Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast - Marketing Angle: Beating Mediocre Engagement Rates with James McArthur, CEO of CROO

Marketing Angle: Beating Mediocre Engagement Rates with James McArthur, CEO of CROO

01/05/23 • 20 min

Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast

Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur, CEO of CROO, joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge.
James is a Revenue Operations Architect with over a decade of experience building revenue processes and a member of Wizards of Ops and RevGenius. He is also a system agnostic operator who is equally comfortable doing configuration work on a project developing a long-term operations strategy. Before CROO, James was the Vice President of Revenue at Compete and the Director of Revenue Planning and Operations at LeafLink.
They cover:
👉 [05:01 - 08:52] The dream revenue operations platform👉 [08:52 - 13:00] Increasing engagement rates👉 [13:00 - 16:02] Aligning sales and marketingIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:👉 Apple: https://bit.ly/3vg8Rml 👉 Spotify: https://bit.ly/3PLhVsVAnd connect with James here:👉 LinkedIn: https://www.linkedin.com/in/jrmcarthur 👉 CROO Website: https://www.croodelivery.com Instructions on how to follow, rate, and review are here.About the Show
Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur, CEO of CROO, joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge.Hidden in Plain Sight is handcrafted by our friends over at: fame.so

Previous Episode

Sales Angle: Beating Mediocre Engagement Rates with Andrew Johnston, Director of Sales at Scale AI

Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston, Director of Sales at Scale AI, joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory don’t have healthy engagement and how sales reps can turn things around to tackle this challenge.
Andrew is a product-led sales expert with experience building and managing scaling sales teams in developer-focused and technical SaaS products. In his role as Director of Sales at Scale AI, Andrew focuses on building the company's Mid-Market and PLG sales team from the ground up. In addition to the Director role at Scale, Andrew is an Angel Fellow at On Deck, Member at GTMFund, and an Executive Member at Revenue Collective.
They cover:
👉 [02:37 - 05:44] What does a healthy account engagement mean?👉 [05:45 - 08:50] Why do sales reps struggle to engage accounts in their territory in a healthy way?👉 [11:33 - 16:28] Best sales tactics and strategies for ensuring healthy account engagementIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.And connect with Andrew here:👉 LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/ 👉 Scale AI Website: https://scale.com/ Instructions on how to follow, rate and review are here.About the Show
Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston, Director of Sales at Scale AI, joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory don’t have healthy engagement.Hidden in Plain Sight is handcrafted by our friends over at: fame.so

Next Episode

Sales Angle: A Winning Sales Methodology for a Healthy Pipeline with Tom Lloyd, VP of Marketing at SEDNA

Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd, VP of Marketing at SEDNA, joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales leaders can address this challenge.
Tom is a marketing leader who has worked across several verticals and GTM motions in marketing to SMBs and enterprises. He specializes in marketing strategy, demand generation, brand strategy and development, customer experience transformation, messaging, digital marketing, events, and leadership. Besides his role at SEDNA, Tom is also Executive Member of Pavilion.
They cover:
👉 [04:52 - 06:11] What does a healthy pipeline look like?👉 [06:41 - 08:48] How does a sales methodology play into knowing where a pipeline is?👉 [09:44 - 11:21] What's the cost to marketers of the unhealthy pipeline?👉 [12:14 - 13:20] What drives the coverage ratios most people think they need for their business?👉 [14:47 - 16:33] How should we train marketing and sales professionals to manage pipelines effectively?If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:👉 Apple: 👉 Spotify: And connect with Tom here:👉 LinkedIn: https://www.linkedin.com/in/tllloyd/ 👉 SEDNA Website: https://sedna.com/ Instructions on how to follow, rate and review are here.About the Show
Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd, VP of Marketing at SEDNA, joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipeline and how marketing and sales leaders can address this challenge.Hidden in Plain Sight is handcrafted by our friends over at: fame.so