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Stop Fighting, Start Winning - 5 CRO-CMO Alignment Best Practices for 2023

Stop Fighting, Start Winning - 5 CRO-CMO Alignment Best Practices for 2023

There is nothing worse than being part of a dysfunctional go-to-market team. We’ve all been there! Sales and marketing fight about how many leads the other function should generate. Arguments about the definition of lead quality. Lack of alignment on the ideal customer profile. Fighting for precious resources.

It’s frustrating. The battle internally over who is responsible, who did what, when, and who gets the credit. Who cares! Your team is better off focusing that energy on prospects and customers. Better off focusing on winning!

 If you’re a mid-size company or recently funded and expected to grow, join this session led by veteran CMO James Lamberti and CRO Will Anastas. Together they will share five practical best practices for sales and marketing alignment in 2023, helping your go-to-market team win together.

Discussion topics

  • Best practices to align sales and marketing for efficient pipeline generation

  • How B2B data intelligence supports CRO/CMO alignment initiatives

  • 2023 ROI outcomes for teams that adopt some or all these ideas 

Key Takeaways

  • Get your SOM (Service Obtainable Market) and ICP (Ideal Customer Profile) to match. When going after leads, focus is critical. Don’t waste your time focusing on a huge TAM (Total Addressable Market). Get in the weeds and spend some time looking for those opps that are really aligned with your business.

  • Intent data is a CRO’s best friend when mined and surfaced correctly by marketing.

  • Healthy Outbound is Key. Always think about the 70/30 Rule.  An efficient AEs spends 30% of their time harvesting inbound, and 70% prospecting outbound.

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