What does an opportunity mean to you? Would the rest of your company give the same answer? Probably not. But not to fear, GTM leader, because Tricia Gellman, the CMO of Box joins hosts Matt Amundson and Craig Rosenberg to explain how to fix the cracks between sales and marketing. Tricia outlines the importance of having shared goals across sales and marketing teams, why defining terms clearly is so critical, and what it’s like for those selling AI tools to B2B buyers.
Also, Craig recounts his time spent hanging out with reps at Dreamforce and Matt gushes about the events TOPO used to run.
Critical Takeaways
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Chapters
00:00 Tricia's Italy Trip & Career Advice
03:08 Overcoming the Challenges of a CMO
04:51 Managing Pipeline in the Current Environment
08:56 How to Align Marketing and Sales Teams
23:26 Aligning Incentives Across Teams
24:01 Defining Opportunities and Meetings
25:18 Adapting to AI in Sales
27:13 Transitioning to a New CMO Role
32:22 Building Community and Product Alignment
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Epic Quotes
Connect with Tricia Gellman
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