Sales-Led vs. Marketing-Led: Which Is Right for Your Organization?

Published

January 24, 2023

Updated

Kevin Lord Barry

Co-Founder, Right Percent

B2B companies often shift between sales-led or marketing-led strategies depending on their audience. For SMBs (with more potential decision-makers), a marketing-driven approach works best, supported by sales. But when targeting Enterprise prospects, where each deal involves fewer yet more complex stakeholders, sales leadership takes the lead, with marketing in a crucial supporting role.

Kevin Lord Barry

Co-Founder, Right Percent

Kevin Lord Barry co-founded Right Percent, a Right Side Up venture that focuses on scaling fast-growing B2B companies in every vertical. Over the past 10 years, he’s managed millions in ROI-positive ad spend for brands like DoorDash, Zenefits, Masterclass, Segment, OnDeck, and more.

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