Focus on the 40% Who Will Look at Your Product - Danilo Nikolich & Nick Bennett - Revenue Today - Episode # 092

Revenue Today

Today, we welcome back Danilo Nikolich, VP of Sales Development at RollWorks, and Nick Bennett, Director of Evangelism & Customer Marketing at Alyce. Danilo talks about looking at your possible leads as a pie and that 40% are not looking to buy but can be convinced to look at your product. By aligning sales and marketing and how accounts are moved through the funnel, more and more of this bucket can be converted.

Takeaways

• Align sales and marketing structurally by handing off MQAs or "sales-ready" accounts.
• Sales activity is a good way to determine how to move accounts through the funnel between sales and marketing.
• If accounts were a pie, 40% can be convinced not necessarily to buy but to look at your product. Focus on those.

Quote of the Show

"The 40%, Danilo, is the folks that are not in any sort of intent. They're out there. They're not looking for something but they can be convinced to look at your product. He's like that's where we need to get into." - Danilo Nikolich

Connect with Danilo and Nick in the links below:

• LinkedIn (Danilo): https://www.linkedin.com/in/danilonikolich/
• RollWorks website: https://www.rollworks.com/
• LinkedIn (Nick): https://www.linkedin.com/in/nickbennett1/
• Alyce website: https://www.alyce.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs