B2B Sales & Marketing Alignment: How to Drive Collaboration to Beat Your Numbers J. David Green

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "B2B Sales & Marketing Alignment: How to Drive Collaboration to Beat Your Numbers J. David Green"

Transcription

1 B2B Sales & Marketing Alignment: How to Drive Collaboration to Beat Your Numbers J. David Green Best Practice Leader, InTouch

2 Takeaways Sales empathy Economics rational for sales and marketing transformation Playbook for alignment: practical steps for creating greater alignment with sales

3 What image comes to mind when you think of sales and marketing alignment? 3

4 CAMP KUMBAYA NEXT EXIT 4

5 Sales and Marketing Alignment: Running with the Big Dogs. 5

6 What is sales and marketing alignment?

7 What are common symptoms of misalignment between sales and marketing?

8 How does the size of your sales and marketing departments affect alignment?

9 Your Take: Please Vote Be honest. How does sales perceive the leads marketing produces? 1.They love them couldn t be happier! 2.They complain about lead quality. 3.They complain about lead volume.

10 What is a lead? (Let s vote). People who respond to a marketing campaign. People who respond to a marketing campaign and provide sufficient information for sales follow up. People who respond to a marketing campaign, provide sufficient info, and are in the target market. All of the above, plus people who have problems that we can solve. All of the above, plus people who have plans to buy something in our category. A lead is what sales and marketing jointly define it to be.

11 38 up to 5 Dials What is the Cost of Giving Unqualified Hours Leads to Sales? Registrations Filled out a web form, called a toll free number, visited your booth, attended a webinar, etc Hours Valid Registrations Insufficient info, bogus info, not in target market 2 4 Hours Tele Qualification Ready Leads Sales Ready Opportunities Decline in the response population through the funnel

12 In What Ways Might Marketing Overlap with Sales?

13 Sales and Marketing Overlap Sales Prospect Qualify Nurture How are you avoiding duplication of effort? Marketing Generate Demand Qualify Nurture What s the most scalable approach to each function? In what ways might sales and marketing collaborate to improve the top of thefunnel activities? Buying Cycle

14 Marketing Campaigns Affect Sales Production (one way or the other) Generating Leads/Researching Accounts, 18.7% Selling: Face-to-Face or Over-the-Phone Meetings, 36.6% Account Service Calls, 15.2% Administrative Tasks/Meetings, 18.0% Other (including Travel, Train in g, etc.), 11.5% How much time do your sales people spend prospecting? How much is that prospecting time costing your company? From the CSO Insight Sales Performance Optimization report, 15th edition: over 1,800 companies surveyed. Copyright 2009 CSO Insights. All Rights Reserved.

15 Sales Impact of Optimizing Lead Generation 7% 9.3% 16.5% Sales Wins Reps Meeting Quota Lead to Appt. Conversion New Rep Ramp Up Sales Cycles From the CSO Insight Sales Performance Optimization report, 15th edition: over 1,800 companies surveyed. Copyright 2009 CSO Insights. All Rights Reserved. 62% vs. 42% 10%

16 Lead Generation: Increase Sales Productivity Profitably & Materially 100% Allocated Percent of Sales Resources As much as possible, replace these partner sales resources with lower cost methods of marketing & telemarketing contact These reallocated partner sales resources result in an increase in revenue capacity / higher sales productivity Less Efficient Sales Model More Efficient Sales Model 0% Stage One Connect Stage Two Assess Buying Cycle Stages Stage Three Purchase Copyright PipeAlign, , all rights reserved.

17 OK, a lack of sales and marketing alignment is a problem. But what can we do to make it better?

18 Playbook for Sales & Marketing Alignment 1. Get executive sponsorship. 2. Establish a common goal for sales and marketing. 3. Develop a joint service level agreement. 4. Collaborate on optimizing sales capacity. 5. Make tele qualification a bridge between sales and marketing. 6. Evangelize the new approach

19 Step 1. Get Executive Sponsorship. Alignment can affect profits, revenue, budget allocation, compensation, job descriptions, and other executive level issues. The level of sponsorship will depend on the degree of misalignment. It may need to be the CEO. Alignment must become institutionalized, not something that has a start and stop date. Consider benefits (e.g., bonus) and consequences for non compliance.

20 Step 2. Establish a Common Goal for Sales and Marketing. High volumes of leads that don t turn into sales can actually hamper sales production. Transparency is key. Consider the goal of improving sales productivity. Share the credit. Sales and marketing will drive more revenue at a lower cost if they share a common goal.

21 Step 3. Develop a Joint Service Level Agreement. Form a lead roundtable. Get thought leaders from the sales and marketing teams. No more than 10 people. Insight into customer buying behavior and knowledge of best practices is key. Ask them to define and document the qualification criteria for (and the taxonomy of): What goes straight to inside sales (smaller, transactional items); What goes to a tele qualification team; What goes to the field; Then ask them to establish and document the policies and practices for the timing, level of effort, and feedback required to follow up and report on leads. Review this definition quarterly (may require phasing).

22 Qualification Information Areas Decision Influencers Ideal Customer Explicit Information $ Opportunities Implicit Information Accounts What is the required information? What is the optional information? What is the level of importance, from a lead qualification standpoint, of the required information? What required and optional information is subjective and more qualitative? What effect will deal size and solution area have on the criteria? Content Response History Purchase History Slide 22

23 What Sales People Typically Need Probability Value Deal size Pilot vs. Roll Out Account/Level Area(s) of Interest Problems Drivers / Trigger Events Problem Implications Depth of Interest Intent Plans Budget (Have/Get) Timing (Rep/Deal) Decision Dynamics Process Description ID of Players Authority Have/Seek? Slide 23

24 Methods of Lead Qualification Targeting/Messaging/Calls to Action Lead Scoring Data Hygiene, Enhancement & Consolidation Explicit User Supplied Data (e.g., Registration Forms) Implicit User Tracked Behavior (e.g., what content have they engaged?) Phone Qualification & Discovery Sales Qualification & Discovery Data, Rules, Content, and Automation (quantitative) Human Interpretation (qualitative) For deals with a high average selling price, lead scoring is not a substitute for human touch. It prioritizes where you invest resources.

25 Don t Wait to Close the Loop Feedback Loops Early Can Improve Efficiency Quickly Business Days Tele Qualification 3 Calls, 3 s, (2 Calls & 2 s in the First 10 Business Days) Inside Sales 2 Calls, 3 s Field Sales Days to Contact Days to Disposition 3 Attempts What sales needs to tell you quickly: Sufficient/good info? Duplicate? Reachable? In the target market? Ready for human follow up?

26 Establish a Common Language for the Key Funnel Stages Inquiries Buying Cycle Registrations Valid Registrations Phone Ready Leads Phone Validated Leads Sales Ready Opportunities Sales Validated Opportunities Tele Qualification Team Sales Forecasted Opportunities Sales Outcomes Sales Copyright PipeAlign, , all rights reserved.

27 Step 4. Collaborate on Optimizing Sales Capacity. Jointly plan what will be done. How many leads does each sales team need to optimize sales production, given the new lead definition? What percentage of the sales pipeline should marketing leads account for? How will sales and marketing jointly measure the investment? Consider the tradeoffs between speed of deployment and the level of confidence in pilot results. Use baselines and benchmarks as a sanity check. Jointly assess the plans against the goal.

28 Step 5. Make tele qualification a bridge between sales and marketing. This group has obligations to both departments: Sales ready leads for sales Precise feedback on marketing responses to marketing. Consider aligning each tele qualification rep with the sales person(s) he or she might support to create teamwork and mutual accountability. Use the feedback from the tele qualification team to improve up stream practices and use the feedback from sales to improve tele qualification process. One rep on the phone can usually support two to four field sales reps effectively, in terms of pipeline development and optimizing sales production.

29 Step 6. Evangelize the new approach Use the thought leaders on the lead roundtable to sell the new approach to skeptical feet on the street (where the rubber meets the road). Use the tele qualification team to reinforce the new criteria. Consider linking the lead definitions to new leads and any /web feedback loops. Educate new sales people on the program.

30 Review: Playbook for Sales & Marketing Alignment 1. Get executive sponsorship. 2. Establish a common goal for sales and marketing. 3. Develop a joint service level agreement. 4. Collaborate on optimizing sales capacity. 5. Make tele qualification a bridge between sales and marketing. 6. Evangelize the new approach.

31 Takeaways Sales empathy Economics rational for sales and marketing transformation Playbook for alignment: practical steps for creating greater alignment with sales

InfoGlobalData specialise in B2B Email Lists and Email Appending Services.

InfoGlobalData specialise in B2B Email Lists and Email Appending Services. InfoGlobalData specialise in B2B Email Lists and Email Appending Services. We provide high quality mailing lists for your email marketing needs. Our data intelligence service can provide valuable insight

More information

Best Practices for Achieving World Class Marketing and Sales Integration, Effectiveness. Copyright 2013 OppSource, Inc. All Rights Reserved

Best Practices for Achieving World Class Marketing and Sales Integration, Effectiveness. Copyright 2013 OppSource, Inc. All Rights Reserved Best Practices for Achieving World Class Marketing and Sales Integration, Effectiveness Agenda Time Module Purpose 8:30am 8:45am Introductions Roles, responsibilities, expectations for outcomes 8:45am

More information

A Modern Sales Roadmap. 7 best practices to drive sales success. tellwise

A Modern Sales Roadmap. 7 best practices to drive sales success. tellwise A Modern Sales Roadmap 7 best practices to drive sales success tellwise Introduction Whether you re an inside sales rep or the Chief Sales Officer (CSO), you know sales is a demanding field, with countless

More information

IMPROVING B2B LEAD GENERATION PERFORMANCE. Chad Politt Slingshot SEO J. David Green MECLABS / MarketingSherpa

IMPROVING B2B LEAD GENERATION PERFORMANCE. Chad Politt Slingshot SEO J. David Green MECLABS / MarketingSherpa IMPROVING B2B LEAD GENERATION PERFORMANCE Chad Politt Slingshot SEO J. David Green MECLABS / MarketingSherpa INTRODUCTION Chad Pollitt Director of Marketing at Slingshot SEO Former Army Commander and Iraq

More information

8 Critical Success Factors for Lead Generation

8 Critical Success Factors for Lead Generation Start with a lead 8 Critical Success Factors for Lead Generation Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale The 8 Critical Success Factors 1. Mindset: conversation, not

More information

How to Design Email Lead Nurturing Programs that Drive Sales. Brian Carroll, InTouch Thursday, January 21, 2010

How to Design Email Lead Nurturing Programs that Drive Sales. Brian Carroll, InTouch Thursday, January 21, 2010 How to Design Email Lead Nurturing Programs that Drive Sales Brian Carroll, InTouch Thursday, January 21, 2010 The Case for Lead Nurturing 80% of marketing leads wind up Lost Ignored Discarded Long-term

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

How To Implement Your Own Sales Performance Dashboard An Introduction to the Fundamentals of Sales Execution Management

How To Implement Your Own Sales Performance Dashboard An Introduction to the Fundamentals of Sales Execution Management How To Implement Your Own Sales Performance Dashboard An Introduction to the Fundamentals of Sales Execution Management Learning Objectives The Business Problems To Be Addressed ID & Baseline the Sales

More information

Increasing qualified lead generation and ROI with lead scoring

Increasing qualified lead generation and ROI with lead scoring Increasing qualified lead generation and ROI with lead scoring Jen Doyle, Senior Research Manager, MarketingSherpa Kaci Bower, Research Analyst, MarketingSherpa Today we re going to discuss: 1. Key findings

More information

Destination: Sales and marketing alignment.

Destination: Sales and marketing alignment. Destination: Sales and marketing alignment. DemandGen International helps Concur, a leading B2B provider of integrated travel and expense management solutions, target prospects. SITUATION The primary obstacle

More information

8 Critical Success Factors for Lead Generation

8 Critical Success Factors for Lead Generation 8 Critical Success Factors for Lead Generation Measurement for the Complex Sale Start with a lead 8 Critical Success Factors for Lead Generation Brian Carroll, CEO InTouch and author of Lead Generation

More information

Designing a Lead Lifecycle in Salesforce

Designing a Lead Lifecycle in Salesforce Designing a Lead Lifecycle in Salesforce A Best Practices White Paper for Response Management Better data. Better marketing. Table of Contents Introduction 4 The Words We Use 4 What is a Lead? 4 Evolving

More information

B-to-B Lead Generation:

B-to-B Lead Generation: Marketing ROI & Performance Evaluation Study A special report from MarketingProfs, with support from Lenskold Group Copyright 2008. MarketingProfs Research Insights, MarketingProfs, LLC. All rights reserved.

More information

Five Sales Coaching Best Practices

Five Sales Coaching Best Practices Sales Management Association Webcast Five Sales Coaching Best Practices 29 May 2014 Presented by Copyright 2014 Sales Management Association. The Sales Management Association A global, cross-industry professional

More information

Turning Leads Into Quality Sales by Aligning Sales & Marketing. Presented by NuSpark Marketing

Turning Leads Into Quality Sales by Aligning Sales & Marketing. Presented by NuSpark Marketing Turning Leads Into Quality Sales by Aligning Sales & Marketing Presented by NuSpark Marketing Sales & Marketing Fight Bicker, Bicker Let s Unite Less Lead Loss! Better Conversion Rates! Align Your Organization

More information

DISCOVER the REAL MVP of YOUR SALES FUNNEL

DISCOVER the REAL MVP of YOUR SALES FUNNEL Ask questions, comment, or Live Tweet using the hashtag: #MVPWebinar For a chance at a $50 Amazon gift card DISCOVER the REAL MVP of YOUR SALES FUNNEL HINT: IT S NOT YOUR PROSPECT PRESENTED BY RIC RIDDLE,

More information

B2B Lead Nurturing. The How and Why...

B2B Lead Nurturing. The How and Why... B2B Lead Nurturing The How and Why... The Author Kenneth Connolly Kenneth has enjoyed a marketing career both agency and client side. With over seven years experience writing B2B and B2C copy, Kenneth

More information

Companies that use a demand generation technology reported 181% higher average close rates.

Companies that use a demand generation technology reported 181% higher average close rates. Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market

More information

PRESENTS. Increasing Trade Show ROI using Online Marketing and Tools. Mar 3, 2011 www.activeconversion.com & United Safety Solutions

PRESENTS. Increasing Trade Show ROI using Online Marketing and Tools. Mar 3, 2011 www.activeconversion.com & United Safety Solutions PRESENTS Increasing Trade Show ROI using Online Marketing and Tools Agenda Marketing Automation Trade Shows Issues Lead Nurturing Before/During/After tradeshow Lead Nurturing Automation Lead Management

More information

Optimizing the Lead A data-driven optimization process that reduced cost-per-lead by more than 60% in one month

Optimizing the Lead A data-driven optimization process that reduced cost-per-lead by more than 60% in one month Optimizing the Lead A data-driven optimization process that reduced cost-per-lead by more than 60% in one month Brian Carroll Nicolette Dease MECLABS Today s speaker: Brian Carroll Brian Carroll is Executive

More information

730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com

730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com Lead Scoring: Five Steps to Getting Started 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com Introduction Lead scoring applies mathematical formulas to rank potential

More information

Lead management solution. Tobias Kuen SC-Networks GmbH, Managing Director

Lead management solution. Tobias Kuen SC-Networks GmbH, Managing Director Lead management Lead management solution evalanche is now targeting companies that not only want to benefit from a powerful e-mail marketing solution, but also want to support Marketing and Sales with

More information

Successful Drip Email Nurturing Campaigns. Jeanne S. Jennings Consultant, Email Marketing Strategy

Successful Drip Email Nurturing Campaigns. Jeanne S. Jennings Consultant, Email Marketing Strategy Successful Drip Email Nurturing Campaigns Jeanne S. Jennings Consultant, Email Marketing Strategy Presentation Overview What is a Drip Campaign? Case Studies PRWeb Nortel U.S. General Services Administration

More information

Implementing an Effective Demand Management Process

Implementing an Effective Demand Management Process A three-page excerpt from our 18-page Best Practice Guidebook: Implementing an Effective Demand Management Process 1 Best Practice Guidebook Implementing an Effective Demand Management Process guidebook

More information

INTRODUCING ENTERPRISE SOFTWARE PRODUCTS

INTRODUCING ENTERPRISE SOFTWARE PRODUCTS INTRODUCING ENTERPRISE SOFTWARE PRODUCTS TO THE US AND EUROPEAN MARKETS A White Paper Prepared by go-esi www.go-esi.com INTRODUCTION The most critical activity for all early-stage enterprise software companies,

More information

An Introduction to Marketing Automation. The process; The content; The benefits

An Introduction to Marketing Automation. The process; The content; The benefits NuSpark Marketing An Introduction to Marketing Automation The process; The content; The benefits www.nusparkmarketing.com, @nusparkmktg About NuSpark Marketing emarketing Firm focusing on lead generation,

More information

Copyright SiriusDecisions. All Rights Protected and Reserved. 1

Copyright SiriusDecisions. All Rights Protected and Reserved. 1 Copyright SiriusDecisions. All Rights Protected and Reserved. 1 Adopting to new B2B buyer behaviour in a connected and digital world Julian Archer Research Director Demand Creation Strategies LinkedIn:

More information

The Cost of Not Nurturing Leads

The Cost of Not Nurturing Leads The Cost of Not The legacy you are stuck in and the steps essential to change it. Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 It s a challenging time more so

More information

Sales and Marketing Alignment

Sales and Marketing Alignment INTRODUCTION TO INTEGRATED MARKETING Sales and Marketing Alignment A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that

More information

Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006)

Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) Start with a lead Build Relationships Identify the right people and

More information

March BY JULIAN POULTER LAMP-360 MARCH 2013 WHITEPAPER: LEAD SCORING: PRIORITIZING YOUR LEAD FOLLOW UP ACTIVITIES WWW.LAMP-360.COM

March BY JULIAN POULTER LAMP-360 MARCH 2013 WHITEPAPER: LEAD SCORING: PRIORITIZING YOUR LEAD FOLLOW UP ACTIVITIES WWW.LAMP-360.COM March WHITEPAPER: LEAD SCORING 2013 LEAD SCORING: PRIORITIZING YOUR LEAD FOLLOW UP ACTIVITIES BY JULIAN POULTER LAMP-360 MARCH 2013 WWW.LAMP-360.COM Version 1 Page 1 of 12 Contents 1. INTRODUCTION: WHAT

More information

MASTERING THE LEAD MANAGEMENT PROCESS

MASTERING THE LEAD MANAGEMENT PROCESS MASTERING THE LEAD MANAGEMENT PROCESS FOR INSIDE SALES the power of simplicity TM Mastering the Lead Management Process for Inside Sales Managing leads is one of the largest expenses and most perplexing

More information

Anneke Seley Interviews David Satterwhite & Mark Hamilton. Aligning Sales and Marketing: A Conversation With David Satterwhite and Mark Hamilton

Anneke Seley Interviews David Satterwhite & Mark Hamilton. Aligning Sales and Marketing: A Conversation With David Satterwhite and Mark Hamilton Aligning Sales and Marketing: A Conversation With David Satterwhite and Mark Hamilton Anneke Seley, founder and CEO of Phone Works, is the coauthor of the best-selling book, Sales 2.0: Improve Business

More information

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY RESEARCH CONDUCTED BY ESTABLISH A COHESIVE, TWO-WAY COMMUNICATION STREAM BETWEEN YOUR SALES TEAM AND MARKETING DEPARTMENT Our main objective was to understand

More information

The Grande Guide To Lead Scoring

The Grande Guide To Lead Scoring The Grande Guide To Lead Scoring What s a Grande Guide? >>We know what the typical day is like for marketers. After all, we are marketers ourselves. Between brainstorming and strategy sessions, last-minute

More information

Lead Scoring. Five steps to getting started. wowanalytics. 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.

Lead Scoring. Five steps to getting started. wowanalytics. 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc. Lead Scoring Five steps to getting started supported and sponsored by wowanalytics 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com LEAD SCORING 5 steps to getting

More information

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM 35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM Achieving Growth Targets 1. Managing Sales Goals Sales teams need to know how they re performing in comparison to their sales goals. Are

More information

Introduction to Integrated Marketing: Lead Scoring

Introduction to Integrated Marketing: Lead Scoring Introduction to Integrated Marketing: Lead Scoring Are You Making The Most Of Your Sales Leads? Lead scoring is a key missing link in many B2B marketing strategies. According to a recent Gartner study,

More information

Improve Lead Generation and Clean Up Your Pipeline

Improve Lead Generation and Clean Up Your Pipeline Call Center/Telesales Effectiveness Insights 2005 State of the Marketplace Review Improve Lead Generation and Clean Up Your Pipeline Generate Better Leads for Better Sales Results Jim Dickie Partner, CSO

More information

10 Killer Salesforce Reports

10 Killer Salesforce Reports 10 Killer Salesforce Reports for Measuring Marketing Performance A Best Practices White Paper for Response Management from Full Circle Insights Full Circle Insights FullCircleInsights.com 650.641.2766

More information

GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES

GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES EXECUTIVE SUMMARY We ve all been there -- your sales team is down one

More information

INTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT

INTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT INTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that

More information

Nurturing Beyond Your Current Pipeline. TechTarget

Nurturing Beyond Your Current Pipeline. TechTarget Nurturing Beyond Your Current Pipeline Globally consistent trend: purchasing decisions shaped online before sales contact Over 2/3s of the buying process occurs before sales is even contacted (Sirius Decisions)

More information

Why Marketing Automation is a Must-Have For Every B2B

Why Marketing Automation is a Must-Have For Every B2B Why Marketing Automation is a Must-Have For Every B2B VP of Sales Robert M. Walmsley President and CEO, Tailwind Strategies In the age of Internet marketing there is no salesmarketing alignment issue more

More information

Lead Management & Marketing Automation. Whitepaper

Lead Management & Marketing Automation. Whitepaper Lead Management & Marketing Automation Whitepaper Lead Management How to Win, Evaluate, and Qualify Prospects 2 Regardless of whether you re responsible for marketing in an agency, an average business,

More information

CRM Online has partnered with the creator of this methodology, Tony Hughes, who is also an acclaimed author, speaker and sales leadership coach.

CRM Online has partnered with the creator of this methodology, Tony Hughes, who is also an acclaimed author, speaker and sales leadership coach. 1 In business to business (B2B) selling there are four areas that must be addressed to win business. We need relationships with the right people and strategy to manage the political and economic power-base;

More information

Fueling the Revenue Engine:

Fueling the Revenue Engine: ELOQUA WHITE PAPER 2 2 3 4 5 7 9 Introduction 1) Feeding the front end of the funnel 2) Turning responses into qualified leads 3) Measuring the impact of investments 4) Identifying qualified opportunities

More information

Click-to-Close Converting Inbound Leads to Sales

Click-to-Close Converting Inbound Leads to Sales Click-to-Close Converting Inbound Leads to Sales Why have sales reps in the senior living industry typically de-prioritized website and online directory leads? No. 1, they don t like to waste time. It

More information

How to Succeed. Marketing Automation. A Change Management Lesson Plan. with

How to Succeed. Marketing Automation. A Change Management Lesson Plan. with How to Succeed with Marketing Automation A Change Management Lesson Plan 1 Introduction Implementing a marketing automation solution is just the beginning to achieving marketing greatness. You need to

More information

What s the difference between email marketing and marketing automation?

What s the difference between email marketing and marketing automation? Marketing automation is a technology platform for marketers to create, nurture, and pass leads to sales. Most marketing automation platforms (MAPs) have functions for email marketing, social media, contact

More information

Demand Gen Reportʼs. Benchmark SURVEY. New Survey Reveals Demand Generation Budgets For The Coming Year and Priorities For Lead Generation Spending

Demand Gen Reportʼs. Benchmark SURVEY. New Survey Reveals Demand Generation Budgets For The Coming Year and Priorities For Lead Generation Spending Demand Gen Reportʼs 2013 Benchmark SURVEY New Survey Reveals Demand Generation Budgets For The Coming Year and Priorities For Lead Generation Spending R E P O R T Table of Contents 3 5 7 8 9 10 11 11 Executive

More information

MARKETING AUTOMATION SEMINAR 7.3.2013 BERTRAND MAUGAIN. ez Systems

MARKETING AUTOMATION SEMINAR 7.3.2013 BERTRAND MAUGAIN. ez Systems MARKETING AUTOMATION SEMINAR 7.3.2013 BERTRAND MAUGAIN ez Systems ez Marketing Automation Increasing Revenue Performance ez helps optimizing digital experiences When content management meets Marketing

More information

On-Demand CRM Executive Brief

On-Demand CRM Executive Brief On-Demand CRM Executive Brief Five Key Measurements to Monitor Sales Productivity Moving from Art to Science www.tatacommunications.com/enterprise/saas/crm.asp For many, the art of selling is just that

More information

Lead Generation Surveys

Lead Generation Surveys White Papers Lead Generation Surveys Effective lead generation in this landscape requires adoption of sophisticated technology and close interdepartmental alignment to execute proven strategic and tactical

More information

FOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT

FOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT FOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT 02. TABLE OF CONTENTS STEP 1. TIME TO CALL PAGE 4 STEP 2. EFFECTIVE LEAD QUALIFICATION PAGE 6 STEP 3. CATEGORIZING / DISPOSITIONING LEADS PAGE 8 STEP

More information

The Marketing Automation Value Guide. Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce

The Marketing Automation Value Guide. Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce The Marketing Automation Value Guide Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce Building a Business Case for Marketing Automation A quarter of all B2B Fortune 500 companies

More information

Creation of lead nurturing database revives languishing long-term prospects and accelerates the sales pipeline

Creation of lead nurturing database revives languishing long-term prospects and accelerates the sales pipeline September 2012 Creation of lead nurturing database revives languishing long-term prospects and accelerates the sales pipeline www.extendedpresence.com EPinfo@extendedpresence.com 303-325-8600 Business

More information

THE 10 Ways that Digital Marketing + Big Data =

THE 10 Ways that Digital Marketing + Big Data = 1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a

More information

White Paper. Sales and Marketing Alignment: Creating a B2B Revenue Engine

White Paper. Sales and Marketing Alignment: Creating a B2B Revenue Engine Sales and Marketing Alignment: Creating a B2B Revenue Engine Sales and Marketing Alignment: Creating a B2B Revenue Engine Fueling the B2B Revenue Engine Sales and marketing alignment is not new, and it

More information

Designing a Lead Lifecycle in Salesforce

Designing a Lead Lifecycle in Salesforce Designing a Lead Lifecycle in Salesforce A Best Practices White Paper for Response Management from Full Circle CRM Full Circle CRM FullCircleCRM.com 650.641.2766 877.834.4001 Copyright 2015, Full Circle

More information

Automating the Demand Funnel for Revenue Performance Management

Automating the Demand Funnel for Revenue Performance Management Automating the Demand Funnel for Revenue Performance Management Robb Nielsen VP, Web Strategy & Marketing Operations Concur Greg Forrest Manager, Global Marketing Operations Concur Concur (NASDAQ: CNQR)

More information

Oracle Sales and Marketing

Oracle Sales and Marketing Oracle Sales and Marketing Oracle Sales and Marketing (OSM) brings the Information Age to field sales and internal marketing organizations. OSM is a fully integrated, scaleable solution for companies looking

More information

Developing Great Frontline Sales Managers: Four Key Sales Management Abilities

Developing Great Frontline Sales Managers: Four Key Sales Management Abilities W H I T E P A P E R Developing Great Frontline Sales Managers: Four Key Sales Management Abilities Why Sales Managers Need Management Training How does a sales manager learn how to manage a sales team?

More information

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar Shrink Buy Cycles With Lead Nurturing & Contagious Content Use Twitter Hashtag #LLwebinar Presenters Lisa Cramer President & Co-founder, Leadlife Solutions Recognized in the top ten of SLMA s 50 Most Influential

More information

crazy sales figures! Essential statistics

crazy sales figures! Essential statistics 66 crazy sales figures! Essential statistics How do sales reps spend their time? 41% SELLING (phone or face-to-face) 59% NON-SELLING 13% prospecting 25% internal meetings and administrative tasks 5% on

More information

SALES AND MARKETING ALIGNMENT

SALES AND MARKETING ALIGNMENT ENTERPRISE MARKETING PLAYBOOK SERIES REVENUE SUCCESS: SALES AND MARKETING ALIGNMENT Introduction In order for enterprise companies to be successful in today s economy, sales and marketing teams must be

More information

WHITEPAPER IMPROVE YOUR MARKETING AND SALES PERFORMANCES THROUGH OPTIMISED LEAD MANAGEMENT

WHITEPAPER IMPROVE YOUR MARKETING AND SALES PERFORMANCES THROUGH OPTIMISED LEAD MANAGEMENT IMPROVE YOUR MARKETING AND SALES PERFORMANCES THROUGH OPTIMISED LEAD MANAGEMENT 2 ABOUT Why has lead management become so important today for business? Two trends currently reinforce the need to implement

More information

Email Marketing and Marketing Automation in Complex Buying Processes

Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes 1 Introduction We often hear the question: How is Marketing Automation

More information

W E L C O M E Chasing the Evolution of the SiriusDecisions Demand Waterfall into 2013

W E L C O M E Chasing the Evolution of the SiriusDecisions Demand Waterfall into 2013 W E L C O M E Chasing the Evolution of the SiriusDecisions Demand Waterfall into 2013 There is no dial in telephone number associated with this webinar. The audio for this event will be streamed through

More information

Getting Started With Marketing Measurement

Getting Started With Marketing Measurement Introduction To Integrated Marketing: Getting Started With Marketing Measurement The B2B marketing world has changed a lot over the past decade. One especially important new trend is the growing emphasis

More information

Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix

Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix Partner Marketing Playbook A guide to integrating the SharedVue platform into your existing marketing mix SharedVue Marketing Playbook foreword In a busy world of managing relationships with customers

More information

Sales Compensation and Incentives

Sales Compensation and Incentives Sales Compensation and Incentives Question: What are the goals of a compensation plan? Goals of Compensation Motivate AE s to exceed revenue targets Motivate sales of multiple products Drive sales behavior

More information

Lead Management Best Practices

Lead Management Best Practices WhitePaper Lead Management Best Practices An effective, integrated approach using the 6 pillars of lead management: content marketing, lead capture, lead nurturing, lead scoring, opportunity handoff, and

More information

Sales Process White Paper

Sales Process White Paper The objective of this white paper is to explain the value of implementing and managing consistent sales processes. The data included in the white paper has been taken from a variety of sources including

More information

How to Implement Smart Lead Scoring

How to Implement Smart Lead Scoring How to Implement Smart Lead Scoring Jessica Meher Head of Enterprise Marketing HubSpot #INBOUND13 JESSICA MEHER @jessicameher Download today s slides at hubspot.com/leadscoring "There aren't enough leads

More information

HOW TO CREATE A KILLER SALES PLAYBOOK

HOW TO CREATE A KILLER SALES PLAYBOOK HOW TO CREATE A KILLER SALES PLAYBOOK INTRODUCTION TO SALES PLAYBOOKS You re a quarterback and you re down by five points. It s fourth and goal at the seven yard line with 13 seconds remaining in the fourth

More information

Make Nurturing Part of Your Nature

Make Nurturing Part of Your Nature E-mail Direct Mail Digital Marketing Sales Tools Funding Data Creative Services Make Nurturing Part of Your Nature How to Effectively Leverage Email to Increase Response and Revenue September 25, 2014

More information

Benchmark Report. Event Marketing: Sponsored By: 2014 Demand Metric Research Corporation. All Rights Reserved.

Benchmark Report. Event Marketing: Sponsored By: 2014 Demand Metric Research Corporation. All Rights Reserved. Benchmark Report Event Marketing: Sponsored By: 2014 Demand Metric Research Corporation. All Rights Reserved. TABLE OF CONTENTS 3 Introduction 18 Lead Volume Satisfaction 4 Executive Summary 20 Event Marketing

More information

5 Ways Marketing Automation Provides Job Security for Marketers

5 Ways Marketing Automation Provides Job Security for Marketers Marketers About This White Paper Expectations for business-to-business ( B2B ) organizations to measure return on marketing investments and to justify marketing decisions have never been greater. New marketing

More information

Begin Your Revenue Marketing Journey

Begin Your Revenue Marketing Journey Begin Your Revenue Marketing Journey FOUR STEPS TO MOVE FROM TRADITIONAL MARKETING TO REVENUE MARKETING By Debbie Qaqish Chief Revenue Marketing Officer The Pedowitz Group Begin Your Revenue Marketing

More information

WHITEPAPER GUIDE TO LEAD NURTURING. By: ActiveConversion

WHITEPAPER GUIDE TO LEAD NURTURING. By: ActiveConversion WHITEPAPER GUIDE TO LEAD NURTURING By: ActiveConversion Page 1 Introduction Industry surveys indicate that only 10 to 25 percent of all leads are sales-ready, meaning prospects are interested and ready

More information

How to Select a Lifecycle Marketing Automation Solution

How to Select a Lifecycle Marketing Automation Solution How to Select a Lifecycle Marketing Automation Solution rightoninteractive.com It s a brutal world out there for marketers. After years of having budgets slashed, it doesn t look like it s getting better.

More information

How Lead Nurturing can Successfully Link Marketing and Sales

How Lead Nurturing can Successfully Link Marketing and Sales How Lead Nurturing can Successfully Link Marketing and Sales Creating a Win-Win scenario for both Marketing and Sales 01 The Relationship between Marketing and Sales In today s economic crisis, business-to-business

More information

White paper. Key considerations for successful lead management. Marketing Solutions

White paper. Key considerations for successful lead management. Marketing Solutions Marketing Solutions White paper Key considerations for successful lead management Written by: Christine Mariconda President Mariconda Marketing Solutions 631.462.6139 Tel 631.462.6138 Fax cm@mariconda-marketing.com

More information

CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO ENABLE AND MOTIVATE HYBRID PARTNERS KEY TAKEAWAYS AGENDA

CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO ENABLE AND MOTIVATE HYBRID PARTNERS KEY TAKEAWAYS AGENDA Building a Go-to-Market Strategy to Enable Both Your Cloud and Traditional Partners William Gilsing, VP Channel Strategy Dale Taormino, VP Client Services CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO

More information

Take Your Lead Nurturing to the Next Level

Take Your Lead Nurturing to the Next Level Take Your Lead Nurturing to the Next Level October 10, 2014 Ruth P. Stevens @RuthPStevens www.ruthstevens.com Defining what is a lead Lead generation A sales lead A qualified lead Identifying prospective

More information

Sales Process Map, Campaign to Customer

Sales Process Map, Campaign to Customer Sales Process Map, Campaign to Customer Two tier sales process typically found in high volume B2B sales organizations where marketing campaigns generate leads, a tier one team qualifies leads to pass on

More information

What s the difference between email marketing and marketing automation?

What s the difference between email marketing and marketing automation? Marketing automation is a technology platform for marketers to create, nurture, and pass leads to sales. Most marketing automation platforms (MAPs) have functions for email marketing, social media, contact

More information

Accent Technologies. Enterprise Sales (SaaS)

Accent Technologies. Enterprise Sales (SaaS) Accent Technologies Enterprise Sales (SaaS) Job description 2015 Enterprise Sales (SaaS) Location: Melbourne, Florida (No Remote) Required Education: Bachelor s Degree or Higher (plus) Employment Type:

More information

Lead Generation A to Z

Lead Generation A to Z Lead Generation A to Z Workshop #2 Lead Generation Quick Start Series # L e a d G e n Lead Generation Quick Start Series Featuring: Ian Michiels Principal/Analyst Gleanster Research Moderator: Andrew Gaffney

More information

Does Your Sales Training Measure Up? By Randy Illig Franklin Covey Sales Performance Practice

Does Your Sales Training Measure Up? By Randy Illig Franklin Covey Sales Performance Practice Does Your Sales Training Measure Up? By Randy Illig Franklin Covey Sales Performance Practice Measuring ROI in your sales improvement initiatives can mean the difference between success and failure of

More information

Marketing Automation. Improve Efficiency, Lower Costs, and Maximize Revenue

Marketing Automation. Improve Efficiency, Lower Costs, and Maximize Revenue Marketing Automation Improve Efficiency, Lower Costs, and Maximize Revenue MDR s Free Webinar Series October 6, 2011 Copyright 2011 Market Data Retrieval 1 MDR s Free Webinar Series Provide customers added

More information

10 Tips For Lead Management

10 Tips For Lead Management 10 Tips For Lead Management Demand Generation Software Buyers Kit Ten Tips For Best Practice Lead Managment Only 25% of new leads are sales-ready. 25% are disqualified. How do you handle the remaining

More information

Focused Outreach Lead Generation

Focused Outreach Lead Generation Focused Outreach Lead Generation to Produce High Quality Leads and Raise Your ROI By Elisa Ciarametaro of Exceed Sales www.exceedsales.com Elisa Ciarametaro and Exceed Sales, Inc. Table of Contents What

More information

Solving the Challenge of Lead Management Automation

Solving the Challenge of Lead Management Automation WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing

More information

High Performance Lead Nurturing and Lead Scoring: The Step-by-Step Guide

High Performance Lead Nurturing and Lead Scoring: The Step-by-Step Guide High Performance Lead Nurturing and Lead Scoring: The Step-by-Step Guide Most marketing organizations build a lead scoring system based on how the prospect has engaged and the frequency of engagement.

More information

Dive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure. Rich Berkman Qvidian

Dive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure. Rich Berkman Qvidian Dive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure 2 What you can t see may be killing your sales. It s time to uncover what your current measurements won t show you. If you

More information

Five Strategies for Increasing the ROI of Marketing Events

Five Strategies for Increasing the ROI of Marketing Events Five Strategies for Increasing the ROI of Marketing Events Introduction Why Hold Marketing Events? Events, especially marketing events, are a critical tool in any marketer s playbook. According to Forrester

More information

Generating more leads for less QED IN DEMAND. Lead Generation to Technology Companies

Generating more leads for less QED IN DEMAND. Lead Generation to Technology Companies TM Generating more leads for less QED IN DEMAND Lead Generation to Technology Companies The preferred partner for demand generation solutions to global technology companies Executive Summary The way B2B

More information

5 CRM PROBLEMS FACED BY SALES LEADERS AND HOW YOU CAN OVERCOME THEM

5 CRM PROBLEMS FACED BY SALES LEADERS AND HOW YOU CAN OVERCOME THEM 2015 5 CRM PROBLEMS FACED BY SALES LEADERS AND HOW YOU CAN OVERCOME THEM Agenda Introductions About Virtual Causeway The 5 CRM Problems faced by Sales Leaders 1. User Adoption 2. Reporting and Dashboards

More information