Demand Generation Supervisor, Xavier Major briefly discusses the fundamentals of building pipeline in 2020.

1. Building Your Sales
Pipeline For 2020

2. Who’s Televerde?
We help top B2B companies
drive demand and generate
revenue through our socially
responsible business model
and a modern approach to
demand generation.

3. ❑ The (ideal) customer always comes first
❑ Sales & marketing integration matters
❑ You should know your numbers & act
accordingly
❑ The right tech stack matters more than ever
❑ Bonus: How Televerde Does Demand Gen
Agenda

4. The (ideal) customer always
comes first
1.

5. What’s more
focused?

6. The laser is way more
focused.

7. The answer is
in the data Interview key stakeholders
and then survey your
market to get concrete
insights on your ICP.
Identify trends and
similarities in your
opportunities.
(Example: firmographics,
technographics,
demographics)
Step #3
Step #2
Analyze your past
opportunity data from your
CRM
Step #1

8. “
88% of marketers believe their
prospects/customers expect a personalized
experience.
Source: https://www.evergage.com/wp-content/uploads/2018/04/Evergage-2018-Trends-in-Personalization-Survey.pdf

9. Sales & Marketing Integration
Matters
2.

10. Integration > Alignment

11. “
1 in 4 companies say their sales and marketing
teams are either "misaligned" or "rarely aligned."
Source: https://www.precisionmarketinggroup.com/blog/sales-marketing-alignment-statistics

12. “
Sales and marketing alignment can help businesses
become 67% better at closing deals.
Source: https://www.precisionmarketinggroup.com/blog/sales-marketing-alignment-statistics

13. Integrating Your
Sales & Marketing
Teams
Utilize technology to
ensure the process is
smooth, reportable
and efficient
Set the rules of
engagement for lead
volume, lead quality and
service level agreements
Step 3:
Step 2:
Ensure sales &
marketing teams
create campaigns
together
Step 1:

14. Mapping Out Your Metrics3.

15. In order to achieve $50 million
in revenue...

16. ❑ Gather historical data if it’s available
❑ Start with your core KPIs
❑ Work backwards to define your smaller KPIs
❑ Make a plan to hit your smaller KPIs
❑ Execute your plan
Mapping Out Your Metrics

17. Just 28% of marketers say they are “very effective” at demonstrating the
value of their marketing efforts to their peers. The majority (69%) say that
they are only “somewhat effective” at it.
Source: https://komarketing.com/industry-news/survey-marketers-still-challenged-prove-roi-business-objectives-3430/

18. Report On Your KPIs Demonstrating marketing and sales impact on
the pipeline is crucial.

19. Technology & Your Sales
Pipeline
4.

20. Let’s Get Technical

21. Bonus: How Televerde Does
Demand Gen

22. Coordinated
Campaigns Driving inbound
opportunities with content,
resources and starting
relevant conversations.
Connecting the digital
awareness with the human
touch at the right time with
the right message.
Inbound
Outbound
Build awareness and join
the conversation where
our ICPs are already doing
research.
Digital

23. For my top five favorite memes, email us at
xavier.major@televerde.com with subject
line “MEMES”
And if need help building pipeline for 2020,
reach out at +1 888-787-2829