Digital sales rooms with Tara Pawlak at GetAccept

10/03/22 • 15 min

Pipeline Meeting - Marketing Podcast About Sales

We're joined by Tara Pawlak, head of marketing at GetAccept. For starters, this episode kicked off when Tara posted the following tactical exercise on LinkedIn, encouraging people to rethink how they do events:

https://www.linkedin.com/posts/tara-pawlak_marketers-sales-salesteam-activity-6976547555996225536-uvHo/

In this episode, we cover a lot of ground.

Sales-marketing alignment for events and trade shows. How Tara has flipped the conventional way of doing events on its head and is including the sales team with digital sales rooms. Plus the one key that is required for this to work.
How outbound sales can complement marketing's events strategy. That's right, when coordinated appropriately, outbound sales efforts can co-exist with marketing's conventional event and trade show strategies.
Digital sales rooms. It's an emerging category and Tara talks about GetAccept thinks about this new tool for salespeople and how they interact across the org chart. And she makes the case for how digital sales rooms can help salespeople sell more!
Sales-marketing communication around events. If marketers often use project management software and salespeople often use CRM software, how do they meet in the middle? Hear how they do it at GetAccept.
Revenue goals. Tara shares her personal experience that led her to become a marketer who is not only comfortable talking about sales, who wants a revenue number.

Find Tara on LinkedIn: https://www.linkedin.com/in/tara-pawlak/
Learn more about GetAccept: https://www.getaccept.com/
Discover HubSpot INBOUND: https://www.inbound.com/

https://www.linkedin.com/posts/tara-pawlak_marketers-sales-salesteam-activity-6976547555996225536-uvHo/

In this episode, we cover a lot of ground.

Sales-marketing alignment for events and trade shows. How Tara has flipped the conventional way of doing events on its head and is including the sales team with digital sales rooms. Plus the one key that is required for this to work.
How outbound sales can complement marketing's events strategy. That's right, when coordinated appropriately, outbound sales efforts can co-exist with marketing's conventional event and trade show strategies.
Digital sales rooms. It's an emerging category and Tara talks about GetAccept thinks about this new tool for salespeople and how they interact across the org chart. And she makes the case for how digital sales rooms can help salespeople sell more!
Sales-marketing communication around events. If marketers often use project management software and salespeople often use CRM software, how do they meet in the middle? Hear how they do it at GetAccept.
Revenue goals. Tara shares her personal experience that led her to become a marketer who is not only comfortable talking about sales, who wants a revenue number.

Find Tara on LinkedIn: https://www.linkedin.com/in/tara-pawlak/
Learn more about GetAccept: https://www.getaccept.com/
Discover HubSpot INBOUND: https://www.inbound.com/

Previous Episode

New customer onboarding with Stuart Balcombe at Arrows

Stuart shares incredible insights into the new customer onboarding process, topics include:

Sales-Marketing-Service Alignment: Gaps in this area aren't because of your internal teams per se, but because of not knowing your customer. And they feel it. He shares valuable advice on how to avoid this trap.
Failed Onboarding: This has proven controversial online, but the Arrows team is opinionated about it. Onboarding can be considered either a success or a failure. What does this mean in practice? Stuart breaks it down.
Cost of Failure: It's easy to think about new customer onboarding as a short-term concern. However, there are long-term financial ramifications of failing to retain customers. And it could cost you your business.
Who Owns Onboarding: This is a tricky one. Stuart talks through the nuances of sales or service teams owning new customer onboarding, and in particular, what that looks like in HubSpot (in deals vs. tickets).
Onboarding Velocity: This is the one metric that Stuart is thinking about right now. He explains what it means, how they think about this at Arrows, and why it matters.

Learn more about Arrows: https://arrows.to/
Find Stuart on LinkedIn: https://www.linkedin.com/in/stuartbalcombe/

Next Episode

Partner sales with James Urie at Close

James' partner sales responsibilities run the gamut, from identifying partners and to co-marketing and helping them succeed. He shares his insights building this program, including:

Ways to partner: Close offers three distinct partner programs: Affiliates, experts, and integrations. James walks through how each works and how they are incentivizing and engaging growth levers that were previously underutilized.
Integrations: This is a hot topic and an increasingly important one in the SaaS (software as a service) world. James shares an example of their partnership with QuotaPath, how they identified the opportunity, executed on it, and how it's going. (Hint: It's going well!)
Incentives: Several times in our conversation James talks about incentivizing partners and how financial motivation is an important part of the equation for partner sales... But it's not the only one. Sales support and training is another important consideration.
Complementing vs. Competing: One area we explore is that it looks like to have a complementary partner sales relationship versus a competitive one. Product roadmap, customer base, and other factors come into play.
One to Many: When it comes to integrations, if you build one, chances are you are going to build another. So how do you know where to start? And how does that affect your sales and go to market motions?

James Urie on LinkedIn: https://www.linkedin.com/in/james-urie/
Close on LinkedIn: https://www.linkedin.com/company/close-crm/
Learn more about Close: https://close.com/