This episode features an interview with Stephen Gold, Chief Sales and Marketing Officer at SparkCognition (Previous), a company providing AI solutions that allow organizations to predict future outcomes, prescribe next actions, empower people, and protect assets.

In this episode, Stephen discusses experimenting to find the best combination of elements to engage prospects through a long sales cycle. He also dives into the healthy tension between marketing and sales, and how he is thinking about using AI tools in his marketing.

Key Takeaways:

• Experiment to find the right mix of tactics to engage with prospects and customers. Continue to test and tweak to find the right combination for your prospects and sales cycle.
• Use AI and other tools with a specific objective in mind; don’t get distracted by shiny new toys with little pragmatic use.
• Marketers will always be challenged to demonstrate their value to their organization. Even in smaller organizations, this takes a concerted effort and CMOs would be remiss to forget the importance of internal marketing.

Quote:

• “There's always a question, the proverbial question that hangs over marketers heads, that says, am I really getting a return on my investment? Maybe we can cut the budget and we're not going to feel the effect. And marketing, unlike other areas of the business, it's probably harder to quantify the impact because it touches so many parts of the business. Marketers are constantly, or should constantly be thinking about, how do I demonstrate to my organization, qualitatively and quantitatively, the value we bring? We work really hard to produce content internally for consumption by other executive members, by the rank and file. Who doesn't want to work at a business where the brand matters? Who doesn't want to work at a business where they're doing social good? We're a small company, approaching 400, but it's still important that you get the word out. And it's not easy. You have to put a concerted effort to do that.”

Episode Timestamps:

*(6:20) The Trust Tree: The importance of education

*(16:35) The Playbook: Finding the combination of tactics that work

*(37:08) The Dust Up: Inviting friction between sales and marketing

*(39:14) Quick Hits: Stephen’s Quick Hits

Sponsor:

Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for pipeline pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Links:

• Connect with Ian on LinkedIn
• Connect with Stephen on LinkedIn
• Learn more about SparkCognition
• Learn more about Caspian Studios