This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. 

In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. 

Brady Holcomb is the Fractional CRO at Matium, the supply chain network and commodity trading platform creating the most efficient commodity market infrastructure ever built. He has over twenty years’ experience as an Executive Growth-Focused Leader, and served as CRO for Stenson Tamaddon and Winmo. 

Brady emphasizes the importance of alignment between sales and marketing from the very beginning, particularly during the hiring process of a new Chief Marketing Officer (CMO). By setting up a rigorous interview process that assesses the necessary skill sets and requires candidates to present their strategies, he ensures that the incoming CMO understands the company's goals and values. Once onboard, Brady maintains close collaboration by scheduling bi-weekly meetings between sales and marketing teams. This structured approach not only fosters open communication but also ensures both teams work towards a common objective, enhancing their alignment on the Ideal Customer Profile (ICP) and overall go-to-market strategy.

Brady notes the significance of addressing objections early in the sales conversation: He advocates for proactive engagement with potential objections, suggesting that by prompting customers to express their concerns upfront, sales professionals can significantly improve their conversion rates. This approach not only helps in building trust but also ensures that potential barriers are resolved before they become obstacles to closing deals. Brady’s insights reflect a strategic shift in sales tactics that prioritize open dialogue and customer engagement.

Brady outlines the Axiom Sales Kinetics methodology as a transformative approach to sales training, stating that their deployment method and how they deploy Axiom is much more applicable and meaningful to the people who are using it. He highlights how this approach replaces traditional, intensive training sessions with bite-sized learning modules, increasing adoption and effectiveness among sales teams. The four-step process—prospecting, qualifying, presenting, and handling objections—provides a logical and scalable framework, which Brady believes is crucial for achieving measurable results in sales performance.