I asked Patrick Morrissey, "What are some of the keys you find to building really high performance marketing teams that can deliver results?"
He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time."
----more----
"One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem."
"The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market."
"And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important."
Listen in to hear more!
More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter.
Thank you to our sponsor, MailTag.io.
MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.
It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.
For more info, be sure to check out MailTag.io!
From Investment Banker to CRO: Lessons about Career Pivots and Managing Pipelines
Telling the Story of Terminus from Lauren Patrick the Storyteller
How to Create 24,000 Demos a Year – An Exact Roadmap
Sales Truth: Blunt, No Nonsense Advice from Mike Weinberg
4 Skills Needed to Make it in Sales Management – Maureen Ezekwugo Podcast
Can You Predict Your Next Customer? Exploring the Intersection Between AI & ABM
Balancing Brand and Demand: How to Drive Short and Long Term Marketing Objectives
Personal Touch at Scale: How to Make Your Marketing (and Sales) Irresistible
New Research/Insights from SiriusDecisions Summit 2019
Sales Operations Mistakes
How to Build Relationships That Build Your Future - John Hall Podcast
Sales Enablement In The Wild: How Blackbaud Is Improving Sales Productivity & Impact
The Rise of Revenue Operations: How an Integrated Approach can Accelerate Results
Culture Eats Strategy for Breakfast Podcast with Paul Teshima and Matt Heinz
Defining Sales Enablement: Increasing Salesforce Efficiency and Effectiveness
What’s Working in Content Marketing 3.4 minute Podcast Shannon Dougall and Matt Heinz
Learn Advanced Metrics to Improve Sales Pipeline Health
Lessons from 20 Years of Sales Development: A Conversation with Dan McDade
How Bounced Email Creates Connections Using ABM
Where Design and Software Meet: Rethinking B2B Creative, Process and a Lot More
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
The Marketing Secrets Show
Right About Now with Ryan Alford
Better Advertising with BTR Media
MarTech Podcast ™ // Marketing + Technology = Business Growth
The Agile Brand™ with Greg Kihlstrom