In this week's episode of the Revenue Xchange, host Davis sits down with Hailey McDonald, SVP of Growth Marketing at Marigold. Together, they unpack how top go-to-market teams are breaking down silos by organizing around buyers instead of org charts, and why traditional alignment isn't enough anymore. Key Takeaways: 1.) Buyers Don't Care About Your Org Chart: GTM dysfunction starts when teams ask "what do we need?" instead of "what does the buyer need?" Organizing around buyer behavior, trig...
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In this week's episode of the Revenue Xchange, host Davis sits down with Hailey McDonald, SVP of Growth Marketing at Marigold. Together, they unpack how top go-to-market teams are breaking down silos by organizing around buyers instead of org charts, and why traditional alignment isn't enough anymore. Key Takeaways: 1.) Buyers Don't Care About Your Org Chart: GTM dysfunction starts when teams ask "what do we need?" instead of "what does the buyer need?" Organizing around buyer behavior, trig...
RX 4 - Building a Smarter Account Qualification Model | Amanda Heredia, ABX Stack
Revenue Xchange
54 minutes
1 month ago
RX 4 - Building a Smarter Account Qualification Model | Amanda Heredia, ABX Stack
In this week’s episode of the Revenue Xchange, host Davis sits down with Amanda Heredia, Principal ABM Strategist & Founder at ABX Stack. Key Takeaways: 1) Four-Badge Qualification System: Replace one-size-fits-all account scoring with distinct badge types. Each representing a different buying motion with specific signals, owners, and expiration windows. 2) Signal Stacking is Non-Negotiable: Single-platform ABM tools can fall short. Effective account qualification requires layerin...
Revenue Xchange
In this week's episode of the Revenue Xchange, host Davis sits down with Hailey McDonald, SVP of Growth Marketing at Marigold. Together, they unpack how top go-to-market teams are breaking down silos by organizing around buyers instead of org charts, and why traditional alignment isn't enough anymore. Key Takeaways: 1.) Buyers Don't Care About Your Org Chart: GTM dysfunction starts when teams ask "what do we need?" instead of "what does the buyer need?" Organizing around buyer behavior, trig...
