The Blame Game:
Sales v Marketing
AIIM Trade Members Meeting
Thursday May 1st 2014
Rod Sloane
Sales & Marketing Alignment ...
About Rod
Worked for IBM, CA, BAT, BT & BCPD
Roles Sales, Marketing, Business Development
Author 2 books, Sales & Marketin...
"In 2009, half of all salespeople
did not meet quota.
Two thirds of the time, it was
due to lack of Sales and
Marketing Al...
“What’s the
difference
between Sales
and Marketing?”
Scale
What is Sales and
Marketing Alignment?
Remember:
Sales think in terms
of opportunities and
pipeline NOT leads.
"We started with nothing, and
Predictable Revenue is what
started and drives our growth.
Even though we’re screwing it
up ...
This morning's One Thing!
Could you triple your Pipeline/
hit $100m Revenue with the
principles explained in
Predictable R...
$0 outbound to $15 million per quarter
Fastest Growing
Private Company
Tim Bertrand
VP Worldwide Sales Acquia
What does it
take to become
the fastest
growing private
software
company in
North A...
Start with More Awareness
Do your executive team and board know how
much new qualified pipeline the company
needs to gener...
Cold Calling 2.0?!?
Prospecting into cold accounts
to generate new business
without any cold calls.
It’s a process and sys...
Show me the Money!
$1m to $20m in 3 years, 80% from 2.0
grew pipeline by 400% in 12 Months
grew pipeline 300% < 90 Days
Are you ready to
grow?
Who is your ideal customer?
Why does your ideal customer buy from you?
How confident are you that y...
The Litmus Test
"If you got more meetings, with
the right kind of prospects...what
is your confidence level that you
would...
Three Types of Leads
Three Types of Leads
Three Types of Leads
Three Types of Leads
1. fatal mistake
afraid to pick a niche
(& get rich)
How do Sales People define a Qualified Lead?
1. Buyer in target market willing to meet
2. Budget, Authority, Need & Timefr...
Grown 1500% in 3 years
What advice
would you give
businesses
keen on
growing fast?
Make
selling
easy.
Be relentless about
...
1. fatal mistake
afraid to pick a niche
(& get rich)
1. fatal mistake
afraid to pick a niche
(& get rich)
Thought for the Day
Could you triple your Pipeline
with the principles explained
in Predictable Revenue?
What you need to have
• B2B product that sells for $6K+
• Message
• Target market
• ROD
• (Resource, Organisation & Discip...
Your Options?
• Do nothing and miss out on your $100M+!!
• DIY
• Hire a Consultant
• Outsource
• Join an Online Group Prog...
Thanks for listening
YouTube: youtube.com/user/RodSloane
Podcast: http://rods.libsyn.com or iTunes
Twitter: @RodSloane
E: ...
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
Sales & Marketing Alignment with Predictable Revenue
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Sales & Marketing Alignment with Predictable Revenue

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How to get your sales and marketing teams working together that drives Scalable Predictable Revenue

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Sales & Marketing Alignment with Predictable Revenue

  1. 1. The Blame Game: Sales v Marketing AIIM Trade Members Meeting Thursday May 1st 2014 Rod Sloane Sales & Marketing Alignment Group
  2. 2. About Rod Worked for IBM, CA, BAT, BT & BCPD Roles Sales, Marketing, Business Development Author 2 books, Sales & Marketing Alignment Podcast Married, live in Ealing, play tennis and support Blackpool FC Core Process "Showing Up"
  3. 3. "In 2009, half of all salespeople did not meet quota. Two thirds of the time, it was due to lack of Sales and Marketing Alignment." Richard Vancil VP Executive Advisory Group, IDC 10th March 2010
  4. 4. “What’s the difference between Sales and Marketing?” Scale
  5. 5. What is Sales and Marketing Alignment?
  6. 6. Remember: Sales think in terms of opportunities and pipeline NOT leads.
  7. 7. "We started with nothing, and Predictable Revenue is what started and drives our growth. Even though we’re screwing it up we’re still growing 100% a year.” Damien Stevens CEO, Servosity
  8. 8. This morning's One Thing! Could you triple your Pipeline/ hit $100m Revenue with the principles explained in Predictable Revenue?
  9. 9. $0 outbound to $15 million per quarter Fastest Growing Private Company
  10. 10. Tim Bertrand VP Worldwide Sales Acquia What does it take to become the fastest growing private software company in North America? Create all the qualified leads that you'll need With Predictable Scalable Lead Gen you can create Predictable Revenue & Growth
  11. 11. Start with More Awareness Do your executive team and board know how much new qualified pipeline the company needs to generate each month? Is this "new pipeline generated per month" number tracked at board level? Common Language
  12. 12. Cold Calling 2.0?!? Prospecting into cold accounts to generate new business without any cold calls. It’s a process and system to generate “Predictable Results”
  13. 13. Show me the Money! $1m to $20m in 3 years, 80% from 2.0 grew pipeline by 400% in 12 Months grew pipeline 300% < 90 Days
  14. 14. Are you ready to grow? Who is your ideal customer? Why does your ideal customer buy from you? How confident are you that your ideal customer will be more successful using your product?
  15. 15. The Litmus Test "If you got more meetings, with the right kind of prospects...what is your confidence level that you would sign up new customers that...would be happy with your service?"
  16. 16. Three Types of Leads
  17. 17. Three Types of Leads
  18. 18. Three Types of Leads
  19. 19. Three Types of Leads
  20. 20. 1. fatal mistake afraid to pick a niche (& get rich)
  21. 21. How do Sales People define a Qualified Lead? 1. Buyer in target market willing to meet 2. Budget, Authority, Need & Timeframe 3. Authority, Need backed by trigger event 4. Contract and pen in hand, press hard 6% 53%
  22. 22. Grown 1500% in 3 years What advice would you give businesses keen on growing fast? Make selling easy. Be relentless about going out and finding customers.
  23. 23. 1. fatal mistake afraid to pick a niche (& get rich)
  24. 24. 1. fatal mistake afraid to pick a niche (& get rich)
  25. 25. Thought for the Day Could you triple your Pipeline with the principles explained in Predictable Revenue?
  26. 26. What you need to have • B2B product that sells for $6K+ • Message • Target market • ROD • (Resource, Organisation & Discipline) • CRM :SFDC • Data: LinkedIn and SalesLoft
  27. 27. Your Options? • Do nothing and miss out on your $100M+!! • DIY • Hire a Consultant • Outsource • Join an Online Group Programme • Email rod@rodsloane.co.uk for details
  28. 28. Thanks for listening YouTube: youtube.com/user/RodSloane Podcast: http://rods.libsyn.com or iTunes Twitter: @RodSloane E: rod@rodsloane.co.uk www.RodSloane.co.uk T: 020 8840 0498 LinkedIn: http://uk.linkedin.com/in/rodsloane Blog: http://no-bullbusiness.blogspot.com

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