Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10xDo you know what it takes for a company to win? Today’s guest, Scott D. Clary, knows that companies win by having demand generation coupled with a strong and smart outbound playbook. Yet, most tend to focus on the outbound without getting the demand gen or the marketing piece.Scott is a Career Sales and Marketing Executive who is rewriting the book on sales, marketing, and brands. He has worked with execs and entrepreneurs to 10x their business. He has sold and marketed to the most Fortune 500s and Fortune 1000s and featured in over 100 news sites. He speaks globally at industry conferences and has articles written in Forbes, Wall Street Journal, Hacker Noon, and The Startup. Currently, he is running a SAAS sales and marketing organization and is the host of the Success Story Podcast. Scott understands how to create huge amounts of content to turn any organization into a media company, how to build a community around the content put out by a person or a brand, and how to build the marketing engine of tomorrow. He is joining us today to share strategies for building the marketing engine of tomorrow and aligning that with a sales strategy. Scott started working for Bell Canada right after finishing high school, and he was making more money from sales than almost everyone else he knew! He enjoyed the money and was good at his job because he was always very technical, and selling came naturally. He worked for Bell for eight or nine years, always in sales and moving through larger markets after completing university. He made a lot of money and even made the President’s Club for a couple of years. After his tenure at Bell, he went into a smaller telco company where he later went into the first leadership role in his career and sold to large enterprise companies. That role involved complex implementations and longer sales cycles.He left when the company was bought by private equity and went on to do his own thing to consult with other companies and teach them what he had learned in enterprise sales and sales leadership. He did not do well on his own, so he partnered with two people. They did fairly well, almost hitting $1,000,000 at the end of year 1. He had some great experiences and learned some great entrepreneurial lessons. They had set everything up to be project-based, so he did not enjoy the place he was in, and they soon closed that business up.Scott went back to work at the company that eventually led him to where he is now. They had an exclusivity agreement, so they brought Scott on board to bring their software products for broadcast to market through a company called Grass Valley. After about a month-and-a-half, they were officially acquired. They have been growing aggressively for the past 2 years. Scott is now a Director at Grass Valley, where he is running most of the SaaS development, SaaS sales, and Saas marketing, as well as helping to modernize, revolutionize, and change the business. Scott describes what he does at Green Valley to be like leading an innovation unit within a much larger company. Grass Valley does about $600,000,000 in revenue per year.Scott’s side-hustles are a podcast and writing a newsletter.Any company needs to have sales and marketing alignment and congruence. Although that might seem obvious at a service level, if you take a deeper dive, you will realize how many companies have disjointed sales and marketing business units. A process for implementing a strategy and execution process for sales alignment:Step 1: Find your first 50 customers. You then need to find a product-market fit and build out a customer profile or a buyer persona. After that, you need to give that to a marketer to develop demand against the customer profile or a buyer persona to start bringing in leads. Step 2:A sales leader needs to build an outbound sequence that matches the ICP and BP that your