Bridging the Gap Between Marketing and Sales, as presented by Evan Whitenight at the 2010 Marketo User Summit
 

Bridging the Gap Between Marketing and Sales, as presented by Evan Whitenight at the 2010 Marketo User Summit

on

  • 1,382 views

With Marketo Sales Insight use at ReachForce, the gap between marketing and sales is a thing of the past. With Sales Insight, marketing is able to nurture and deliver a lead in a “just-in-time” ...

With Marketo Sales Insight use at ReachForce, the gap between marketing and sales is a thing of the past. With Sales Insight, marketing is able to nurture and deliver a lead in a “just-in-time” format when the lead is the hottest and most likely to be reached for follow up. Sales teams now have the power to see all the activity that a lead has done
in order to qualify for assignment. In this session, you will learn how ReachForce uses Marketo Sales Insight to bridge the gap between
marketing and sales lead activity and how sales insight is an invaluable prospecting tool for the ReachForce Sales Team.

Statistics

Views

Total Views
1,382
Views on SlideShare
1,370
Embed Views
12

Actions

Likes
0
Downloads
25
Comments
0

2 Embeds 12

http://www.weebly.com 11
http://localhost 1

Accessibility

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Bridging the Gap Between Marketing and Sales, as presented by Evan Whitenight at the 2010 Marketo User Summit Bridging the Gap Between Marketing and Sales, as presented by Evan Whitenight at the 2010 Marketo User Summit Presentation Transcript

  • Bridging the Gap Between Marketing and Sales Evan Whitenight, Vice President of Marketing, ReachForce © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 1
  • Two Important Pieces to the Revenue Puzzle Page 2
  • Why is Marketing and Sales Alignment Important On average:  30% of sales reps turn over each year  It takes approximately 7 months to ramp a new rep  40% of sales reps fail to hit quota  65% of reps daily time is not spent selling  90% of marketing deliverables are not used by sales  Reps spend approximately 30 hours per month searching and creating their own selling materials Source: The New Rules of Sales Enablement, Jeff Ernst Page 3
  • Why is Marketing and Sales Alignment Important When you close the gap and create greater alignment between sales and marketing:  The business grows 5.4% faster than non-aligned organizations  Reps close 38% more deals that non-aligned organizations  Reps lose 36% less deals to the competition and the organization as a whole is better at keeping customers and diminishing customer churn Source: MathMarketing Alignment Benchmark Study Page 4
  • So How Do You Create Greater Alignment? Empower your sales team to market with you! There’s no better way to create alignment and camaraderie then to give sales a voice in the marketing efforts Page 5
  • Going to Market Together – The Tools of the Trade Clean and Targeted Data Integrating CRM and Marketing Automation Automation Marketing CRM Sales Insight Page 6
  • Going to Market Together – The Tools of the Trade ReachForce – provides clean and targeted contact data  The correct and clean targeted contact will always increase response rates from marketing activities allowing sales ready leads to bubble up faster. Sales will no longer be calling into junk, creates trust and belief in the marketing teams ability to get the pump primed. Salesforce.com – provides a platform for reps to track activity, contacts and pipeline from inception to close Marketo – provides a platform for marketers to create the all important lead nurture and demand generation campaigns  Integration into Salesforce.com through Marketo Sales Insight allows reps to see in real time their territories reacting to marketing activities. Sales Insight also allows reps to control and market to their territories from their perspective, user controlled. Page 7
  • Step 1 – Help Sales Best Prioritize Their Time Page 8
  • Step 1 – Help Sales Best Prioritize Their Time Page 9
  • Give Sales the Power to See What You See Drilling into Kathryn Earl as a Lead, lets sales see that what actions she took to elevate herself to a sales ready lead. Sales can even see the exact emails that Kathryn read with one click of the mouse so that they can have a more intelligent follow up conversation. Page 10
  • Give Sales the Power to See What You See Drilling into Kathryn Earl as a Lead from Salesforce.com or Outlook, lets sales see that what actions she took to elevate herself to a sales ready lead. Sales can even see the exact emails that Kathryn read with one click of the mouse so that they can have a more intelligent follow up conversation. Page 11
  • Step 2 – Allow Sales To Track and Market to Their Top Prospects Page 12
  • Step 2 – Allow Sales To Track and Market to Their Top Prospects Drilling into Michael Matook as a watched Lead, lets sales see again what actions he took to elevate himself to a sales ready lead. Sales can then add Michael to a specific campaign that they would like him focused on or send him a specific templated email created by marketing to help move him along through the pipeline. Page 13
  • Step 3 – Help Sales Become a Prospecting Machine According to a recent Marketing Sherpa Report, over 90% of people that hit your website never identify themselves. Using the Anonymous Web Activity Report in Sales Insight along with ReachForce Smart Contacts, the sales team can make smarter use of their time and prospect into the organizations that are actively researching them Page 14
  • Step 3 – Help Sales Become a Prospecting Machine Redwood Software Pat Kelly Director of Marketing T (248) 628.5555 F (248) 628-5000 Email: pat.kelly@redwood.com Database Reconciliation Contact Database Sources Contact Database Sources Redwood Software Director of Marketing Address T ??????????? ??????? Email????????? Page 15
  • Summary Sales wants to succeed and are driven to succeed Give them the tools they need to succeed Provide them with clean data to accelerate and optimize their actions Provide them with a platform to feel empowered and enabled to discover, track and market to their prospects on their terms © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 16
  • Questions? © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 17
  • Thank You! © 2010 Marketo, Inc. Marketo Proprietary and Confidential Page 18