Episode 22: Leading Sales Teams During Difficult Economic Times, with Mark Stouse - Part 1

Mark Stouse is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge their ROI gap. He is an award-winning B2B CMO and CCO and has been a pioneer in connecting marketing investments to revenue, margin and cash flow.

In this episode of Stronger Sales Teams Podcast, Mark Stouse, CEO of Proof Analytics, discusses the challenges that CEOs and CFOs face in understanding the true business impact and financial worth of their marketing and sales efforts. He introduces Proof Business GPS, a platform that provides cause and effect analytics to optimize marketing and sales strategies. Stouse explains that in 2023 and beyond, go-to-market optimization will require a cohesive approach that considers the entire customer experience. He emphasizes the importance of experience and adversity in sales teams and offers advice on how sales leaders can prepare their teams for challenging times.

Key Takeaways:

• CEOs and CFOs are increasingly seeking cause and effect analytics to understand the true business impact of marketing and sales efforts.
• Go-to-market optimization in 2023 and beyond will require a cohesive approach that considers the entire customer experience.
• Sales leaders should value experience and adversity in their teams to prepare for challenging times.
• Empathy and leading from the front are key to gaining alignment and engagement from sales teams in difficult times.

0:00 Intro 

1:19 Guest Introduction

2:45 About Mark Stouse and Proof Analytics 

7:38 What's Changed in the World of Go-to Market Optimization

11:34 Behaviors that A Sales Leaders Should Focus On

14:50 Preparing the Team for What’s Ahead 

17:35 Aligning Your Team

20:22 Outro 

About our guest:

Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics to show marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. 

An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders. 

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.