyers want to meet in person with a sales representative, but 71 percent of them want to start with branded searches. This is why the handoff between marketing and sales is so important.
Closing a deal:
“Marketing-to-Sales Handoff” episode resources: