Sales and Marketing Collaboration

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  • + mychentw Michelle Chen 5 months ago
    Very interesting ppt. The research indicated PPT only contains 30% of information; therefore the 70% valuable information comes from the presenter himself/herself. soEZLecturing.com provides you a chance to record your voice with your PowerPoint presentation and upload to the website. It can share with more readers and also promote your presentation more effectively on soEZLecturing.com.

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Sales and Marketing Collaboration - Presentation Transcript

  1. WHY CAN’T WE  WHY CAN’T WE ALL JUST GET  ALONG?
  2. MANAGED  MANAGED CORPCOM &  CO CO & MARCOM FOR  MORE THAN TWO  MORE THAN TWO DECADES
  3. AND BEEN IN ON  AN N IN ON ALL OF THESE  CONVERSATIONS
  4. WE’RE LAUNCHING  AN INNOVATIVE, ROBUST  SCALABLE SOLUTION WITH  SCALABLE SOLUTION WITH INTEGRATED ANALYTICS FOR  INTEGRATED ANALYTICS FOR MISSION CRITICAL  SS O C C APPLICATIONS
  5. WHAT SALES HEARS: NEW PRODUCT  BLAH BLAH BLAH BLAH BLAH BLAH BIGGER QUOTA BIGGER QUOTA
  6. NEW PRODUCT TRAINING  PRESENTATION WILL BE  POSTED ON THE INTRANET
  7. I HAVE A MEETING  I HAVE A MEETING IN 30 MINUTES.  IN 30 MINUTES CAN YOU SEND ME  THE LATEST  PRESENTATION?
  8. IT’S ON THE INTRANET
  9. THESE SLIDES SUCK. THESE SLIDES SUCK I’LL MAKE MY OWN  ’ FOR THE MEETING
  10. DID YOU SEE THOSE SLIDES? HE JUST SOLD VAPOR & THE  LOGO DOESN’T HAVE  ENOUGH WHITESPACE TO  BREATHE.
  11. MARKETING  MARKETING WORRIES MORE  WORRIES MORE ABOUT LOGOS  THAN  CUSTOMERS
  12. WE GIVE THEM  WE GIVE THEM THOUSANDS OF LEADS  THOUSANDS OF LEADS AND THEY NEVER  AND THEY NEVER FOLLOW UP FOLLOW UP
  13. THESE  THESE LEADS SUCK LEADS SUCK
  14. THERE S A BETTER WAY THERE’S A BETTER WAY
  15. WEB 2.0 TOOLS  WEB 2 0 TOOLS FOR SALES AND  FOR SALES AND MARKETING
  16. LISTENING DISCOVERING SHARING EXECUTING
  17. PERSONALIZED MESSAGING
  18. ON DEMAND ON DEMAND SALES READY TOOLS SALES READY TOOLS
  19. LEAD GENERATION THAT WORKS FOR MARKETING & SALES
  20. PERSONALIZED MESSAGING
  21. SMART  SMART CUSTOMERS  WANT SMART  WANT SMART^ SALESPEOPLE
  22. CUSTOMERS ONLY  CUSTOMERS ONLY WANT 5 THINGS WANT 5 THINGS
  23. IMPROVE THEIR  IMPROVE THEIR BUSINESS
  24. SAVE MONEY SAVE MONEY
  25. GROW THEIR SHARE GROW THEIR SHARE
  26. OPERATE MORE PROFITABLY OPERATE MORE PROFITABLY
  27. AND THEY WANT  AND THEY WANT USEFUL, CONCISE,  USEFUL CONCISE TRANSPARENT  TRANSPARENT CONVERSATIONS
  28. KNOWLEDGE SALES NEEDS INFORMATION SALES NEEDS INFORMATION SALES NEEDS INFORMATION ^ Internal information: Product information: Account details Application Contact info Use cases formation ormation Account history FBA Interactions Pricing usiness  Info stomer  Inf External information: Market information: Business objectives Strategy Business requirements Business requirements Cus Positioning P ii i Bu Competitive pressures Competition Decision makers Industry dynamics Decision process
  29. direct marketing phone calls marketing email ki il customer meetings marketing events prospect meetings advertising networking/referrals PR Information analyst relations sales email channels marketing sales web content Web lead capture industry  customer & prospect  marketing  communities communities communities industry news y customer & prospect customer & prospect  marketing blogs k i bl news industry blogs marketing social  customer blogs media industry social  customer social  customer social media media
  30. SET UP LISTENING POSTS INDUSTRY TRENDS BRAND PERCEPTIONS COMPETITIVE  DEVELOPMENTS CUSTOMER  DEVELOPMENTS
  31. “IT’S LIKE HAVING A  CONVERSATION WITH  YOUR CUSTOMER ONLY  YOUR CUSTOMER ONLY THEY DON T KNOW  THEY DON’T KNOW YOU VE TALKED TO THEM. YOU’VE TALKED TO THEM.”
  32. CASE STUDIES BLOG POSTS 3RD PARTY ARTICLES PARTY ARTICLES PRODUCT NEWS VIDEOS & PODCASTS RESEARCH REPORTS COMPANY NEWS TWEETS WEBINAR/EVENTS RELEVANT REASON RELEVANT REASON TO REACH OUT TO REACH OUT BUILD A LIBRARY
  33. PERSONALIZED  PERSONALIZED EMAIL TO A  EMAIL TO A PROSPECT FROM  PROSPECT FROM SALES CONTACT IS  SALES CONTACT IS 4X MORE LIKELY TO  4X MORE LIKELY TO BE OPENED BE OPENED
  34. IN THE REAL WORLD IN THE REAL WORLD 2. Article on CSC  4. Check Salesforce.com – 3. Check blog – leave  Collaborative Enterprise  Stu Downes is contact comment – subscribe  received in feed reader ece ed eed eade to blog to blog 6. Got the meeting  5. Reach out to talk about  AND THE DEAL! AND THE DEAL! connection between CSC &  ti b t CSC & Attensa
  35. ON DEMAND ON DEMAND SALES READY TOOLS SALES READY TOOLS
  36. MARKETING NEEDS  HELP 90% OF THE TOOLS  THEY CREATE  AREN’T USED Source: American Marketing Association
  37. BE NICE‐SHARE BE NICE SHARE
  38. COLLABORATIVE  COLLABORATIVE WORKSPACES
  39. EASY TO FIND STUFF EASY TO FIND STUFF SEARCH SPACES TAGS
  40. EASY TO SHARE STUFF EASY TO SHARE STUFF
  41. EASY TO GET STUFF
  42. WHERE YOU WANT IT ON THE WEB ON THE WEB IN FEED  READER OR  EMAIL ON A PHONE
  43. EASY TO SEE WHAT WORKS COMMENTS  COMMENTS & METRICS
  44. LEAD GENERATION THAT WORKS FOR MARKETING & SALES
  45. “I LOVE SPENDING  “I LOVE MAKING  TONS OF MONEY  TONS OF MONEY IRRELEVANT  IRRELEVANT GENERATING LEADS  CALLS TO PEOPLE  FROM PEOPLE WHO  FROM PEOPLE WHO WHO DON’T  WHO DON’T AREN’T  CARE.” INTERESTED.”
  46. THEY’RE NOT LEADS ’
  47. UNTIL THEY ARE
  48. IF YOU DON’T HAVE A  MACRO VIEW OF YOUR  LEADS, GET ONE
  49. PUT AS MUCH EMPHASIS ON  THE LEAD FUNNEL AS YOU DO  ON THE SALES FUNNEL
  50. MARCOM CLOUT SALES OPS WEB MARKETING  HUDDLE TOP PERFORMER CLOUT INSIDE SALES CLOUT INTRANET CLOUT EXECUTIVE  EXECUTIVE EXECUTIVE  EXECUTIVE SPONSOR SPONSOR
  51. DEFINE: LEAD
  52. IT S ALL ABOUT TALKING IT’S ALL ABOUT TALKING TEAMS THAT HUDDLE HAVE HIGHER ROI COLLABORATIVELY DEFINE: SALES  READY LEAD DEFINE THE PROCESS: QUALIFY – FILTER  – NURTURE – HAND TO SALES NURTURE  HAND TO SALES FOCUS ON MARKETING PROGRAMS  THAT BUILD RELATIONSHIPS THAT BUILD RELATIONSHIPS
  53. NEXT 3 QUESTIONS FOR THE  HUDDLE 1. WHAT DOES A MAP OF THE CUSTOMER  DECISION PROCESS LOOK LIKE? 2. WHAT DOES THE CONVERSION PROCESS WHAT DOES THE CONVERSION PROCESS  LOOK LIKE? 3. HOW CAN WE CLOSE THE LOOP ON EACH  3 HOW CAN WE CLOSE THE LOOP ON EACH SALES LEAD GENERATED?
  54. TAKE MARCOM PEOPLE ON  SALES CALLS. WATCH THEM GET HIT WITH  WATCH THEM GET HIT WITH THE WAKE UP STICK.
  55. SO WHAT? RELEVANT INTERACTIONS CONTENT THAT WORKS JUST IN TIME SALES TOOLS MARKETING FEEDBACK IMPROVED EXECUTION
  56. SERIOUS ROI ORDER SIZE 21% NUMBER OF WINS 21% FORECAST ACCURACY FORECAST ACCURACY 30% IMPROVEMENT 22% SALES CYCLE TIME Source: Escaping the Blackhole: Minimizing the Damage from the Marketing and Sales Disconnect Robert Schmonzees 2005
  57. READERS ARE LEADERS: Lead Generation for the Complex Sale, Brian Carol 2006 http://www.amazon.com/exec/obidos/ASIN/0071458972/startwithalea‐20 // / / / / / BLOGS NOT BOOKS BLOGS NOT BOOKS B2B LEAD GENERATION BLOG http://blog.startwithalead.com/ COMMENTARY ON SALES LEADERSHIP http://davesteinsblog.wordpress.com/ CUSTOMER CENTRIC SELLING BLOG http://www.customercentric.com/blog/
  58. scott niesen marketing practitioner gp scott.niesen@comcast.net twitter: sniesen twitter: sniesen marketinggoon.wordpress.com

+ sniesensniesen, 9 months ago

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Why can't we all just get along? - Sales and Market more

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