InStereo was started with a simple premise: creating a consulting services organization that wasn’t focused on tools and tech, but instead focused on creating the best possible experience for the buyer. They help businesses implement sales engagement programs to personalize the sales experience, ultimately making buyers more likely to buy and the organization likely to earn more revenue.
Can you tell me a little bit about yourself? How and why did you start InStereo?
What are a couple of talking points I could use to convince stakeholders into investing in Sales Engagement?
Which tools are the essentials for small to medium-sized firms?
- A CRM platform. You need a core system that stores all your customer data.
- A marketing automation platform. Especially in the B2B space to automate some of those marketing communications so the team can track and take advantage of their touches.
- Modern sales organization must have some form of sales engagement in place.
What are the first steps in creating a sales engagement cadence?
What is the best content to create to supplement email nurture cadences?
- Is the content targeted to the audience?
- Is it engaging for the audience?
- And will they find it valuable?
Do you have some tips to help align sales and marketing in sales engagement programs?
What are some common mistakes you see from organizations during sales engagement implementation? How would you suggest avoiding them?
How does one measure sales engagement effectiveness? Are there KPIs to look for? Do the marketing automation KPIs change?
Where do you see sales engagement in the coming years?
This blog is part of the ongoing Brandpoint Interview Series where we talk with marketing professionals about their career, unique perspectives on the industry and some key advice they’ve learned along the way.