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Sales Enablement Strategies
Sales Enablement Strategies
Sales Enablement Strategies
Sales Enablement Strategies
Sales Enablement Strategies
Sales Enablement Strategies
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Sales Enablement Strategies

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Uncover tips for better integrating sales and marketing strategies. This session will provide insights and examples into how messages that revolve around customers’ and prospects’ and are delivered in …

Uncover tips for better integrating sales and marketing strategies. This session will provide insights and examples into how messages that revolve around customers’ and prospects’ and are delivered in a compelling and actionable ways help to close more deals.

Published in: Business, Technology
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Transcript

  • 1. PRESENTED BYSales EnablementJon Russo, Moderator#B2BContentEvent
  • 2. #B2BContentEvent#B2BContentEvent!   For every 650 leads, 1 deal closes in 19 months!   Cost of Poor Sales Enablement is $14M annually for $1Bfirm!   Sales Cycle Times are increasing over last 3 yearsWhy? Beating the RevenueOdds2Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013
  • 3. #B2BContentEventStatus QuoThreatenedIdentifyNewNeedsDefineSolutionIdentifyViableVendorsReviewApproachesMakeDecision-3 -1 +1+2 +3-2Customer Buying Process60% done withbuying cyclebefore contactinga sales personMarketing-driven Conversations Sales Enablement60% ofqualifieddeals end upin NODECISIONSales Enablement
  • 4. #B2BContentEventPROBLEM FINDERStatus QuoThreatenedIdentifyNewNeedsDefineSolutionIdentifyViableVendorsReviewApproachesMakeDecision“Why Change?” “Why You”PROBLEM SOLVER-3 -1 +1+2 +3-2• Make the status quounsafe• Define new set of needs• Align w/ your Strengths• Here are the problems• How we solve thembetter• What value you receive5Customer Buying Process
  • 5. #B2BContentEvent#B2BContentEventSales Process KPI – By SourceQualificationNeeds AssessmentProposalEvaluationClose/WonNegotiation© Copyright 2013 by The Marseli Company, all rights reserved.All Sources Marketing SourcedQualificationNeeds AssessmentProposalEvaluationClose/WonNegotiation74% 50%76% 65%78% 70%74% 72%79% 74%30% 13%
  • 6. #B2BContentEvent6Q&AContact Info!   @B2BCMO Jon Russo!   @Jill_Rowley Jill Rowley!   @FDonny Frank Donny!   @TRiesterer Tim Riesterer

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