How Marketers Can Empower Sales Reps - Sales & Marketing Alignment

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http://www.pipelinersales.com/ The importance of inbound marketing is increasing – and therefore an alignment between marketing and sales. Increasingly marketers, not sales reps, have the power to influence early dialogue – and determine whether an individual converts into a prospect.

Here are two key actions marketers can take to help drive sales reps sales:

#1: Create Content that Allows Sales Reps to Enter the Buyers’ Cycle Earlier
If your business can get a foothold on the early stages of the buyers’ cycle and position itself as the authority or “go-to”, the likelihood of attracting more quality leads increases.

#2: Create Content that Helps Increase Pipeline Velocity
The second way marketers can help sales reps achieve their quote is by creating marketing materials that increase the speed at which prospects move through the sales process.

How much emphasis do you put on your marketing department to help sales close leads?
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Source: http://blog.pipelinersales.com/sales-team-performance/how-marketers-can-empower-sales-reps-to-achieve-their-quota/

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How Marketers Can Empower Sales Reps - Sales & Marketing Alignment

  1. 1. It’s a New Era of Buying
  2. 2. Marketing and Sales: How marketers can empower sales reps to achieve their quota The recent shift in consumer buying habits is a game changer for all types of sales reps.
  3. 3. Marketing and Sales: How marketers can empower sales reps to achieve their quota Sales reps have lost their control over the early stages of the buying journey.
  4. 4. Marketing and Sales: How marketers can empower sales reps to achieve their quota But why? Sales reps have lost their control over the early stages of the buying journey.
  5. 5. Marketing and Sales: How marketers can empower sales reps to achieve their quota Because consumers are researching the product independently via the internet.
  6. 6. Marketing and Sales: How marketers can empower sales reps to achieve their quota „John likes this toaster...“ „This is the best toaster ever! #toaster #food“ „I bought it right here...“ Because consumers are researching the product independently via the internet.
  7. 7. Marketing and Sales: How marketers can empower sales reps to achieve their quota Prospects are now highly informed before they even consider speaking directly with a sales rep.
  8. 8. Marketing and Sales: How marketers can empower sales reps to achieve their quota So, how can you fight it?
  9. 9. Marketing and Sales: How marketers can empower sales reps to achieve their quota YOU DON‘T! You embrace it...
  10. 10. of Your Sales Pipeline Embrace the Front-End
  11. 11. Marketing and Sales: How marketers can empower sales reps to achieve their quota #1: Become an authority or a “go-to” business
  12. 12. Marketing and Sales: How marketers can empower sales reps to achieve their quota Create useful, relevant and interesting content that answers the questions your target customer is asking. #1: Become an authority or a “go-to” business
  13. 13. Marketing and Sales: How marketers can empower sales reps to achieve their quota Create useful, relevant and interesting content that answers the questions your target customer is asking. If prospects find the answers to their questions, they are more likely to contact you. #1: Become an authority or a “go-to” business
  14. 14. Marketing and Sales: How marketers can empower sales reps to achieve their quota That’s how marketers empower sales reps, for the first time!
  15. 15. Marketing and Sales: How marketers can empower sales reps to achieve their quota That’s how marketers empower sales reps, for the first time! Sales and marketing should work together to be sure no resources are wasted on a lead that never closes.
  16. 16. Marketing and Sales: How marketers can empower sales reps to achieve their quota #2: Define your ideal customer
  17. 17. Marketing and Sales: How marketers can empower sales reps to achieve their quota Understand your ideal costumer and buying persona. #2: Define your ideal customer
  18. 18. Marketing and Sales: How marketers can empower sales reps to achieve their quota The real value comes from implementing lead qualification into your sales pipeline. Understand your ideal costumer and buying persona. #2: Define your ideal customer
  19. 19. Marketing and Sales: How marketers can empower sales reps to achieve their quota That’s how marketers empower sales reps, for the second time!
  20. 20. Marketing and Sales: How marketers can empower sales reps to achieve their quota That’s how marketers empower sales reps, for the second time! Sales and marketing should work together and create a well-defined buyer persona.
  21. 21. Marketing and Sales: How marketers can empower sales reps to achieve their quota It’s a Question time...
  22. 22. Marketing and Sales: How marketers can empower sales reps to achieve their quota What influences the speed at which the prospect moves within your sales pipeline the most? Pick one of the choices...
  23. 23. Marketing and Sales: How marketers can empower sales reps to achieve their quota Making prospects search for information. A What influences the speed at which the prospect moves within your sales pipeline the most?
  24. 24. Marketing and Sales: How marketers can empower sales reps to achieve their quota Making prospects search for information. A Giving all available information to prospects.B What influences the speed at which the prospect moves within your sales pipeline the most?
  25. 25. Marketing and Sales: How marketers can empower sales reps to achieve their quota Making prospects search for information. A Giving all available information to prospects.B Screaming at your prospects.C What influences the speed at which the prospect moves within your sales pipeline the most?
  26. 26. Marketing and Sales: How marketers can empower sales reps to achieve their quota Making prospects search for information. A Giving all available information to prospects.B Screaming at your prospects.C Are you sure?
  27. 27. Marketing and Sales: How marketers can empower sales reps to achieve their quota Making prospects search for information. A Giving all available information to prospects.B Screaming at your prospects.C What influences the speed at which the prospect moves within your sales pipeline the most?
  28. 28. Marketing and Sales: How marketers can empower sales reps to achieve their quota #3: Turn buyer’s journey into a buyer’s ride
  29. 29. Marketing and Sales: How marketers can empower sales reps to achieve their quota Create marketing materials for each step of your sales pipeline. #3: Turn buyer’s journey into a buyer’s ride
  30. 30. Marketing and Sales: How marketers can empower sales reps to achieve their quota Create marketing materials for each step of your sales pipeline. It helps understand the questions and stumbling points buyers will encounter during your sales proces. #3: Turn buyer’s journey into a buyer’s ride
  31. 31. Marketing and Sales: How marketers can empower sales reps to achieve their quota That’s how marketers empower sales reps, for the third time!
  32. 32. Marketing and Sales: How marketers can empower sales reps to achieve their quota That’s how marketers empower sales reps, for the third time! Sales and marketing should work together to understand the journey of your buyers and help them along.
  33. 33. Marketing and Sales: How marketers can empower sales reps to achieve their quota Use these three tips to empower your sales and marketing alignment.
  34. 34. Phone: 1-888-843-6699 Website: http://pipelinersales.com/ Email: info@pipelinersales.com © 2013 Pipelinersales Inc.

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