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Tm p S   u  m få 2  15 Tren  s
A Journey into thejuturç of Sales & Maieting
2,3oo+ marketing & sales
professionals,  analysts & tech vendors. 

Focus on "Strategies for Intelligent
Growth" with cutt...
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Takeaway #1

The relationships
salespeople
have with
prospects are
becoming more
important than
we thought.
65% of contentin B2B
"waorgariifations goesmunused. 

- SiriusDecisions

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85% of marketers using marketing
automation in 2014 felt they weren't using
it to it's full potential

- Marketo...
B2B marketers must create
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Sales generated leads are 4x more likely
to close vs.  marketing-generated leads. 

- Heinz Marketing
Takeaway #3

salespeople
must build
trusted *  _
relationships with 
key prospects f"
earlier in the
sales process. 

  
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Companies that have
aligned sales & marketing
deliver 19% more growth. 

- Linked| nB2B
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becomes,  trust always trumps content. "

- Steve Woods
Co-Founder & CTO,  Nudge
, 

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You can build trust using the right content.  at the right time.
How can marketing & sales do this? 

1. Build authentic relationships between
salespeople and prospects,  earlier on. 

2....
Did you know? 

We're on a mission to help
bring the business world
closer together.
Do you want to help us solve these
challenges together? 

Register for Nudge at
www. neednudge. com
We look forward to solving these challenges together! 

 n
Visit us at
www. neednudge. com

Follow us on Twitter
(aNeedNudge

Presentation by
Kevin Hurley
Growth Hacker,  Nudge
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SiriusDecisions Summit 2015 Trends - A Journey into the Future of Sales & Marketing

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SiriusDecision Summit continues to be an event packed with top sales and marketing leaders combined with cutting edge research shedding light into the future of our industry. It’s been nearly a month since those days have passed and it’s now time to reflect on the overarching theme of this year – “Outperform: Strategies for Intelligent Growth™.”

It’s important to take a holistic view as you dig deeper into these trends and begin to connect the dots, pointing us in the right direction as we get closer to the next frontier of marketing and sales. As an added bonus Magic “Earving” Johnson, entrepreneur and basket ball legend, shares lessons learned from both his business and athletic success. His inspiring keynote certainly set a perfect tone for a successful event.

There were many similar traits among the stats revealed at SD Summit 2015 and we’re here to make some predictions based on those findings about the future of marketing and sales. Join us on this journey!

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SiriusDecisions Summit 2015 Trends - A Journey into the Future of Sales & Marketing

  1. 1. Tm p S u m få 2 15 Tren s A Journey into thejuturç of Sales & Maieting
  2. 2. 2,3oo+ marketing & sales professionals, analysts & tech vendors. Focus on "Strategies for Intelligent Growth" with cutting edge research. Delegate marketing spend = $20 billion in purchasing power. Enormous insight into the importance of marketing & sales alignment.
  3. 3. . i ” x x : -_. _ V, , s . _ '§X l . 'i Wo __ . - ' *Q 'xl i i. Acjourneyg into age cf ⁄ z 1 Y å. .. '°' '“- " of , n-__, t7__. .,. › 7 4 ; C
  4. 4. MYTH DEBUNKED "Buyers go through 67% of buying process before engaging with sales rep. " Although buyers research online before engaging with a sales rep, they do require help earlier on than we thought. - SiriusDecisions
  5. 5. i "l › . v ' ' . ' . " ' 4 i. n '. - . . _ . v . _ - s ; ._-_. - 2.1. n. _' 1:; . , ny' _ ' z ø- s '-_ I - _ 4 o , _ . z -› 33-7,, « r_ , - , d . .i r. " - '- V J 4*' fl” ' '7 / « w. . ; , "- g r f'. .. rr. " r , - z« -- *k ø O 7 9', * 4 _ _ l . 4 J, - 4 'i T n' i l i : $31,2 5.' Live poll of 2,3oo+ in attendance indicated . they expect the importance offasalesperson in B2B buying process to only increase.
  6. 6. Takeaway #1 The relationships salespeople have with prospects are becoming more important than we thought.
  7. 7. 65% of contentin B2B "waorgariifations goesmunused. - SiriusDecisions , . n” , __,
  8. 8. _ ⁄ ' I 85% of marketers using marketing automation in 2014 felt they weren't using it to it's full potential - Marketo /
  9. 9. B2B marketers must create 11 - 17 interactions to enable a purchase. - SiriusDecisions
  10. 10. ”v ' f. . : s/ç/ / _ -_ - . ø ø _ V / ,Hi / n , › ⁄ 'å Marketers are overwhelmed with content V' and technology demands.
  11. 11. la. J: ' ' 'i i - ; tiff i . . p, EiE-'fiåz i i i ' '11 i 79%« B2B marketing gerifeiatecil leads do not get sales follow-up. - FireEye
  12. 12. Sales generated leads are 4x more likely to close vs. marketing-generated leads. - Heinz Marketing
  13. 13. Takeaway #3 salespeople must build trusted * _ relationships with key prospects f" earlier in the sales process. ny' _
  14. 14. Companies that have aligned sales & marketing deliver 19% more growth. - Linked| nB2B
  15. 15. -_, _. _ / __ / , , ' 4 --v- X-v z'. x / ' '“ -' _ p" __/ - C_F('nl<"“; , g. “i ' '33, , 'Jyx i . m t -w 1.1. 'In I xy' ›' What does this mean for the future of marketingM salesi?
  16. 16. "No matter how personalized marketing becomes, trust always trumps content. " - Steve Woods Co-Founder & CTO, Nudge
  17. 17. , : *BuTm. You can build trust using the right content. at the right time.
  18. 18. How can marketing & sales do this? 1. Build authentic relationships between salespeople and prospects, earlier on. 2. Provide real value through relevant and timely content on a 1-to-1 basis. 3. Balance marketing content with external sources that aren't self serving. 4. Align marketing 8t sales teams to achieve common goals.
  19. 19. Did you know? We're on a mission to help bring the business world closer together.
  20. 20. Do you want to help us solve these challenges together? Register for Nudge at www. neednudge. com
  21. 21. We look forward to solving these challenges together! n
  22. 22. Visit us at www. neednudge. com Follow us on Twitter (aNeedNudge Presentation by Kevin Hurley Growth Hacker, Nudge

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