In this episode of The HealthTech Marketing Show, guest host Mark Erwich leads a deep dive into pipeline optimization and deal acceleration, featuring expert insights from healthcare tech marketing leaders Amy Swanson and Michael Passanante.
They discuss the essential strategies for aligning teams around pipeline goals, the use of collaborative scorecards for performance measurement, effective buyer engagement tracking, and the evolving roles of business development representatives (BDRs).
They also explore how marketing teams can influence pipeline acceleration, customer retention strategies, and the importance of brand building as part of a holistic approach to pipeline management.
Key Topics Covered:
- “Integrating Pipeline Goals with Strategic Planning (00:03:00)”
- “Measuring Marketing Influence on Opportunities (00:05:00)”
- “Creating and Utilizing a Collaborative Scorecard (00:07:00)”
- “Identifying and Engaging the Buying Committee (00:11:00)”
- “Role of BDRs in Pipeline Generation (00:14:00)”
- “Marketing’s Role in Pipeline and Alignment Across Teams (00:18:00)”
- “Translating Pipeline Goals into Marketing Metrics (00:20:00)”
- “Leveraging Technology to Enhance Sales Velocity and Engagement (00:22:00)”
- “Balancing Customer Retention and Pipeline Generation (00:24:00)”
- “Marketing’s Contribution to Pipeline Acceleration (00:27:00)”
- “Final Recommendations for Marketing Leaders (00:31:00)”
Resources:
- Sales Enablement Tool: https://www.paperflite.com/
Interested in learning more about the challenges with pipeline optimization? Explore this topic in greater depth in our detailed blog post.
Connect with me: https://www.linkedin.com/in/adamturinas/
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