SaaS
C-Level Marketing Module 7: Sales Alignment
•December 3, 2025
Original Description
This session breaks down why sales alignment is one of the most important skills for any marketer who wants to operate at a C level. Shiv explains why most companies miss their revenue projections not because of sales performance but because marketing never truly understands the sales process buyer psychology or the 25 critical questions prospects must answer before they buy.
You’ll learn how modern B2B buyers actually make decisions why traditional funnels no longer work and how content product marketing and demand gen must work together to support a consultative sales motion. Shiv shares the transformational frameworks he uses to close enterprise deals map buyer journeys and overcome the real competitor every company faces doing nothing.
If you want to build a revenue engine where sales and marketing operate as one commercial organization this session gives you the blueprint for alignment higher close rates and more predictable pipeline.
⏱️ Time Stamps
00:00 Why sales is the missing pillar in C level marketing
01:35 The continuum of marketing accountability and why most orgs are immature
03:10 Why marketers must understand sales at a deep level
05:55 Why most sales projections are unrealistic
07:40 Buyers are buying differently and journeys are non-linear
09:15 Why forced funnels and gated content break the journey
11:20 The shift from always be closing to always be helping
13:45 How content directly impacts close rates and price power
15:50 Understanding the real sales process and what marketers miss
18:25 The 25 questions every buyer needs answered before they purchase
20:40 Why most companies only answer half of them
23:30 How transformational frameworks drive more pipeline and higher close rates
28:10 How to beat the real competitor: doing nothing
31:15 Why your sales process must be consultative not transactional
34:45 Building multi-persona sales journeys using the same framework
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