Tony talks with Darry Praill

Darry Praill is a veteran Vice President of Marketing, an occasional Vice President of Sales, and often a Vice President of Sales and Marketing. He understands quotas as well as strategy and tactics.

He is a huge fan of the Forrester (SiriusDecisions Demand Waterfall) and their supporting process methodologies, as well as Gartner’s (TOPO) Double Funnel. He uses CRM (Salesforce.com) and he uses marketing automation (Marketo, Pardot, HubSpot, Act-On). He relies on metrics (Google Analytics, Business Intelligence, Dashboards). He believes in Service Level Agreements (SLA) between Sales and Marketing.

For Darryl, success starts by telling the world that you’re a success and that you can help them. Marketing is used to establish trust, credibility, and overcome objections.