How Sales Teams Can Work With Other

Departments To Drive Growth?

Nicholas Ghitti - 2021 - Head of Growth at Tymeshift
 Nicholas Ghitti
Head of Growth, Tymeshift

Climbing the (Growth) Charts

Ghitti

nicholas@tymeshift.com

linkedin.com/nicholasghitti
Tips on how sales teams can enable growth…(beyond the job
description)
How we usually see the sales ecosystem:

SDR SDR’
s
BDR’
s
Sales Operations

Online Sales
Inside Sales
Product Sales
Field Sales
Local Sales

Marketin
g Customer Support
C Customer Success
S Account Management
Sales should be at the tip of your strategy (hold your breath)

Sales
that doesn’t mean that sales should
call

(actually it’s quite the opposite)

Sales should be your company’s Feedback Machine

Sales

Produ
ct

Marketing
Why?

Prospects

Customers

Partner
s
Sales
Competitor
s
How?

MARKET TRENDS COMPETITORS RADAR

New features Pricing analysis
Integrations The good and the bad
New frameworks New partnerships
Brand awareness Marketing strategy
Brand awareness

Sales

PRODUCT FEEDBACK WHY WIN / WHY LOSE

Valuable features What is leaving the funnel
What is lacking? Good or bad
Features that Sell Why?
Aquire beta testers Action Plans
When?

RITUALS
Recurring meetings with a purpose
Schedule quick weekly/monthly meetings between
sales, marketing and product only to discuss the
topics previously mentioned
Process and Communication
Have a process to in place to give and receive
feedbacks, this meetings can be challenging at
times.
Where?

TOOLS
Slack
Having a dedicated Slack channel is key to keep a
log of previous meetings and facilitate
communication.
Miro
Miro is an amazing tool for cross department
collaboration, having a feedback board can be game
changing.
Ideas to leave the status quo

SHARED
#opportunities
OKRs
Conversion
Rate |
v Lead>Opp
Industry market
share

SDR

Marketing
Ideas to leave the status quo

SHARED
#customer
OKRs interviews
Accelerate
feature
adoption
Deliver detailed
competitor
analysis

Sales

Product
Last but not least, make sure your reliable

FORECAST

INSIGHTS

VISIBILITY

DATA + PROCESSES

+
M
A
T
Last but not least, make sure your reliable

DATA
ENRICHMENT Powered by CRM
Sales teams are able to enrich existing data around
prospects, clients and partners that should be used to
support Marketing and Product continuous
development.
Delicate situation
Information is power, the sales leadership must
make the necessary adjustments to make sure that
the information they collect is as qualified as
possible.
Last but not least, make sure your reliable

TOOLS

FORECAST BI Solutions: Tableau, Power BI

INSIGHTS

VISIBILITY
CRM/Light BI/Excel: Dearlucy,
Geckoboard

DATA + PROCESSES
CRM: Pipedrive, Hubspot, SFDC
 THANK
Nicholas Ghitti
nicholas@tymeshift.com
YOU!
linkedin.com/nicholasghitti