Business
In this episode of "Ask A Sales Leader", Phil shares part 2 of his interview with HBS Professor Mark Roberge, who was the Chief Revenue Officer of HubSpot for 7 years, and grew revenue from $0 to $100M: Topics include: *Why companies should put sales, marketing and customer success under CROs-ensure a seamless experience for the buyer *How sales leaders should align with marketing leaders to get the leads they need to be successful *Why setting up a 3x3 matrix for leads that are generated helps align sales and marketing *How sales leaders should set up a service level agreement (SLAs) with marketing *The critical processes that sales leaders in high velocity sales motions should set up *Why a modern sales motion means not trying to gouge your customers in the initial contract *Why compensating reps more on follow on deals to existing clients fits the way modern buyers want to buy *Why having a promotion path for SDRs, BDRs and reps is the right way to find and keep sales talent