In this episode Christian and Alexander discuss the keys to aligning sales, marketing, and customer success departments within organizations. They stress the importance of clear targets, KPIs, and well-defined processes, along with practical strategies like job shadowing to enhance collaboration. The conversation explores the role of KPIs in driving alignment and commission models for different departments. They highlight challenges in aligning functions between SMBs and enterprises and offer advice on hiring practices and data-driven decision-making for organizational cohesion.

Questions?
Alex:
alexander@sellabl.co
Alex´s LinkedIn

Christian:
Christian´s LinkedIn

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00:00 - 02:17 Introduction: Alexander and Christian introduce themselves and Christian shares his background in marketing and sales.

02:17 - 06:08 Exploration of Christian's journey into go-to-market roles

06:08 - 13:37 Christian and Alexander discuss the challenges of aligning sales and the consequences of misalignment.

13:37 - 14:38 Incentivizing sales teams for long-term success

15:18 - 21:53 Discussion on incentivizing customer support and customer success with commission-based salaries, aligning them with targets, KPIs, processes, tools, job roles, and daily collaboration.

25:48 - 34:41 Defining criteria for leads as pipeline and discussing qualification frameworks

36:56 - 40:41 Challenges of aligning marketing and sales in SMBs versus enterprises, plus advice for founders and chief revenue officers, emphasizing hiring practices and attention to detail.