How to Align Modern Sales, Success, and Marketing with Sales Engagement


Better metrics than MQL. Teams need mutually agreed upon metrics to track success. Switch to tracking these metrics that matter to all teams. A reliable attribution model. Metrics are all well and good but not if you can’t track the source they’re coming from. When CS is aligned on the current Sales Engagement strategy, this creates a seamless journey from prospect to customer to evangelist for your buyers. Clearly defined prospect and customer personas.

Show Me the Money

The ROI Guy

According to IDC, 2/3rds of buyers indicate they don’t have the knowledge, research metrics or tools needed to do ROI / business value calculations. Relying on the prospect to on their own develop the business case can lead to significant delays in the decision cycle, or even result in “no decision”. Utilizing a 3 rd party provided toolset, calculation model, metrics, and including case study proof points is essential.