Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security.
Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters your defenses, uncovers hidden threats, and prevents security breaches.
Stay tuned for the second segment of this interview next Saturday.
Below is a timestamped summary of the show segments and the topics covered.
Unpacking the Touchpoints Between Sales and Marketing
- Optimizing the go-to-market engine. minute 3:10
- Working with your peer in marketing to have a single view of the customer, success, and go-to-market strategy. minute 4:13
- Deciding the right hand-off between marketing and sales. minute 5:42
- Creating multichannel content. minute 7:15
Skip to minute 6:07 to listen to Stephen explain where the hand-off between sales and marketing occurs at Armor:
“Explicitly marketing is doing scoring against a core set of metrics, which is engagement with us either through syndication or other vehicles and once that scoring rubric meets a certain level, they’re then passing that off to our BDR team. That’s where the hand-off though, between marketing and sales, occurs. So once that MQL scores up, it then falls into the BDR team. They then go through their qualification process, then it passed off to the sales team as the sales accepted lead and kind of a standard process that I think you and most of your teams understand…”
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