The age-old battle between Marketing and Sales Development Representative (SDR) teams often boils down to one question: Who gets credit for the lead?
For years, these teams have clashed over lead attribution, credit for conversions, and even how prospects discovered the company in the first place. It’s a struggle many organizations face, and we at N.Rich knew all too well.
In early 2024, the tension reached its peak. That’s when Mary Pylyp, Head of Sales Development, and Yulia Olennikova, Marketing Lead, decided it was time to put an end to the rivalry. Together, they implemented a mixed-use case for SDRs, integrating marketing efforts into sales prospecting process.
Marketing shares detailed reports with Sales, highlighting accounts with the most engagement and highest intent. This ensures Sales approaches prospects at the perfect time, maximizing conversions and aligning both teams toward shared goals.
In fact, we’ve seen a 60% improvement in qualified pipeline conversions and a 10% increase in content download conversions to closed-won deals.
Josh Shulman, our new Head of Marketing will be sitting down with Mary and Yulia to uncover the full story behind this transformation.
We’ll share exactly how we aligned SDR and Marketing at N.Rich, eliminated the “that’s my lead” fight, and achieved better conversion rate to qualified pipeline.
This conversation is happening live during our first webinar of 2025 on January 21 at 3 PM CET.
Join us to officially meet Josh, hear our story, and discover actionable strategies for aligning your own teams!
To register, simply go to this link.
