- Sales - Bill Binch Talks Sales/Marketing Alignment

Ever wonder what's in a Sales Playbook? Bill Binch, SVP of Sales at Marketo, visits the show to tell us all about them as well as the challenges of sales/marketing alignment and making "big round words" specific and actionable.

00:00 Cold Open
01:00 Bill's Nightmare Sales Job
02:00 Vice President of Sales at Marketo, Bill Binch
03:00 Definitions and Metrics: making "big round words" specific
04:00 Suspects, prospects, and closed sales
05:00 The importance of an exact definition of a closed sale
06:30 What is a marketing qualified lead?
07:30 Accountability of marketing in driving leads versus sales
08:00 The Top Three Metrics for sales/marketing alignment
09:00 "Accidents happen in the intersections."
11:30 Sales reps should be selling, not prospecting, segmenting, or negotiating
13:00 How to setup a brand new sales model
14:30 If resources are limited where do you choose to specialize?
16:30 Land and expand, hunters versus farmers
17:30 The Dallas Cowboys don't run around the field without a plan, neither should you
18:30 Why you should have a playbook as a sales rep
19:30 Approaching small, medium, and enterprise businesses with different methodologies appropriate to the company, not the geography
21:00 "Start collecting logos." Focus on transactions, not dollars as a new sales team
23:00 A better question to ask other than "how do you like to buy stuff"?
24:00 Bill runs through exactly how he listens to a customer
25:30 Kevin asks what else is in Bill's playbook: is it just scripts?
27:15 Setting traps and how to avoid them.
28:00 How do you deliver your playbook? Paper or digital?
29:30 Bill's advice to sales reps
31:00 Setting daily goals and enjoying each step
34:00 Contact us at AskKevin@thisweekin.com