Eric Murphy's slide deck from the Oxford HubSpot User Group 26th August 2015. St Aldates Tavern. Sales alignment and acceleration for Inbound marketing.

1. Sales Acceleration
#oxHUG

2. Why Sales Acceleration?
92% of B2B Marketers know they don’t
have sales alignment
90% of Marketing deliverables are not
used by sales
A typical sales rep spends 65% of time not
selling!

4. The traditional marketing problem:
“We’re not listening anymore…” -
everyone

5. 67% of the buyer journey is
over before they talk to you…
The current sales problem

6. Marketing and Sales departments have become entrenched in
their separate positions
Developing a compelling message is often the biggest challenge
for Marketing [Source: Frost & Sullivan]
Sales suffers from an inability to consistently articulate value
messages [Source: SiriusDecisions]
During the past few years, the sales organisation has lost its
control of the sales cycle [Source: Gartner]
Observations from the analysts

7. Accelerating Sales

8. Measure
What’s working
What’s not (equally important)

9. Optimise
Small adjustments reap big rewards
Learn, apply, repeat.

10. Marketing’s goal:
Generate Leads
The right quantity for the sales team
The right quality for the sales team
So they can hit their sales targets
So the business can hit it’s goals.

11. Drive change in Sales
Process
Data
Technology

13. Thanks!
#oxHUG
@ericjmurphy
@babelquest