It used to be enough that Marketing departments generated leads and handed them off to Sales. The responsibilities and activities of Marketing and Sales departments lived in uniquely different worlds. But the times have changed – CMOs must ensure that their departments collaborate more closely than ever with Sales throughout the “lead to money process” in order to remain competitive.
On this episode of Moneyball for Marketing, Giles House, CMO of CallidusCloud, shares his insight on how setting Service Level Agreements between Sales and Marketing departments and leveraging marketing technology to support those agreements is critical to the development of a high conversion sales funnel. Key elements include:
Giles House is the Senior Vice President and Chief Marketing Officer of CallidusCloud. Giles is responsible for the company’s marketing activities and product strategy. CallidusCloud enables organizations to accelerate and maximize their lead to money process with their complete suite of solutions that span marketing and sales. They identify the right leads and insure proper territory and quota distribution; enable sales forces; automate quote proposal generation, and streamline sales compensation. Giles holds an electrical engineering degree from the University of Southampton.
Read the full transcript here
Glenn Gow is an expert in marketing performance, Coach, Board Advisor, Author, Speaker, Podcast Host and Founder & Advisor of Crimson Marketing. Follow me on Twitter, LinkedIn, Google+. To get a free copy of Crimson’s One-Page Marketing Metrics Funnel, visit here.