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Jay Gaines
Jay Gaines is Vice President and Group Director at SiriusDecisions. Jay is a seasoned marketing professional with 20 years of experience in a variety of industries. His experience includes team building and leadership, marketing strategy and planning, marketing budget and operations management, demand creation, sales and marketing alignment, business development, product development and management, interactive marketing/advertising, inbound marketing and social media. Jay has held executive-level marketing and business development positions at both well-established and startup b-to-b companies where he consistently transformed marketing organizations to achieve significant and measurable increases in efficiency and effectiveness.
“While marketing is playing around coddling and nurturing prospects, my sales team still needs to close deals and hit quota. We don’t have time for these games and distractions.”
Ouch! Those were the first words out of the mouth of a very competent, experienced and successful chief sales officer...
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Too often, when marketing leaders sit down with their counterparts in sales to discuss lead definitions, the first and only factor that is considered is what sales wants. While this discussion is relevant
and valuable, the result is typically one of the following two scenarios:
“Cream of the...
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