The Revenue Revolution + Peter Mollins
Marketing, Sales and Career Paths
Description
Welcome to another edition of the Revenue Revolution podcast from Jointflows.
Today we interviewed Peter Mollins who is the Chief Marketing Officer at SetSail. SetSail enables B2B sales teams to use their data to drive deal winning behaviour.
Peter has been the Chief Marketing Officer there for 11 months and is a very experienced marketing executive with over 20 years experience in the marketing space.
Peter has held multiple senior marketing roles, including Spreedly, SAVO Group and Knowledge Tree.
Throughout Peter’s career his focus has been on revenue orientated marketing which started when he worked at Netscape.
In this episode we discussed the changes in marketing and sales over the past 12 months and beyond, including how sales and marketing teams can collaborate with each other, and the evolution of the role of a Sales Development Representative.
Peter also shared his view about the role of AI in sales as well as revealing some of the tools used at SetSail.
Highlights
Highlight 1 – (00:04:10) The data is too tough to manage on a daily basis
Highlight 2 – (00:04:48) Proving you can work in our process, that is what matters
Highlight 3 – (00:05:55) Marketing and sales teams should have shared goals and definitions
Highlight 4 – (00:11:34) Marketer automates processes to reach out to market better
Highlight 5 – (00:13:05) Need to have people in the company who are just as excited to use the tech
Highlight 6 – (00:15:00) Weekly sales enablement sessions
Highlight 7 – (00:17:13) Why having a close connection with the sales leader is a must
Highlight 8 – (00:17:52) SDRs talk to more prospects than anyone in the company
Highlight 9 – (00:18:31) 80% of our business was actually inbound
Highlight 10 – (00:22:44) A compelling use case for AI
Highlight 11 – (00:28:02) Identify the kind of person, not just the job title
Highlight 12 – (00:34:17) The best feeling is small teams doing big things
