Why is sales and marketing alignment crucial for revenue growth? – Mona Lolas, Sirius Decision Partner at Forrester- B2B Binge

Mona Lolas is an accomplished Global Sales and Marketing Executive with over 25 years of experience in the IT industry. She has international exposure in conducting business in Australia, APAC Regional, and Global roles working in Vendors and Blue-Chip Companies. Mona has built new business lines, bringing new products to market and establishing vendor's presence in the Asia Pacific region. She holds extensive experience in go-to-market plans that directly support business growth objectives and drive significant and measurable ROI - increasing demand, driving sales, and positively impacting brand equity. Mona has led highly skilled marketing teams that deliver engagement with the channel and end-users and continuously learn through evaluation and iteration. Mona has a passion for promoting women in leadership positions and advocating empowering girls join the IT industry.

Mona showered Ampliz B2B 4th Edition with her immense knowledge and spoke elaborately on how important it is to align sales and marketing. Alignment in sales and marketing comes from the top of the organization. The message has to be crisp and clean from top to bottom. The value you offer to your stakeholders should be communicated across your organization equally. CSO and CMO are the keystones in this endeavor of creating alignment. They have to communicate effectively to align both the teams.

Marketing and Sales KPIs should be focused on delivering value to your stakeholders while speaking the same language. Marketing will control the channels and talk about the language that aligns with sales and your target audience. It asks from marketing much focus on what they are doing, what they cannot do while maintaining alignment with the sales. Marketing activities should not spread too thin.

Prioritize the role of marketing and have the objectives mapped out and aligned with the overall aim of the organization. As said before, it should come from the top to bottom. The organization's purpose should breakdown slowly into department objectives to team objectives to personal goals.