255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto)

ACTIONABLE TAKEAWAYS:



80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos.


Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects.


Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting.


Methodical Problem Solving: When top-of-funnel issues arise, fix one area at a time—start with accounts, then people, triggers, and finally messaging.


SONNY'S PATH TO PRESIDENTS CLUB:


Director of Global Sales Development @ Panopto

Senior Manager, Global Sales Developnent @ Sift

Sales Development Manager @ Sift

Manager, Account Development Team @ Mesosphere


RESOURCES DISCUSSED:


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