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Mike Lieberman, CEO and Chief Revenue ScientistWed, Feb 16, 2022 2 min read

Episode 21 – What’s Wrong With Revenue? Companies Still Consider Marketing And Sales Two Separate Departments

This show aired LIVE on February 9, 2022. To watch the show on demand, visit the show on its new page, Square 2+.

In this episode of What’s Wrong With Revenue? we hosted our first guest, Joel Capperella, the VP of Revenue Marketing at software company Workiva.

Joel, Eric and I had a lively conversation about how to bring marketing and sales departments together into a single revenue team.

LIVECast-social-Episode21-01Joel shared some real-life experiences during his journey in this area. We talked about common challenges and how to overcome them.

Joel’s previous experience as a consultant was critical for experience sharing. He talked specifically about getting the voice of the customer and scoring some quick wins for the organization before he could move on with a few of his own ideas.

The show covered a wide range of topics including tactic selection, technology and how to drive conversions from MQLs into opportunities for the sales team.

We spent a decent amount of time discussing the demo. The demo offer is one software companies love to lean into. We brainstormed some innovative ideas around doing demos including the pre-recorded demo, the regularly scheduled live group demo and, of course, the one-on-one demo most software companies rely on for their best sales opportunities.

There was a lot to talk about this week. If you’d like to subscribe to the show, we’ll send you reminders and email you a link to the show after each live show – just click here. If you’d like to submit a question to the show, we answer questions every week – just click here.

If you want to watch the show and all the other audio and video content published by Square 2, visit our new Square 2+ page. It’s full of valuable content related to marketing, sales, technology, revenue growth and more.

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Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.

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