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Building Your Sales Pipeline For 2020


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Demand Generation Supervisor, Xavier Major briefly discusses the fundamentals of building pipeline in 2020.

Published in: Marketing
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Building Your Sales Pipeline For 2020

  1. 1. Building Your Sales Pipeline For 2020
  2. 2. Who’s Televerde? We help top B2B companies drive demand and generate revenue through our socially responsible business model and a modern approach to demand generation.
  3. 3. ❑ The (ideal) customer always comes first ❑ Sales & marketing integration matters ❑ You should know your numbers & act accordingly ❑ The right tech stack matters more than ever ❑ Bonus: How Televerde Does Demand Gen Agenda
  4. 4. The (ideal) customer always comes first 1.
  5. 5. What’s more focused?
  6. 6. The laser is way more focused.
  7. 7. The answer is in the data Interview key stakeholders and then survey your market to get concrete insights on your ICP. Identify trends and similarities in your opportunities. (Example: firmographics, technographics, demographics) Step #3 Step #2 Analyze your past opportunity data from your CRM Step #1
  8. 8. “ 88% of marketers believe their prospects/customers expect a personalized experience. Source:
  9. 9. Sales & Marketing Integration Matters 2.
  10. 10. Integration > Alignment
  11. 11. “ 1 in 4 companies say their sales and marketing teams are either "misaligned" or "rarely aligned." Source:
  12. 12. “ Sales and marketing alignment can help businesses become 67% better at closing deals. Source:
  13. 13. Integrating Your Sales & Marketing Teams Utilize technology to ensure the process is smooth, reportable and efficient Set the rules of engagement for lead volume, lead quality and service level agreements Step 3: Step 2: Ensure sales & marketing teams create campaigns together Step 1:
  14. 14. Mapping Out Your Metrics3.
  15. 15. In order to achieve $50 million in revenue...
  16. 16. ❑ Gather historical data if it’s available ❑ Start with your core KPIs ❑ Work backwards to define your smaller KPIs ❑ Make a plan to hit your smaller KPIs ❑ Execute your plan Mapping Out Your Metrics
  17. 17. Just 28% of marketers say they are “very effective” at demonstrating the value of their marketing efforts to their peers. The majority (69%) say that they are only “somewhat effective” at it. Source:
  18. 18. Report On Your KPIs Demonstrating marketing and sales impact on the pipeline is crucial.
  19. 19. Technology & Your Sales Pipeline 4.
  20. 20. Let’s Get Technical
  21. 21. Bonus: How Televerde Does Demand Gen
  22. 22. Coordinated Campaigns Driving inbound opportunities with content, resources and starting relevant conversations. Connecting the digital awareness with the human touch at the right time with the right message. Inbound Outbound Build awareness and join the conversation where our ICPs are already doing research. Digital
  23. 23. For my top five favorite memes, email us at with subject line “MEMES” And if need help building pipeline for 2020, reach out at +1 888-787-2829