Hey, so welcome back to the Bootstrapped Marketer. I'm here to deliver you what I learned all along my journey as a marketer, I'm building a Saas also called Hublead. So I will share you everything I know. So today episode, it's about how to align with your sales team with your sales, SDRs, BDRs AEs whatever you want. So along my career, I was the guy that is building a list of companies really qualified, fitting your ICP with a lot of decision makers inside, fully enrich emails, phone numbers. And I was giving these lists to my sales. Okay. So there are a few things I learned how to align your position with with your sales. So first thing first, you need to market to marketing. What does that mean? Really simple. You need to keep your sales informed by your own efforts. Your work won't speak by itself. Okay. You have to promote your work. It sounds stupid like a stupid advice, But really you need to promote your work on a daily basis, monthly basis and so on. Okay. You have to show them how you think what you did for the database. If they give you a feedback, you have to show them what you learned from the feedback. How did you process the feedback inside your marketing team. You really have to share everything And don't forget, they don't speak the same language as you. You speak with numbers, they speak with feelings. So you really need to speak with their language and show them that you care about their work. Second thing is deliver on the numbers, so what does that mean? So for example, you have a number of companies you need to send every quarter. And you have an objective of 20, 25% of ICP inside these company. You have to take care. To hit that target every quarter. You have to show them by examples that you're hitting your numbers so they can hit to. The third thing is also to build confidence. So it's a bit linked to what I said in the first and second place, but how do you build confidence? So building confidence means you have to be with your sales teams. Stand up right now, go next to your sales team and just sit down. Put your laptop on the desk and just listen to their calls, speak with them. Have stand-ups weekly, monthly meetings with them, you really need to be with that sales team. You're not in separate team, you're not a marketing vs sales team. You're inside the go to market team. So you need to speak with them on a daily basis. Okay. Fourth thing is really you clarify decision-making. What does that mean? It means you're not alone. You're not doing all the decision making even if you have a CMO or something like that. You need to speak with sales manager, you need to onboard sales manager with you. So they will have another approach than you, but you really need to build a solution together. And the last thing it's very important it's to hold sales accountable. So when it comes to check for KPIs for marketing, we all know the KPIs. We need to follow number of leads, number of MQLs, conversion rates, qualitative, or quantitative feedback. We have a bunch of KPIs we can monitor but when we check for sales people, it's harder. Why it's harder? Because sometimes you have plenty of decision makers to reach. It takes time.. But this is really hard to monitor you can't have a KPI for example. How many decision makers did they reach in the past months inside the company, because inside the company, you can have maybe 2, 3, 4, 5. So it's harder to have one KPI for all. So it's really important to have a shadow meeting with them where you check how they prospect a company . You can pick also random companies you gave them. Like for example, you gave 100 companies and you pick randomly three or four companies and you're trying to understand how they did their job do that with a sales manager. It would be easier for the sales manager to know how to train their reps, to be better on the prospection phase. So the question is, why did you need to do that? You have to think, farther, you have to get like a second order thinking. So if you give 100 companies to your sales rep, and they really qualified 20 of them. Okay. So 80 companies won't be qualified and maybe you won't have any feedback on them, they will be sent to trash. So it means you will need to send 80 more companies. But let's say for example, you send 100 and they qualified 50. Now you need to send back 50. You see that. So you really need to train our also your sales people to be better at qualifying companies. So it will reduce the number of companies you have to send to sales and you will work on different things, rather than just giving a bunch of companies on a weekly basis. Okay. So I hope you learn something inside this podcast. If you have any questions, feel free to reach me out on LinkedIn. And if you have things to add on this subject, I'm really happy to get from you. See you.