Building Alignment between Sales and Marketing: When to Leverage Marketing Automation, Designing the Prospect Experience, and Getting Agreement on the Real Definition of Marketing Qualified Leads


In this episode we explore the Sales perspective understand how Marketing can focus their efforts to qualify and nurture leads so that Sales can effectively close the deal on Marketing’s pool of prospects. While it can often feel as though sales and marketing speak a different language, our guest today proposes some techniques and Sales-driven perspectives on how Marketing can better understand and support their partners in Sales, and how Sales can better communicate their needs to Marketing. Leveraging the widespread and effective concepts in customer experience design, Marketing has an opportunity to link arms with sales to create relevant and winning ‘prospect’ experiences as well.

Guest: Dan McDade

Dan McDade is the Managing Partner at Prospect Experience, a lead-generation advisory focused on designing sales strategies and experiences for B2B companies. He is also the author of ‘The Truth About Leads.’ Dan has 10 years of experience in retail, another 10 in direct mail marketing, and has spent the last 20 years growing his own consultancy centered around demand and lead generation services.

Host: Veronica Bright

Veronica Bright is a solution architect at Zee Jay Digital. Specializing in marketing resource and digital asset management, Veronica delivers thoughtful, functional solutions for enterprise clients. Veronica believes that technology design starts and ends with the people who use it, and strives to put people first in every solution she builds.