2020 truly changed the world forever. And here at Demandbase, it’s no different. Across both the Marketing and Sales teams, we’ve had to pivot to become more efficient with less. We’ve had to learn new skills and change the way we work in order to confidently go into 2021 with peace of mind that we will hit our goals.
In this webinar mini-series, we’ve put together quick tips and use cases on how we’ve been using Demandbase One in order to become more efficient even with limited resources.
See how our Marketing Operations, Sales Development, and Demand Generation teams are hitting our goals all while keeping up productivity and freeing up some time for what really matters - like those all-important walks around the block!
3. SIZE SPEED
VALUE
It usually comes down to three things.
We need to increase the average deal size. We need to expand into the enterprise. We need to shorten our sales cycle.
4. LEADS LEADS
LEADS
So, we measure three other things.
We need MORE people on our website. We need MORE people in the funnel. We need MORE MQLs!
7. NAMES (Database)
658,863
PROSPECTS
12,945
MQL
657
NAMES (Database)
658,863
No longer at company | Opted out
Wrong department | Wrong profile
Partners | Employees
Self qualified out | Job seekers
Analysts | Competitors
Why can’t you convert more prospects?
60% to SQL – GREAT!
What are you doing for the other 40%?
8. Let’s hop back a few
months & see what
we can do differently.
19. 2.3X 170
54%
THE ROI OF FOCUS
Target Account deals
are more than twice
the size of all others
of wins are in target
accounts, making up
70% of bookings
10
Engaged people per
target account at
various stages
Days to close – 25%
better than similar
size deals a year ago