Welcome to the ValuePros Show! In today's episode, Bruce Scheer talks with Scott Presse about the significant benefits of adopting a connected revenue model and the steps needed to execute it effectively.
Unified Messaging
- Discover the importance of having a unified voice across sales, marketing, and other departments.
Go-To-Market Strategy
- Learn how to refine and align your go-to-market strategies with a connected revenue model.
Cross-Functional Content Development
- Find out how collaboration among departments can lead to impactful messaging and tools.
Understanding Buyer Journey
- Understand the buyer journey to better tailor your messaging and outreach efforts.
Sales Enablement Tools
- Explore the development and use of tools like talk tracks, infographics, and animations for effective customer engagement.
00:00 Discussing connected revenue strategies with Scott Presse.
04:10 Disconnection exists between marketing and revenue responsibility.
07:17 Sales and marketing: why change, why us, unique.
09:26 Align marketing with executive-level conversations more.
14:24 Align sales and marketing through buyer journey.
18:46 Collaborative sales-marketing builds effective sales tools.
20:18 Collaborative content development for Workfront's sales narrative.
23:00 Collaborative content crucial for effective stakeholder engagement.
28:39 Experiential video-based learning crucial for sales training.
30:42 Operationalize through playbooks, training, and coaching.
32:57 Connected revenue requires strategic organizational shift.
36:05 Leadership commitment and collaboration are essential.