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.

1. PRESENTED BY
Sales Enablement
Jon 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 $1B
firm
! Sales Cycle Times are increasing over last 3 years
Why? Beating the Revenue
Odds
2
Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013

3. #B2BContentEvent
Status Quo
Threatened
Identify
New
Needs
Define
Solutio
n
Identify
Viable
Vendors
Review
Approach
es
Make
Decisio
n
-3 -1 +
1
+2 +3-2
Customer Buying Process
60% done with
buying cycle
before contacting
a sales person
Marketing-driven Conversations Sales Enablement
60% of
qualified
deals end up
in NO
DECISION
Sales Enablement

4. #B2BContentEvent
PROBLEM FINDER
Status Quo
Threatened
Identify
New
Needs
Define
Solutio
n
Identify
Viable
Vendors
Review
Approach
es
Make
Decisio
n
“Why Change?” “Why You”
PROBLEM SOLVER
-3 -1 +
1
+2 +3-2
• Make the status quo
unsafe
• Define new set of needs
• Align w/ your Strengths
• Here are the problems
• How we solve them
better
• What value you receive
5
Customer Buying Process

5. #B2BContentEvent#B2BContentEvent
Sales Process KPI – By Source
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiation
© Copyright 2013 by The Marseli Company, all rights reserved.
All Sources Marketing Sourced
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiatio
n
74% 50%
76% 65%
78% 70%
74% 72%
79% 74%
30% 13%

6. #B2BContentEvent
6
Q&A
Contact Info
! @B2BCMO Jon Russo
! @Jill_Rowley Jill Rowley
! @FDonny Frank Donny
! @TRiesterer Tim Riesterer