In this episode, host Vince Quinn welcomes David Morse, CEO of DMo Worldwide, former Chief Revenue Officer of Cambridge Mobile Telematics, and author of The Heart of the Sale, to explore how marketing and sales should connect through the funnel. David explains why effective discovery is the foundation of complex enterprise sales, how marketing can deliver 80% of what sales needs (leaving the personalization to sales), and how “signal‑management” (market, account, person‑level signals) is critical in today’s data‑rich B2B environment. He also drops a surprise: he’s a comedian/rapper releasing an album called “Crowbars” that re‑imagines hip‑hop instrumentals with sales/marketing lyrics. A lively, insightful look at aligning marketing and sales in a modern enterprise world.

Guest Bio

David Morse is the CEO of DMo Worldwide, a company that helps B2B organisations with pipeline development, aligning marketing and sales around discovery and pain‑based personalization. Previously, he was the Chief Revenue Officer at Cambridge Mobile Telematics, where he built global enterprise sales teams. He is the author of The Heart of the Sale, which grew out of his 20‑year career navigating complex, high‑value deals. On top of his business credentials, David is also a comedian and rapper, launching an album titled “Crowbars” with sales‑themed hip‑hop tracks—Demonstrating his unique blend of professional rigor and playful creativity.

Takeaways

• Effective discovery is the engine of enterprise sales: uncovering the real problem, the people behind it, the priorities, the business case, and the process drives higher close rates and more value.
• When marketing and sales collaborate deeply (particularly in Account Based Marketing + Sales setups), marketing should deliver ~80% of the funnel content (messages, tools, research) and sales should handle the final 20% personalization and relationship nuance.
• Marketing can deliver PSP‑POVs (Pain‑based, Specific, Personalized Points of View): messages that centre the customer’s pain not the product; that are specific to their situation; and that are personalized by persona or industry.
• Signal management is a vital discipline: monitor market‑level signals (e.g., regulatory shifts, industry dynamics), account‑level signals (firmographics, technographics, events, engagement) and person‑level signals (job changes, content downloads, social engagement). Use these to inform outreach and pipeline generation.
• The “poison the well” risk: if your outreach shows no understanding of the prospect, you may not only lose the deal—you may damage future referral or reputation chances.
• Injecting personality and creativity into professional domains (e.g., David’s rap project) can differentiate you and create memorable connections.

Chapters

00:00 – Introduction: Vince Quinn welcomes David Morse

00:44 – David introduces The Heart of the Sale and why he wrote it

02:19 – Challenges in enterprise sales: deals evaporating, inadequate discovery

03:26 – How marketing + sales should work together in complex enterprise deals

04:08 – The 80 / 20 rule: marketing delivers majority, sales customise the rest

05:34 – Deep dive into PSP‑POVs: Pain, Specificity, Personalization

07:22 – Importance of knowing the personas & industry context

09:04 – Discovery: what great salespeople do when they walk into a meeting

11:01 – Relating sales discovery to networking & relationship building

13:52 – Buyers are overwhelmed; you can’t afford to “poison the well”

14:17 – Signal management explained: market, account, person signals

18:48 – Surprise: David’s rap/album project “Crowbars”

21:24 – Where to find the book and music; closing remarks

Linkedin

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