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Revenue Talks with Justin Keller | Listen to Your Customers, Listen to Your Employees

"You're not listening!" Be it in our personal or professional lives, most of us have heard this sentence once or twice. Why? Because we all like to think we know what others are thinking and feeling. In reality, however, the only way we truly know how our friends, customers, and prospects are feeling is by listening to what they have to say. That's one of the reasons Amy Frampton, Head of Marketing for ‪@bamboohr‬ moved the sales development rep (SDR) team to the marketing team when she joined the company five years ago. In this Revenue Talks episode, Amy shares how she leverages her SDR team to learn what pain points prospects really have, how her team actions on these pain points, and how the entire ‪@bamboohr‬ go-to-market organization aligns around the voice of the customer. Talking Points: (00:00) Introduction (01:29) Amy’s background (05:21) How Amy came to lead the SDR team at BambooHR (08:10) Align your sales and marketing teams to speak the same language (10:44) What the SDR — AE handoff looks like at BambooHR (13:29) BambooHR’s growth (19:09) How Amy collects feedback from her SDR team to help the overall marketing team (21:51) How Amy aligns her marketing team around the same goals (27:44) Is BambooHR product-led or market-led? (29:26) The #1 thing Amy’s team is focused on to accelerate revenue for BambooHR this year Read how other go-to-market leaders are strategizing their year: https://drift.ly/stateofconversations Subscribe to Drift: https://goo.gl/2pRvjN #drift #bamboohr #marketing ------- Stay connected with Drift: LinkedIn:   / drift   Twitter:   / drift   Instagram:   / drift   Facebook:   / heydrift   --------- About Drift: Drift is more than just a technology company. Drift is a connection company. Connecting buyers with sellers and empowering experiences everyone loves. At Drift, we believe that from meeting people to starting a business relationship, everything starts with a conversation. Drift specializes in helping start the right business conversations — making sure they happen when they’re supposed to and completely personalizing them to buyers. The Drift Conversation Cloud, comprised of Conversational Marketing, Conversational Sales, and Conversational Service, all powered by underlying Conversational AI, breaks down the silos across your team so you can deliver personalized experiences that turn into more quality pipeline, revenue, and happy customers. Learn more: https://www.drift.com/