SlideShare une entreprise Scribd logo
1  sur  22
Télécharger pour lire hors ligne
Secrets to More Successful Collaboration Between Sales &
Marketing
Presented By Matt Heinz
President, Heinz Marketing Inc.
matt@heinzmarketing.com @heinzmarketing
@heinzmarketing
A direct line to revenue growth
@heinzmarketing
My definition of sales enablement
@heinzmarketing
This doesn’t write checks!
@heinzmarketing
1. Do the math (quantify what success looks like)
2. Create a clear customer profile
3. Map the sales and buying process
4. Plan to fire lots of bullets
Four steps to a better plan
@heinzmarketing
People & problems, not products
@heinzmarketing
Assumptions
Product A ASP $ 15,000
Product B ASP $ 50,000
Opp/Close % 33.0%
Lead/Opp % 10.0%
Product A CPL $ 15
Product B CPL $ 35
Q1 2010 Q2 2010 Q3 2010 Q4 2010 TOTALS
Product A Sales # 50 56 63 69 238
Product B Sales # 8 9 10 11 38
Total Sales # 58 65 73 80 276
Product A Sales $ $ 742,500 $ 841,500 $ 940,500 $1,039,500 $ 3,564,000
Product B Sales $ $ 412,500 $ 453,750 $ 495,000 $ 536,250 $ 1,897,500
Total Sales $ $1,155,000 $1,295,250 $1,435,500 $1,575,750 $ 5,461,500
Product A Pipeline # 150 170 190 210
Product B Pipeline # 25 28 30 33
Total Pipeline # 175 198 220 243
Product A Pipeline $ $2,250,000 $2,550,000 $2,850,000 $3,150,000
Product B Pipeline $ $1,250,000 $1,375,000 $1,500,000 $1,625,000
Total Pipeline $ $3,500,000 $3,925,000 $4,350,000 $4,775,000
Product A Leads 1500 1700 1900 2100
Product B Leads 250 275 300 325
Total Leads 1750 1975 2200 2425 8350
Product A Lead Budget $ 22,500 $ 25,500 $ 28,500 $ 31,500
Product B Lead Budget $ 8,750 $ 9,625 $ 10,500 $ 11,375
Total Lead Budget $ 31,250 $ 35,125 $ 39,000 $ 42,875 $ 148,250
Calculating what you need
@heinzmarketing
1. What/who are your targets?
• Direct & indirect users, influencers
• Address entire buyer ecosystem
2. What do they care about? What outcome are they seeking?
3. Where do you find them?
4. What or who influences them?
5. How do they want to engage and (eventually) buy?
Marketing plan in 5 questions
@heinzmarketing
What do your customers care about?
@heinzmarketing
What do your customers care about?
@heinzmarketing
SolutionProblem/
Pain
Objective/
Outcome
Prospect Engagement Funnel
@heinzmarketing
Active Sales Cycle
Channels: CRM, 1:1
Goal: Sell
New
Customer
Drip Marketing
Channels: Email Newsletters, CRM System
Goal: Drive Active Prospects
Network / Open Community
Channels: Twitter, Facebook, Blog, LinkedIn
Goal: Drive Registration
Network-exclusive access to content
Value-added special offers
Discovery events
White papers, top ten tips, etc.
Testimonials, Success Stories
Profile-Specific Messages
New product/service offers
Referral & Tell-a-Friend Offers
Network / Community Invites
New Opportunity Alerts
1:1 with Existing Customer
In-Market Events
Next Step Accelerator IdeasCustomer Targets (based on persona profiles)
Enumerating needs by role
@heinzmarketing
Audience
Vertical #1
CEO
IT/CIO
CFO
CMO
Audience
Vertical #2
CEO
Drivers Pain Points Value Propositions (bullet points) Key Messages
Key MessagesDrivers Pain Points Value Propositions (bullet points)
1. Common objectives
2. Common definitions
3. Common compensation/objectives
4. Executive sponsorship
5. Up-front planning
6. Daily-weekly triage
7. Offline relationship-building
8. Measure before & after team satisfaction
8 keys to successful collaboration
@heinzmarketing
Leads & Opportunities
@heinzmarketing
Stage Definition Sales Next Step(s) Marketing Next Step(s)
Leads
Open/Not Attempted
New lead, has not been attempted or contacted by sales Begin follow-up to get on the phone live to qualify as
opportunity
Provide scripts and response offers as needed to increase
call-backs
Attempting to Contact
Sales has begun the process of following the lead follow-upprocess to reach
the prospect live
Continue follow-up attempts via phone, email, "zero out" to
reach prospect live
Provide scripts and response offers as needed to increase
call-backs
Interested
Prospect has expressed interest in ABC Company and/or achieving better
results, and is interested in learningmore; full qualificationcriteria
intent/purchase timelinestill unknown
Once prospect has been qualified,either move into a
"Qualified"opportunityor move to Nurture (if timelineis long-
term or undetermined)
Provide collateral, case studies and other information as
needed to help prospect determinesales intent
Nurture
Prospect is interested, but there is no near-term opportunityto buy (prospect
may have other immediate priorities, or may just need more time to consider
interest/intent)
no action Drip marketingto prospect 1-2 times per month with value-
added offers, until they're ready to engage in a short-term
buying cycle again
Unresponsive
Haven't been able to get ahold of prospect after repeated attempts no action Drip marketingto prospect 1-2 times per month with value-
added offers, until they're ready to engage in a short-term
buying cycle again
No Further Action Lead is not a qualifiedprospect no action no action
Opportunities
Qualified
Prospect has a need & budget, and is actively evaluatingsolutions Get demo commitment, plan next steps and timelineto buy
(or at least make decision) with prospect
Provide additional support tools as needed (case studies,
etc.) to help accelerate prospect interest and buying cycle
Presentation & Demo
Demo has been scheduled or completed; working through objections &
questions
Get permission to present formal proposal Provide additional support tools as needed (case studies,
etc.) to help accelerate prospect interest and buying cycle
Proposal
Formal proposal is in process or has been delivered outliningterms, services,
fees
Get verbal commitmentto buy pending finalizationof terms no action
Negotiation
Prospect has verbally agreed to do business; both sides are working through
final legal/term/service/feedetails
Sign, seal and return baby! no action
Close Agreement has been signed and returned victory lap no action
Closed Lost
Opportunity has stalled indefinitelyor is dead no action Drip marketingto prospect 1-2 times per month with value-
added offers, until they're ready to engage in a short-term
buying cycle again
Lead management process
@heinzmarketing
Lead scoring & next steps
@heinzmarketing
Score Description Follow Up Action
A1 PERFECT FIT: BANT criteria and
Behavior aligned for immediate need with
larger opportunity.
Immediate Follow Up within 4 hours of
reaching Sales Queue.
Promote Dreambox Trial
A2 Strong Fit: possible smaller or longer term
opportunity within a school district or
school.
Immediate follow up within 4 hours of
reaching Sales Queue.
Promote Dreambox Trial or Demo
A3 Good Fit: BANT and strong interest
indicated. School-based opportunity.
Immediate follow up within 8 hours of
reaching Sales Queue.
Introduce demo if a Project and
Timeframe are being defined.
A4 Potential Fit: Some key BANT criteria not
yet determined.
Follow Up within 24 hours of reaching
Sales Queue. Qualify further for BANT
details.
Provide white paper or webcast
resources.
B1 Potential Fit: School district opportunity
but more BANT definition required.
Follow Up within 24 hours of reaching the
Sales Queue. Qualify further for BANT
details.
Provide white paper or webcast
resources.
B2 Potential Fit: School or classroom
opportunity. More BANT definition
required
Follow Up within 48 hours of reaching the
Sales Queue.
Attempt further qualification. Potential
move back to Marketing Nurture.
B3 Potential Fit: Longer term prospecting
opportunity. May take longer to evaluate
the solution and secure budget approval.
Follow Up within 48 hours of reaching the
Sales Queue.
Attempt further qualification and provide
informative resources. Potential move
into Nurture
Getting sales to use your content
@heinzmarketing
Market Leader
Q2 2010 Editorial Calendar
Week of May 3 Week of May 10 Week of May 17 Week of May 24 Week of May 31 Week of June Week of June 14 Week of June 21 Week of June 28
Corporate Theme
Content Theme
Company News (PR) Fiji Release Leading RE free trial Gathering of Eagles
Keynote Recap
200th MLS
Industry Calendar Mid-year NAR
Broker Ops (Bob) Agent productivity tools -
what's recommended,
what's working (blog, AR)
Creating a customer-
centric brokerage (blog)
Top 10 reasons why
brokers should care about
social media (blog, AR)
12 ways to motivate,
excite and retain your
agents (blog)
Broker LinkedIn Group Questions What productivity tools are
your agents using? Any
that have been adopted
across the brokerage?
What does customer-
centric mean at your
brokerage? What are
your best practices around
this?
How many conferences to
do you attend each year?
Which are your favorites
and why?
What is your brokerage
doing with social media?
Can you measure specific
new business from these
investments?
How has business been
since the home-buyer
credit expired? What new
promotions have you
instituted to replace it?
What are your best
practices for motivating,
exciting and retaining your
agents?
What is your brokerage
doing to encourage and
facilitate teamwork and
resource sharing?
How much training do you
provide your agents?
What topics do you focus
on?
Leadership (Ian) The best customer service
advice I ever received
(blog)
Early listing season
observations (blog)
Why listings matter even
in a buyers market (blog)
Attracting & recruiting
agents (blog)
Agents & Teams (Scott) How to share best
practices across your
team (blog, AR)
Team collaboration best
practices (blog, AR)
How to be more efficient
when you don't always
share the same
workspace (blog, AR)
Combining resources
across a team to increase
marketing impact (blog,
AR)
Sales & Marketing Advice (anon) Five seller appeasement
strategies that won't break
the bank (blog, AR)
Seller marketing tips from
real estate veterans (blog,
AR)
Best practices for listing
presentations (blog, AR)
Search & Web Tips (Thad) How to increase your
Twitter followers (blog,
AR)
Why your Web domain is
so important (and why it's
not) (blog, AR)
How to be immediately
responsive to your Web
leads (blog, AR)
How to help local
buyers/sellers find your
Web site (blog, AR)
Using social media to
market your listings (blog,
AR)
Market Leader Voices
Five Ways to be a Market Leader
(Video)
5 ways to improve your
search results (Thad)
5 ways to build a business
within a business (Ian)
5 ways to instantly
improve your customer
service (Scott)
TBD TBD TBD TBD TBD
Ian's Leadership Videos Five Characteristics of a
Successful Real Estate
Business
Building a Customer-
Centric Brokerage
Why Lead Management
Matters (and why it's often
ignored)
Knowing when technology
is important, and when it's
not
Bringing it all together to grow your business
LeadershipCommentaryTraining&Education
Guest Posts: Broker Web site success stories (pull
from Exit customers)
Guest Posts: Best customer service you ever gave or received Guest Posts: Tips and Tricks to Establish Yourself as the Market Leader
Spring Season Heats Up Are you growing your market share?
Q2
May June
New Vision for Real Estate Industry
Content/nurture process
@heinzmarketing
1. Common objectives
2. Common definitions
3. Common compensation/objectives
4. Executive sponsorship
5. Up-front planning
6. Daily-weekly triage
7. Offline relationship-building
8. Measure before & after team satisfaction
How to measure collaboration
@heinzmarketing
1. Focus on fewer metrics (not more)
2. Establish a baseline first, then measure the lift
3. Compare opportunity & sales output to total cost of resources
4. Measure before & after satisfaction
If you want more…
@heinzmarketingmatt@heinzmarketing.com www.salesfusion.com
Contact us
www.salesfusion.com© 2014 Salesfusion
855.238.6522
sales@salesfusion.com
3565 Piedmont Rd NE
Suite 200, Bldg 2
Atlanta, GA 30305
www.salesfusion.com

Contenu connexe

Tendances

Sales Promotion / Marketing
Sales Promotion / MarketingSales Promotion / Marketing
Sales Promotion / MarketingKanchan Kandel
 
Personal selling & sales promotion, strategic marketing presentation
Personal selling & sales promotion, strategic marketing presentationPersonal selling & sales promotion, strategic marketing presentation
Personal selling & sales promotion, strategic marketing presentationSourov Shaha Suvo
 
Sales Promotion and Personal Selling
Sales Promotion and Personal SellingSales Promotion and Personal Selling
Sales Promotion and Personal Sellingmandalina landy
 
Managing & Designing Sales Force
Managing & Designing Sales                     ForceManaging & Designing Sales                     Force
Managing & Designing Sales ForceAbhishek
 
Sales promotional tools
Sales promotional toolsSales promotional tools
Sales promotional toolsVishnu Kj
 
Relationship marketing - Manu Melwin Joy
Relationship marketing - Manu Melwin JoyRelationship marketing - Manu Melwin Joy
Relationship marketing - Manu Melwin Joymanumelwin
 
Sales Promotion & Marketing Sales
Sales Promotion & Marketing SalesSales Promotion & Marketing Sales
Sales Promotion & Marketing Salesyhats07
 
Sales Promotion in Marketing
Sales Promotion in MarketingSales Promotion in Marketing
Sales Promotion in MarketingAnubha Rastogi
 
Personal Selling & Dm
Personal Selling & DmPersonal Selling & Dm
Personal Selling & Dmrajesh panda
 
Personal selling
Personal sellingPersonal selling
Personal sellingdeepu2000
 
Sales Promotion-Marketing Management ppt
Sales Promotion-Marketing Management pptSales Promotion-Marketing Management ppt
Sales Promotion-Marketing Management pptmegha nikampatil
 
Sales promotion Tools
Sales promotion ToolsSales promotion Tools
Sales promotion ToolsSanjay Singh
 

Tendances (20)

Chap18 Personal Selling
Chap18 Personal SellingChap18 Personal Selling
Chap18 Personal Selling
 
Sales Promotion / Marketing
Sales Promotion / MarketingSales Promotion / Marketing
Sales Promotion / Marketing
 
sales promotion
sales promotionsales promotion
sales promotion
 
Personal selling & sales promotion, strategic marketing presentation
Personal selling & sales promotion, strategic marketing presentationPersonal selling & sales promotion, strategic marketing presentation
Personal selling & sales promotion, strategic marketing presentation
 
Sales Promotion and Personal Selling
Sales Promotion and Personal SellingSales Promotion and Personal Selling
Sales Promotion and Personal Selling
 
Managing & Designing Sales Force
Managing & Designing Sales                     ForceManaging & Designing Sales                     Force
Managing & Designing Sales Force
 
sales promotion
 sales promotion sales promotion
sales promotion
 
Sales promotional tools
Sales promotional toolsSales promotional tools
Sales promotional tools
 
Sales promotion and personal selling
Sales promotion and personal sellingSales promotion and personal selling
Sales promotion and personal selling
 
Salesmanship (complete notes)
Salesmanship (complete notes)Salesmanship (complete notes)
Salesmanship (complete notes)
 
sales promotion
sales promotionsales promotion
sales promotion
 
Relationship marketing - Manu Melwin Joy
Relationship marketing - Manu Melwin JoyRelationship marketing - Manu Melwin Joy
Relationship marketing - Manu Melwin Joy
 
Sales Promotion & Marketing Sales
Sales Promotion & Marketing SalesSales Promotion & Marketing Sales
Sales Promotion & Marketing Sales
 
Selling final ppt
Selling final pptSelling final ppt
Selling final ppt
 
Sales Promotion in Marketing
Sales Promotion in MarketingSales Promotion in Marketing
Sales Promotion in Marketing
 
Personal Selling & Dm
Personal Selling & DmPersonal Selling & Dm
Personal Selling & Dm
 
Sales Management
Sales ManagementSales Management
Sales Management
 
Personal selling
Personal sellingPersonal selling
Personal selling
 
Sales Promotion-Marketing Management ppt
Sales Promotion-Marketing Management pptSales Promotion-Marketing Management ppt
Sales Promotion-Marketing Management ppt
 
Sales promotion Tools
Sales promotion ToolsSales promotion Tools
Sales promotion Tools
 

En vedette

SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...
SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...
SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...Salesfusion
 
Nurture marketing
Nurture marketingNurture marketing
Nurture marketingSalesfusion
 
Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...
Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...
Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...Rodrigo Savazoni
 
Salesfusion Company Overview
Salesfusion Company OverviewSalesfusion Company Overview
Salesfusion Company OverviewSalesfusion
 
Marketing masters advanced email marketing workshop
Marketing masters advanced email marketing workshopMarketing masters advanced email marketing workshop
Marketing masters advanced email marketing workshopSalesfusion
 
Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)
Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)
Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)Terje Wold
 
Gleanster lead nurturing webinar- draft- 012411 final
Gleanster   lead nurturing webinar- draft- 012411 finalGleanster   lead nurturing webinar- draft- 012411 final
Gleanster lead nurturing webinar- draft- 012411 finalSalesfusion
 
Marketing automation for Salesforce.com
Marketing automation for Salesforce.comMarketing automation for Salesforce.com
Marketing automation for Salesforce.comSalesfusion
 
SalesFUSION webinar - recycle your marketing collateral for b2b lead gen
SalesFUSION webinar - recycle your marketing collateral for b2b lead genSalesFUSION webinar - recycle your marketing collateral for b2b lead gen
SalesFUSION webinar - recycle your marketing collateral for b2b lead genSalesfusion
 
Case Studies in integrating Marketing Automation with Dynamics CRM
Case Studies in integrating Marketing Automation with Dynamics CRMCase Studies in integrating Marketing Automation with Dynamics CRM
Case Studies in integrating Marketing Automation with Dynamics CRMSalesfusion
 

En vedette (18)

Informativo derex - julho/2016
Informativo derex - julho/2016Informativo derex - julho/2016
Informativo derex - julho/2016
 
SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...
SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...
SalesFUSION Webinar - The impact of website visitor tracking on your sales pi...
 
Agustin Vargas
Agustin Vargas Agustin Vargas
Agustin Vargas
 
Ladislau Martin
Ladislau MartinLadislau Martin
Ladislau Martin
 
Nurture marketing
Nurture marketingNurture marketing
Nurture marketing
 
Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...
Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...
Los Politropicalistas - De la Contracultura a Las Redes Político-Culturales e...
 
Salesfusion Company Overview
Salesfusion Company OverviewSalesfusion Company Overview
Salesfusion Company Overview
 
Marketing masters advanced email marketing workshop
Marketing masters advanced email marketing workshopMarketing masters advanced email marketing workshop
Marketing masters advanced email marketing workshop
 
Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)
Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)
Ensafer Presentation at NSM's Security Conference 2014 in Oslo (Norway)
 
Gleanster lead nurturing webinar- draft- 012411 final
Gleanster   lead nurturing webinar- draft- 012411 finalGleanster   lead nurturing webinar- draft- 012411 final
Gleanster lead nurturing webinar- draft- 012411 final
 
Marketing automation for Salesforce.com
Marketing automation for Salesforce.comMarketing automation for Salesforce.com
Marketing automation for Salesforce.com
 
SalesFUSION webinar - recycle your marketing collateral for b2b lead gen
SalesFUSION webinar - recycle your marketing collateral for b2b lead genSalesFUSION webinar - recycle your marketing collateral for b2b lead gen
SalesFUSION webinar - recycle your marketing collateral for b2b lead gen
 
Raab webinar
Raab webinarRaab webinar
Raab webinar
 
Case Studies in integrating Marketing Automation with Dynamics CRM
Case Studies in integrating Marketing Automation with Dynamics CRMCase Studies in integrating Marketing Automation with Dynamics CRM
Case Studies in integrating Marketing Automation with Dynamics CRM
 
Informativo derex - outubro/2016
Informativo derex - outubro/2016Informativo derex - outubro/2016
Informativo derex - outubro/2016
 
Marcela Scavone
Marcela ScavoneMarcela Scavone
Marcela Scavone
 
Apresentação emprego agosto 2016
Apresentação emprego agosto 2016 Apresentação emprego agosto 2016
Apresentação emprego agosto 2016
 
Naira Sato
Naira SatoNaira Sato
Naira Sato
 

Similaire à 8secretstosalesandmarketing

CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...Heinz Marketing Inc
 
B2B Sales Enablement: How Marketing Can Help Sales Double Productivity & Success
B2B Sales Enablement: How Marketing Can Help Sales Double Productivity & SuccessB2B Sales Enablement: How Marketing Can Help Sales Double Productivity & Success
B2B Sales Enablement: How Marketing Can Help Sales Double Productivity & SuccessHeinz Marketing Inc
 
B2B Sales Enablement: How marketing can help sales double productivity and su...
B2B Sales Enablement: How marketing can help sales double productivity and su...B2B Sales Enablement: How marketing can help sales double productivity and su...
B2B Sales Enablement: How marketing can help sales double productivity and su...Heinz Marketing Inc
 
4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times
4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times
4.02.09 Teleclass Doing Your Best Marketing In The Worst Of TimesErin Murphy
 
Close Your Highest Margin Sales Leads
Close Your Highest Margin Sales LeadsClose Your Highest Margin Sales Leads
Close Your Highest Margin Sales LeadsHeinz Marketing Inc
 
Sales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt HeinzSales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt HeinzInsideSales.com
 
Sustaining Traction for your Start-Up
Sustaining Traction for your Start-UpSustaining Traction for your Start-Up
Sustaining Traction for your Start-UpHeinz Marketing Inc
 
Seattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring BudgetSeattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring BudgetHeinz Marketing Inc
 
How to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersHow to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersPARESH PATEL
 
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptxLecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptxFaizanGul6
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook TemplateDemand Metric
 
Hands- on Social Media 7: Building And Selling Social Strategy
Hands- on Social Media 7: Building And Selling Social StrategyHands- on Social Media 7: Building And Selling Social Strategy
Hands- on Social Media 7: Building And Selling Social Strategyagencyside
 
Customer journey mapping seminar
Customer journey mapping seminarCustomer journey mapping seminar
Customer journey mapping seminarMacInnis Marketing
 
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategySales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategyHeinz Marketing Inc
 
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...amber-javaid
 
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkDelivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkHeinz Marketing Inc
 
Digital Marketing Roundtable 4/6/17
Digital Marketing Roundtable 4/6/17Digital Marketing Roundtable 4/6/17
Digital Marketing Roundtable 4/6/17Martha Herdendorf
 
How_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdfHow_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdfprerit23
 
Getting brilliant briefs from your client
Getting brilliant briefs from your clientGetting brilliant briefs from your client
Getting brilliant briefs from your clientKathryn Ellis
 

Similaire à 8secretstosalesandmarketing (20)

CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
 
B2B Sales Enablement: How Marketing Can Help Sales Double Productivity & Success
B2B Sales Enablement: How Marketing Can Help Sales Double Productivity & SuccessB2B Sales Enablement: How Marketing Can Help Sales Double Productivity & Success
B2B Sales Enablement: How Marketing Can Help Sales Double Productivity & Success
 
B2B Sales Enablement: How marketing can help sales double productivity and su...
B2B Sales Enablement: How marketing can help sales double productivity and su...B2B Sales Enablement: How marketing can help sales double productivity and su...
B2B Sales Enablement: How marketing can help sales double productivity and su...
 
4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times
4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times
4.02.09 Teleclass Doing Your Best Marketing In The Worst Of Times
 
Close Your Highest Margin Sales Leads
Close Your Highest Margin Sales LeadsClose Your Highest Margin Sales Leads
Close Your Highest Margin Sales Leads
 
Sales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt HeinzSales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
Sales Leads: Close Your Highest Margin Sales Leads - Matt Heinz
 
Sustaining Traction for your Start-Up
Sustaining Traction for your Start-UpSustaining Traction for your Start-Up
Sustaining Traction for your Start-Up
 
Seattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring BudgetSeattle Startup Week: Sales & Marketing on a Shoestring Budget
Seattle Startup Week: Sales & Marketing on a Shoestring Budget
 
How to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into CustomersHow to Find, Influence & Convert More Prospects Into Customers
How to Find, Influence & Convert More Prospects Into Customers
 
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptxLecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook Template
 
Hands- on Social Media 7: Building And Selling Social Strategy
Hands- on Social Media 7: Building And Selling Social StrategyHands- on Social Media 7: Building And Selling Social Strategy
Hands- on Social Media 7: Building And Selling Social Strategy
 
Customer journey mapping seminar
Customer journey mapping seminarCustomer journey mapping seminar
Customer journey mapping seminar
 
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market StrategySales for Startups: Accelerate Your Success with a Better Go To Market Strategy
Sales for Startups: Accelerate Your Success with a Better Go To Market Strategy
 
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
 
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkDelivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
 
7 Step Logical Sales Process
7 Step Logical Sales Process7 Step Logical Sales Process
7 Step Logical Sales Process
 
Digital Marketing Roundtable 4/6/17
Digital Marketing Roundtable 4/6/17Digital Marketing Roundtable 4/6/17
Digital Marketing Roundtable 4/6/17
 
How_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdfHow_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdf
 
Getting brilliant briefs from your client
Getting brilliant briefs from your clientGetting brilliant briefs from your client
Getting brilliant briefs from your client
 

Plus de Salesfusion

How to Choose the Right Marketing Automation Platform
How to Choose the Right Marketing Automation PlatformHow to Choose the Right Marketing Automation Platform
How to Choose the Right Marketing Automation PlatformSalesfusion
 
Salesfusion pa webinar_040214
Salesfusion pa webinar_040214Salesfusion pa webinar_040214
Salesfusion pa webinar_040214Salesfusion
 
Maximizing B2B Email Performance 2014
Maximizing B2B Email Performance  2014 Maximizing B2B Email Performance  2014
Maximizing B2B Email Performance 2014 Salesfusion
 
Email Marketing Workshop
Email Marketing WorkshopEmail Marketing Workshop
Email Marketing WorkshopSalesfusion
 
Marketing Automation for Microsoft Dynamics 2013
Marketing Automation for Microsoft Dynamics 2013Marketing Automation for Microsoft Dynamics 2013
Marketing Automation for Microsoft Dynamics 2013Salesfusion
 
What's the Difference Between Google Analytics and Website Visitor Tracking?
What's the Difference Between Google Analytics and Website Visitor Tracking?What's the Difference Between Google Analytics and Website Visitor Tracking?
What's the Difference Between Google Analytics and Website Visitor Tracking?Salesfusion
 
B2B Email Marketing Webinar
B2B Email Marketing WebinarB2B Email Marketing Webinar
B2B Email Marketing WebinarSalesfusion
 
SalesFUSION Lunch and Learn - Atlanta
SalesFUSION Lunch and Learn - AtlantaSalesFUSION Lunch and Learn - Atlanta
SalesFUSION Lunch and Learn - AtlantaSalesfusion
 
Webinar - The Death of Cold Calling 2013
Webinar - The Death of Cold Calling 2013Webinar - The Death of Cold Calling 2013
Webinar - The Death of Cold Calling 2013Salesfusion
 
SalesFUSION Webinars - Taming the flood of digital data
SalesFUSION Webinars - Taming the flood of digital dataSalesFUSION Webinars - Taming the flood of digital data
SalesFUSION Webinars - Taming the flood of digital dataSalesfusion
 
SalesFUSION webinar - 2013 b2b marketing goals
SalesFUSION webinar - 2013 b2b marketing goalsSalesFUSION webinar - 2013 b2b marketing goals
SalesFUSION webinar - 2013 b2b marketing goalsSalesfusion
 
SalesFUSION Webinar - Tracking Digital Body Language
SalesFUSION Webinar - Tracking Digital Body LanguageSalesFUSION Webinar - Tracking Digital Body Language
SalesFUSION Webinar - Tracking Digital Body LanguageSalesfusion
 
SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...
SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...
SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...Salesfusion
 
Marketing automation for Sage SalesLogix
Marketing automation for Sage SalesLogixMarketing automation for Sage SalesLogix
Marketing automation for Sage SalesLogixSalesfusion
 
SalesFUSION Webinar - Supporting sales follow up with nurture-based campaigns
SalesFUSION Webinar - Supporting sales follow up with nurture-based campaignsSalesFUSION Webinar - Supporting sales follow up with nurture-based campaigns
SalesFUSION Webinar - Supporting sales follow up with nurture-based campaignsSalesfusion
 
Webinar essential guide to lead scoring
Webinar   essential guide to lead scoringWebinar   essential guide to lead scoring
Webinar essential guide to lead scoringSalesfusion
 
FUSED 2012 Conference Wrap up
FUSED 2012 Conference Wrap up FUSED 2012 Conference Wrap up
FUSED 2012 Conference Wrap up Salesfusion
 
b2b webinar best practices - how to effectively nurture webianr attendees
b2b webinar best practices  - how to effectively nurture webianr attendeesb2b webinar best practices  - how to effectively nurture webianr attendees
b2b webinar best practices - how to effectively nurture webianr attendeesSalesfusion
 
Webinar - How Marketing Automation can sales fall in love with CRM
Webinar - How Marketing Automation can sales fall in love with CRMWebinar - How Marketing Automation can sales fall in love with CRM
Webinar - How Marketing Automation can sales fall in love with CRMSalesfusion
 
Webinar beyond contact us - Leveraing the next generation of lead capture f...
Webinar   beyond contact us - Leveraing the next generation of lead capture f...Webinar   beyond contact us - Leveraing the next generation of lead capture f...
Webinar beyond contact us - Leveraing the next generation of lead capture f...Salesfusion
 

Plus de Salesfusion (20)

How to Choose the Right Marketing Automation Platform
How to Choose the Right Marketing Automation PlatformHow to Choose the Right Marketing Automation Platform
How to Choose the Right Marketing Automation Platform
 
Salesfusion pa webinar_040214
Salesfusion pa webinar_040214Salesfusion pa webinar_040214
Salesfusion pa webinar_040214
 
Maximizing B2B Email Performance 2014
Maximizing B2B Email Performance  2014 Maximizing B2B Email Performance  2014
Maximizing B2B Email Performance 2014
 
Email Marketing Workshop
Email Marketing WorkshopEmail Marketing Workshop
Email Marketing Workshop
 
Marketing Automation for Microsoft Dynamics 2013
Marketing Automation for Microsoft Dynamics 2013Marketing Automation for Microsoft Dynamics 2013
Marketing Automation for Microsoft Dynamics 2013
 
What's the Difference Between Google Analytics and Website Visitor Tracking?
What's the Difference Between Google Analytics and Website Visitor Tracking?What's the Difference Between Google Analytics and Website Visitor Tracking?
What's the Difference Between Google Analytics and Website Visitor Tracking?
 
B2B Email Marketing Webinar
B2B Email Marketing WebinarB2B Email Marketing Webinar
B2B Email Marketing Webinar
 
SalesFUSION Lunch and Learn - Atlanta
SalesFUSION Lunch and Learn - AtlantaSalesFUSION Lunch and Learn - Atlanta
SalesFUSION Lunch and Learn - Atlanta
 
Webinar - The Death of Cold Calling 2013
Webinar - The Death of Cold Calling 2013Webinar - The Death of Cold Calling 2013
Webinar - The Death of Cold Calling 2013
 
SalesFUSION Webinars - Taming the flood of digital data
SalesFUSION Webinars - Taming the flood of digital dataSalesFUSION Webinars - Taming the flood of digital data
SalesFUSION Webinars - Taming the flood of digital data
 
SalesFUSION webinar - 2013 b2b marketing goals
SalesFUSION webinar - 2013 b2b marketing goalsSalesFUSION webinar - 2013 b2b marketing goals
SalesFUSION webinar - 2013 b2b marketing goals
 
SalesFUSION Webinar - Tracking Digital Body Language
SalesFUSION Webinar - Tracking Digital Body LanguageSalesFUSION Webinar - Tracking Digital Body Language
SalesFUSION Webinar - Tracking Digital Body Language
 
SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...
SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...
SalesFUSION Webinar - THe impact of website visitor tracking on your sales fu...
 
Marketing automation for Sage SalesLogix
Marketing automation for Sage SalesLogixMarketing automation for Sage SalesLogix
Marketing automation for Sage SalesLogix
 
SalesFUSION Webinar - Supporting sales follow up with nurture-based campaigns
SalesFUSION Webinar - Supporting sales follow up with nurture-based campaignsSalesFUSION Webinar - Supporting sales follow up with nurture-based campaigns
SalesFUSION Webinar - Supporting sales follow up with nurture-based campaigns
 
Webinar essential guide to lead scoring
Webinar   essential guide to lead scoringWebinar   essential guide to lead scoring
Webinar essential guide to lead scoring
 
FUSED 2012 Conference Wrap up
FUSED 2012 Conference Wrap up FUSED 2012 Conference Wrap up
FUSED 2012 Conference Wrap up
 
b2b webinar best practices - how to effectively nurture webianr attendees
b2b webinar best practices  - how to effectively nurture webianr attendeesb2b webinar best practices  - how to effectively nurture webianr attendees
b2b webinar best practices - how to effectively nurture webianr attendees
 
Webinar - How Marketing Automation can sales fall in love with CRM
Webinar - How Marketing Automation can sales fall in love with CRMWebinar - How Marketing Automation can sales fall in love with CRM
Webinar - How Marketing Automation can sales fall in love with CRM
 
Webinar beyond contact us - Leveraing the next generation of lead capture f...
Webinar   beyond contact us - Leveraing the next generation of lead capture f...Webinar   beyond contact us - Leveraing the next generation of lead capture f...
Webinar beyond contact us - Leveraing the next generation of lead capture f...
 

Dernier

UiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation DevelopersUiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation DevelopersUiPathCommunity
 
Things you didn't know you can use in your Salesforce
Things you didn't know you can use in your SalesforceThings you didn't know you can use in your Salesforce
Things you didn't know you can use in your SalesforceMartin Humpolec
 
UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6DianaGray10
 
Bird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystemBird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystemAsko Soukka
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureEric D. Schabell
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesMd Hossain Ali
 
9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding Team9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding TeamAdam Moalla
 
Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...
Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...
Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...DianaGray10
 
Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024D Cloud Solutions
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7DianaGray10
 
20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf
20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf
20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdfJamie (Taka) Wang
 
Digital magic. A small project for controlling smart light bulbs.
Digital magic. A small project for controlling smart light bulbs.Digital magic. A small project for controlling smart light bulbs.
Digital magic. A small project for controlling smart light bulbs.francesco barbera
 
RAG Patterns and Vector Search in Generative AI
RAG Patterns and Vector Search in Generative AIRAG Patterns and Vector Search in Generative AI
RAG Patterns and Vector Search in Generative AIUdaiappa Ramachandran
 
Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.YounusS2
 
UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1DianaGray10
 
Cloud Revolution: Exploring the New Wave of Serverless Spatial Data
Cloud Revolution: Exploring the New Wave of Serverless Spatial DataCloud Revolution: Exploring the New Wave of Serverless Spatial Data
Cloud Revolution: Exploring the New Wave of Serverless Spatial DataSafe Software
 
COMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a WebsiteCOMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a Websitedgelyza
 
Machine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdfMachine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdfAijun Zhang
 
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyesHow to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyesThousandEyes
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IES VE
 

Dernier (20)

UiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation DevelopersUiPath Community: AI for UiPath Automation Developers
UiPath Community: AI for UiPath Automation Developers
 
Things you didn't know you can use in your Salesforce
Things you didn't know you can use in your SalesforceThings you didn't know you can use in your Salesforce
Things you didn't know you can use in your Salesforce
 
UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6UiPath Studio Web workshop series - Day 6
UiPath Studio Web workshop series - Day 6
 
Bird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystemBird eye's view on Camunda open source ecosystem
Bird eye's view on Camunda open source ecosystem
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability Adventure
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
 
9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding Team9 Steps For Building Winning Founding Team
9 Steps For Building Winning Founding Team
 
Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...
Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...
Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...
 
Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7
 
20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf
20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf
20200723_insight_release_plan_v6.pdf20200723_insight_release_plan_v6.pdf
 
Digital magic. A small project for controlling smart light bulbs.
Digital magic. A small project for controlling smart light bulbs.Digital magic. A small project for controlling smart light bulbs.
Digital magic. A small project for controlling smart light bulbs.
 
RAG Patterns and Vector Search in Generative AI
RAG Patterns and Vector Search in Generative AIRAG Patterns and Vector Search in Generative AI
RAG Patterns and Vector Search in Generative AI
 
Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.Basic Building Blocks of Internet of Things.
Basic Building Blocks of Internet of Things.
 
UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1UiPath Platform: The Backend Engine Powering Your Automation - Session 1
UiPath Platform: The Backend Engine Powering Your Automation - Session 1
 
Cloud Revolution: Exploring the New Wave of Serverless Spatial Data
Cloud Revolution: Exploring the New Wave of Serverless Spatial DataCloud Revolution: Exploring the New Wave of Serverless Spatial Data
Cloud Revolution: Exploring the New Wave of Serverless Spatial Data
 
COMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a WebsiteCOMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a Website
 
Machine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdfMachine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdf
 
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyesHow to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
How to Effectively Monitor SD-WAN and SASE Environments with ThousandEyes
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
 

8secretstosalesandmarketing

  • 1. Secrets to More Successful Collaboration Between Sales & Marketing Presented By Matt Heinz President, Heinz Marketing Inc. matt@heinzmarketing.com @heinzmarketing
  • 3. A direct line to revenue growth @heinzmarketing
  • 4. My definition of sales enablement @heinzmarketing
  • 5. This doesn’t write checks! @heinzmarketing
  • 6. 1. Do the math (quantify what success looks like) 2. Create a clear customer profile 3. Map the sales and buying process 4. Plan to fire lots of bullets Four steps to a better plan @heinzmarketing
  • 7. People & problems, not products @heinzmarketing Assumptions Product A ASP $ 15,000 Product B ASP $ 50,000 Opp/Close % 33.0% Lead/Opp % 10.0% Product A CPL $ 15 Product B CPL $ 35 Q1 2010 Q2 2010 Q3 2010 Q4 2010 TOTALS Product A Sales # 50 56 63 69 238 Product B Sales # 8 9 10 11 38 Total Sales # 58 65 73 80 276 Product A Sales $ $ 742,500 $ 841,500 $ 940,500 $1,039,500 $ 3,564,000 Product B Sales $ $ 412,500 $ 453,750 $ 495,000 $ 536,250 $ 1,897,500 Total Sales $ $1,155,000 $1,295,250 $1,435,500 $1,575,750 $ 5,461,500 Product A Pipeline # 150 170 190 210 Product B Pipeline # 25 28 30 33 Total Pipeline # 175 198 220 243 Product A Pipeline $ $2,250,000 $2,550,000 $2,850,000 $3,150,000 Product B Pipeline $ $1,250,000 $1,375,000 $1,500,000 $1,625,000 Total Pipeline $ $3,500,000 $3,925,000 $4,350,000 $4,775,000 Product A Leads 1500 1700 1900 2100 Product B Leads 250 275 300 325 Total Leads 1750 1975 2200 2425 8350 Product A Lead Budget $ 22,500 $ 25,500 $ 28,500 $ 31,500 Product B Lead Budget $ 8,750 $ 9,625 $ 10,500 $ 11,375 Total Lead Budget $ 31,250 $ 35,125 $ 39,000 $ 42,875 $ 148,250
  • 8. Calculating what you need @heinzmarketing
  • 9. 1. What/who are your targets? • Direct & indirect users, influencers • Address entire buyer ecosystem 2. What do they care about? What outcome are they seeking? 3. Where do you find them? 4. What or who influences them? 5. How do they want to engage and (eventually) buy? Marketing plan in 5 questions @heinzmarketing
  • 10. What do your customers care about? @heinzmarketing
  • 11. What do your customers care about? @heinzmarketing SolutionProblem/ Pain Objective/ Outcome
  • 12. Prospect Engagement Funnel @heinzmarketing Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator IdeasCustomer Targets (based on persona profiles)
  • 13. Enumerating needs by role @heinzmarketing Audience Vertical #1 CEO IT/CIO CFO CMO Audience Vertical #2 CEO Drivers Pain Points Value Propositions (bullet points) Key Messages Key MessagesDrivers Pain Points Value Propositions (bullet points)
  • 14. 1. Common objectives 2. Common definitions 3. Common compensation/objectives 4. Executive sponsorship 5. Up-front planning 6. Daily-weekly triage 7. Offline relationship-building 8. Measure before & after team satisfaction 8 keys to successful collaboration @heinzmarketing
  • 15. Leads & Opportunities @heinzmarketing Stage Definition Sales Next Step(s) Marketing Next Step(s) Leads Open/Not Attempted New lead, has not been attempted or contacted by sales Begin follow-up to get on the phone live to qualify as opportunity Provide scripts and response offers as needed to increase call-backs Attempting to Contact Sales has begun the process of following the lead follow-upprocess to reach the prospect live Continue follow-up attempts via phone, email, "zero out" to reach prospect live Provide scripts and response offers as needed to increase call-backs Interested Prospect has expressed interest in ABC Company and/or achieving better results, and is interested in learningmore; full qualificationcriteria intent/purchase timelinestill unknown Once prospect has been qualified,either move into a "Qualified"opportunityor move to Nurture (if timelineis long- term or undetermined) Provide collateral, case studies and other information as needed to help prospect determinesales intent Nurture Prospect is interested, but there is no near-term opportunityto buy (prospect may have other immediate priorities, or may just need more time to consider interest/intent) no action Drip marketingto prospect 1-2 times per month with value- added offers, until they're ready to engage in a short-term buying cycle again Unresponsive Haven't been able to get ahold of prospect after repeated attempts no action Drip marketingto prospect 1-2 times per month with value- added offers, until they're ready to engage in a short-term buying cycle again No Further Action Lead is not a qualifiedprospect no action no action Opportunities Qualified Prospect has a need & budget, and is actively evaluatingsolutions Get demo commitment, plan next steps and timelineto buy (or at least make decision) with prospect Provide additional support tools as needed (case studies, etc.) to help accelerate prospect interest and buying cycle Presentation & Demo Demo has been scheduled or completed; working through objections & questions Get permission to present formal proposal Provide additional support tools as needed (case studies, etc.) to help accelerate prospect interest and buying cycle Proposal Formal proposal is in process or has been delivered outliningterms, services, fees Get verbal commitmentto buy pending finalizationof terms no action Negotiation Prospect has verbally agreed to do business; both sides are working through final legal/term/service/feedetails Sign, seal and return baby! no action Close Agreement has been signed and returned victory lap no action Closed Lost Opportunity has stalled indefinitelyor is dead no action Drip marketingto prospect 1-2 times per month with value- added offers, until they're ready to engage in a short-term buying cycle again
  • 17. Lead scoring & next steps @heinzmarketing Score Description Follow Up Action A1 PERFECT FIT: BANT criteria and Behavior aligned for immediate need with larger opportunity. Immediate Follow Up within 4 hours of reaching Sales Queue. Promote Dreambox Trial A2 Strong Fit: possible smaller or longer term opportunity within a school district or school. Immediate follow up within 4 hours of reaching Sales Queue. Promote Dreambox Trial or Demo A3 Good Fit: BANT and strong interest indicated. School-based opportunity. Immediate follow up within 8 hours of reaching Sales Queue. Introduce demo if a Project and Timeframe are being defined. A4 Potential Fit: Some key BANT criteria not yet determined. Follow Up within 24 hours of reaching Sales Queue. Qualify further for BANT details. Provide white paper or webcast resources. B1 Potential Fit: School district opportunity but more BANT definition required. Follow Up within 24 hours of reaching the Sales Queue. Qualify further for BANT details. Provide white paper or webcast resources. B2 Potential Fit: School or classroom opportunity. More BANT definition required Follow Up within 48 hours of reaching the Sales Queue. Attempt further qualification. Potential move back to Marketing Nurture. B3 Potential Fit: Longer term prospecting opportunity. May take longer to evaluate the solution and secure budget approval. Follow Up within 48 hours of reaching the Sales Queue. Attempt further qualification and provide informative resources. Potential move into Nurture
  • 18. Getting sales to use your content @heinzmarketing Market Leader Q2 2010 Editorial Calendar Week of May 3 Week of May 10 Week of May 17 Week of May 24 Week of May 31 Week of June Week of June 14 Week of June 21 Week of June 28 Corporate Theme Content Theme Company News (PR) Fiji Release Leading RE free trial Gathering of Eagles Keynote Recap 200th MLS Industry Calendar Mid-year NAR Broker Ops (Bob) Agent productivity tools - what's recommended, what's working (blog, AR) Creating a customer- centric brokerage (blog) Top 10 reasons why brokers should care about social media (blog, AR) 12 ways to motivate, excite and retain your agents (blog) Broker LinkedIn Group Questions What productivity tools are your agents using? Any that have been adopted across the brokerage? What does customer- centric mean at your brokerage? What are your best practices around this? How many conferences to do you attend each year? Which are your favorites and why? What is your brokerage doing with social media? Can you measure specific new business from these investments? How has business been since the home-buyer credit expired? What new promotions have you instituted to replace it? What are your best practices for motivating, exciting and retaining your agents? What is your brokerage doing to encourage and facilitate teamwork and resource sharing? How much training do you provide your agents? What topics do you focus on? Leadership (Ian) The best customer service advice I ever received (blog) Early listing season observations (blog) Why listings matter even in a buyers market (blog) Attracting & recruiting agents (blog) Agents & Teams (Scott) How to share best practices across your team (blog, AR) Team collaboration best practices (blog, AR) How to be more efficient when you don't always share the same workspace (blog, AR) Combining resources across a team to increase marketing impact (blog, AR) Sales & Marketing Advice (anon) Five seller appeasement strategies that won't break the bank (blog, AR) Seller marketing tips from real estate veterans (blog, AR) Best practices for listing presentations (blog, AR) Search & Web Tips (Thad) How to increase your Twitter followers (blog, AR) Why your Web domain is so important (and why it's not) (blog, AR) How to be immediately responsive to your Web leads (blog, AR) How to help local buyers/sellers find your Web site (blog, AR) Using social media to market your listings (blog, AR) Market Leader Voices Five Ways to be a Market Leader (Video) 5 ways to improve your search results (Thad) 5 ways to build a business within a business (Ian) 5 ways to instantly improve your customer service (Scott) TBD TBD TBD TBD TBD Ian's Leadership Videos Five Characteristics of a Successful Real Estate Business Building a Customer- Centric Brokerage Why Lead Management Matters (and why it's often ignored) Knowing when technology is important, and when it's not Bringing it all together to grow your business LeadershipCommentaryTraining&Education Guest Posts: Broker Web site success stories (pull from Exit customers) Guest Posts: Best customer service you ever gave or received Guest Posts: Tips and Tricks to Establish Yourself as the Market Leader Spring Season Heats Up Are you growing your market share? Q2 May June New Vision for Real Estate Industry
  • 19. Content/nurture process @heinzmarketing 1. Common objectives 2. Common definitions 3. Common compensation/objectives 4. Executive sponsorship 5. Up-front planning 6. Daily-weekly triage 7. Offline relationship-building 8. Measure before & after team satisfaction
  • 20. How to measure collaboration @heinzmarketing 1. Focus on fewer metrics (not more) 2. Establish a baseline first, then measure the lift 3. Compare opportunity & sales output to total cost of resources 4. Measure before & after satisfaction
  • 21. If you want more… @heinzmarketingmatt@heinzmarketing.com www.salesfusion.com
  • 22. Contact us www.salesfusion.com© 2014 Salesfusion 855.238.6522 sales@salesfusion.com 3565 Piedmont Rd NE Suite 200, Bldg 2 Atlanta, GA 30305 www.salesfusion.com