1. Marketing Survival Training
A Sneak Preview
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

2. My Background
 B.S. in Marketing
 20+ years in enterprise
software marketing
– Microsoft
– SAP (as a Partner)
 Sales, Product Marketing,
Product Management,
Demand Creation, Channel
Management and Programs
If I knew then, what I know now….
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

3. Sound familiar?
 Sales - “Marketing doesn’t give me enough
leads.”
 Marketing – “What happened to the leads I
gave you?”
 Management – “Am I getting anything out of
my marketing investment?”
“What we have here, is a failure to communicate.”
The Warden, Cool Hand Luke
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

4. All Sales People are Ferengi
Enough….Is never enough
Ferengi Rules of Acquisition #97
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

5. Set Metrics
 First determine how many qualified leads
marketing needs to generate
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

6. Set Metrics
 Monthly Sales Quota = X
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

7. Set Metrics
 Monthly Sales Quota = X
 Average Sales Price = Y
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

8. Set Metrics
 Monthly Sales Quota = X
 Average Sales Price = Y
 # of Sales Needed = X/Y
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

9. Set Metrics
 Monthly Sales Quota = X
 Average Sales Price = Y
 # of Sales Needed = X/Y
 % Close Ratio of Qualified Leads = Z
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

10. Set Metrics
 Monthly Sales Quota = X
 Average Sales Price = Y
 # of Sales Needed = X/Y
 % Close Ratio of Qualified Leads = Z
 # of Qualified Leads Needed Each Month to
Hit Quota = (X/Y)/Z
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

11. Example
 Monthly Sales Quota = $100,000
 Average Sales Price = $25,000
 # of Sales Needed = 100,000/25,000 = 4
 % Close Ratio of Qualified Leads = 25%
 # of Qualified Leads Needed Each Month to
Hit Quota = (100,000/25,000)/25% = 16
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

12. Other Topics Covered
 Target Markets  Metrics, Metrics,
 Search Engine Metrics
Optimization  Sales Enablement
 Social Media  Website Performance
 LinkedIn  Blogging
 Facebook  Trade Shows
 Twitter  Marketing Tools
 Blogging  Email Marketing
 Lead Nurturing  List Building
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

13. Marketing Survival Workshop Details
 Location – online only
 Date – Aug 12 - 14
 Time – Noon – 4:00 CST
 Cost - $395 per person
 Registration – paulik.melissa@gmail.com
 Limited to 15 people
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com

14. Questions?
Write to me at the email
address below
www.themarketingsurvivalist.blogspot.com
paulik.melissa@gmail.com