DISCOVER the REAL MVP of YOUR SALES FUNNEL

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1 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, VP DEMAND GENERATION AN COMPANY

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4 Why too many leads can be bad for funnel health Why your salespeople should not prospect How to accelerate lead flow in your sales funnel How to build the perfect team

5 When sales and marketing teams are in sync, companies became 67% better at closing deals 3 70% of the Buyer s journey is complete before a salesperson is contacted 2 53% of sales time is wasted on unproductive prospecting 1 Sales reps ignore half of all marketing leads B2B Marketing and Sales Tips from The B2B Lead; 2. Sirius Decisions; 3. Marketo; B2B Marketing and Sales Tips from The B2B Lead

6 Marketing Is measured on total leads generated Is compensated for reducing lead cost Is not empowered with technology Is not enabling the sales conversation

7 Sales Does not trust the leads from Marketing Wants all of the leads quickly Does not follow up quickly or at all Treats every lead the same

8 1. Establish a Service Level Agreement 2. Link performance to revenue 3. Integrate data, marketing and sales technology 4. Enable the selling discussion 5. Communicate, measure and analyze often 8% of B2B companies say they have tight alignment between sales and marketing. That means that 92% of B2B organizations have a marketing and sales alignment problem.

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10 Expensive use of resources Distracting lack of focus It s not in their DNA Short term fix does not scale Not trained, motivated or compensated Doesn t align with today s Buyer

11 Prospect Touch 1 Touch 2 Touch 3 50% of salespeople have given up 65% of salespeople have given up 79% of salespeople have given up Touch 4 Touch 5 Touch 6 89% of salespeople have given up You are becoming a factor in your prospect s mind By nurturing, your prospect is getting to know you You are probably the only person to make 8 contacts with this prospect Touch 7 Touch 8 Touch 9 You are earning top of mind awareness When this prospect is ready to buy, you have a 90% chance of being called Touch 10 Touch 11 Source: Microsoft Customer

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13 Sales Accepted Leads x Win Rate (%) x Average Sales Price Average Length of Sales Cycle

14 SALs (meetings) 10 Win Rate 25% A$P $100K Sales Cycle 60 days Pipeline velocity = 4.16 SALs (meetings) 12 Win Rate 25% A$P $100K Sales Cycle 50 days Pipeline velocity = % Improvement

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16 Inbound Lead Reps Sales Closers Marketing Qualified Lead Outbound Prospecting Reps

17 Personally engage and guide prospects Qualify prospects before involving sales Prospect intelligence to assist marketing and sales Rapid lead response time superior conversions Metrics designed to improve sales cycle velocity No matter what you do, do not pass leads directly to the sales team. Craig Rosenberg, The Funnelholic

18 I am not a lead or a click I am not a persona I am not a transaction I don t want to be in your funnel I research everything I trust no one I can t say yes, but I can say NO

19 Prospect Prospect Prospect Inquiry/Behavior Website interaction / Phone Event / Campaign MQL Marketing Qualified Lead Fits Ideal Prospect Profile Total Lead Score >X Lead qualification begins Prospect Prospect Prospect Prospect Prospect Prospect Prospect Prospect MQL Prospect Prospect Nurture Nurture SAL Sales Accepted Lead Verify Influence Confirm Interest Guide to Sales SQL Sales Qualified Lead Add to sales pipeline Forecast Revenue SAL SQL Client Nurture Closed Won/Lost Proliferate Analyze

20 Better lead conversion rate 107% Greater average deal size 43% Improved pipeline velocity 21% 32%

21 Telemarketing and cold calling are rapidly becoming extinct. If you build an effective lead generation machine, it will drive results even if your salespeople and process aren t perfect. David Balzen Founder & CEO, SalesStaff

22 SM INBOUND OUTBOUND Establish thought leadership Earn Buyer trust Cultivate best relationships Determine interest Engage in human conversation Guide decision making process Qualify best relationships Determine authority, issues, pains

23 SalesStaff.com SalesStaff, LLC SalesStaff LLC Ric Riddle Vice President, Demand Generation : linkedin.com/in/ric.riddle

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