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Keynote Speaker Nicole Hudson Presents Sales and Marketing Alignment at Digital Crossroads

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Sales and marketing departments view their respective roles in the revenue generation process quite differently, and those differences will run deep. Sales worries about meeting quarterly goals, Marketing says it is the only one thinking strategically. Sales wonders why it has to generate its own leads, Marketing complains that Sales ignores everything Marketing generates.

Marketers think generating leads is a numbers game. Sales says it’s not – that generating leads requires understanding and solving business problems.
Sales thinks Marketing is lightweight and easy, Marketing wonders why Sales cannot make its numbers.

Alignment between Marketing and Sales is potentially the largest opportunity for improving business performance today.

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Keynote Speaker Nicole Hudson Presents Sales and Marketing Alignment at Digital Crossroads

  1. 1. Inspirational Design This cautionary tale against falling into the trap of believing the illusion that sales and marketing can’t work together to be successful. Fight through the clichés and learn how to improve the partnerships between sales, marketing and the real stars of the show; the prospects, qualified leads and customers. Let’s Start
  2. 2. Inspirational Design @NicoleHudsonCo Nicole Hudson NICOLEHUDSON1
  3. 3. Inspirational Design The Problem: Sales is From Mars, Marketing is From Venus
  4. 4. Inspirational Design https://youtu.be/OsQrBptivHQ
  5. 5. Inspirational Design
  6. 6. Inspirational Design Why Sales and Marketing Alignment is Broken. The lack of alignment between sales and marketing is an age-old problem that is often addressed, yet rarely solved. Years ago, businesses didn’t need to worry about the lack of alignment because customers gathered in the same places, making it easy to keep sales and marketing messages unified. But these methods no longer work in today’s multi-channel, buyer-centric world. The shift in the buying process only underscores the need for alignment between these two departments.
  7. 7. Inspirational Design
  8. 8. Inspirational Design Marketing & Sales Alignment is About The Customer. NOT - - • Sales Quotas • Marketing Materials • Leads from Downloads • Software • Technology
  9. 9. Inspirational Design 49% 40%43% Communication Breakdown Broken and Flawed Processes Sales and Marketing Being Measured by Different Metrics Understanding the hurdles can help organizations overcome their challenges. Study: InsideView & Demand Gen Report
  10. 10. Inspirational Design Here are some ways to break down those barriers: • Replace the sales funnel with a revenue cycle • Understand and Identify Your Buyer • Ask Sales and Marketing to collaborate in defining a lead-generation strategy • Set and Understand Goals Together • Identify the gaps in sales and marketing and identify a process to fix and support them. When Sales and Marketing realize they’re on the same team, and begin to work together toward common goals, everyone wins.
  11. 11. Inspirational Design Replace the Sales Funnel with a Revenue Cycle!
  12. 12. Inspirational Design Define the Strategy Together.
  13. 13. Inspirational Design
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  17. 17. Inspirational Design Nhudson@inboundleadsolutions.com @NicoleHudsonCo Nicole Hudson NICOLEHUDSON1 248.808.9922
  18. 18. Inspirational Design Inbound Lead Solutions Twitter: @GetInboundLeads Facebook – Inbound Lead Solutions Blog: Inboundleadsolutions.com/blog Slide Share: Inbound Lead Solutions You Tube: Inbound Lead Solutions

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