How To Get Sales And Marketing On The Same Page

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Businesses where sales and marketing are really working together get better results. The right CRM system joins up everything they do.

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How To Get Sales And Marketing On The Same Page

  1. 1. How to getsales and marketing on the same page
  2. 2. Sales and Marketing should work closely, but sadly, 87% of the terms they use to describe each other are negative.
  3. 3. Sales and Marketing should work closely, but sadly, 87% of the terms they use to describe each other are negative. The right CRM can bring their battle to an end!
  4. 4. Would you like to see...
  5. 5. Would you like to see...The number of qualifiedleads rising...
  6. 6. Would you like to see...The number of qualifiedleads rising...Your cost of sales falling...
  7. 7. Would you like to see...The number of qualifiedleads rising...Your cost of sales falling...The length of the salescycles shrinking?
  8. 8. Would you like to see...The number of qualifiedleads rising...Your cost of sales falling...The length of the salescycles shrinking?We bet you would!
  9. 9. The right CRM can do this for you...
  10. 10. The right CRM can do this for you...With a little bit ofplanning... And a bitmore co-operation
  11. 11. The right CRM can do this for you...With a little bit ofplanning... And a bitmore co-operation You can change the way your sales and marketing teams talk
  12. 12. There’ll be no more...
  13. 13. There’ll be no more...We generate leads, but sales don’t follow up
  14. 14. There’ll be no more...We generate leads, but sales don’t follow up ORMarketing pass on leads that are not qualified
  15. 15. eadWITH... a utomated ln allocatio
  16. 16. eadWITH... a utomated ln allocatio ee y-to-s Eas ales s ts fo recas
  17. 17. eadWITH... a utomated ln allocatio ee y-to-s Eas ales s ts fo recas F end-t ull o custo -end m pictu er re
  18. 18. eadWITH... a utomated ln allocatio ee y-to-s Eas ales s ts fo recas F end-t ull o custo -end m pictu er Putting sales re and marketing on the same page...
  19. 19. eadWITH... a utomated ln allocatio ee y-to-s Eas ales s ts fo recas Delivering more revenue! F end-t ull o custo -end m pictu er Putting sales re and marketing on the same page...
  20. 20. Follow our DOS and DON’TS to create office harmony...
  21. 21. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers
  22. 22. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning
  23. 23. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals
  24. 24. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves
  25. 25. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!
  26. 26. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads
  27. 27. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves
  28. 28. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards
  29. 29. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards* DO arrange ‘ride alongs’ for all members of your team
  30. 30. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards* DO arrange ‘ride alongs’ for all members of your team* DO set up mixed ‘working teams’ to discuss improvements
  31. 31. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards* DO arrange ‘ride alongs’ for all members of your team* DO set up mixed ‘working teams’ to discuss improvements* DO introduce incentives that get everyone working together
  32. 32. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards* DO arrange ‘ride alongs’ for all members of your team* DO set up mixed ‘working teams’ to discuss improvements* DO introduce incentives that get everyone working together* DON’T introduce incentives that set teams on different paths
  33. 33. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards* DO arrange ‘ride alongs’ for all members of your team* DO set up mixed ‘working teams’ to discuss improvements* DO introduce incentives that get everyone working together* DON’T introduce incentives that set teams on different paths* DO provide public recognition of achievements
  34. 34. Follow our DOS and DON’TS to create office harmony...* DO encourage regular reviews between sales and marketing managers* DO encourage joint territory planning* DO set shared goals, as well as individual goals* DON’T let them decide what’s successful all by themselves* DON’T create a culture of competition - it will backfire!* DO create measurements for scoring your leads* DON’T let either team decide that criteria for themselves* DO tell everyone what each team is working towards* DO arrange ‘ride alongs’ for all members of your team* DO set up mixed ‘working teams’ to discuss improvements* DO introduce incentives that get everyone working together* DON’T introduce incentives that set teams on different paths* DO provide public recognition of achievements* DON’T give public criticism for things that didn’t work
  35. 35. Checklist...
  36. 36. Checklist...› Got the right CRM?
  37. 37. Checklist...› Got the right CRM?› Got clear goals and measurement› criteria?
  38. 38. Checklist...› Got the right CRM?› Got clear goals and measurement› criteria?› Got joint incentives in place?
  39. 39. Checklist...› Got the right CRM?› Got clear goals and measurement› criteria?› Got joint incentives in place?› Got sales and marketing› managers meeting regularly?
  40. 40. Checklist...› Got the right CRM?› Got clear goals and measurement› criteria?› Got joint incentives in place?› Got sales and marketing› managers meeting regularly? Once you’ve ticked all those boxes you’re on the road to ticking the best ones of all.
  41. 41. Checklist...› Got the right CRM?› Got clear goals and measurement› criteria?› Got joint incentives in place?› Got sales and marketing› managers meeting regularly? Once you’ve ticked all those boxes you’re on the road to ticking the best ones of all. Better lead generation, management, conversion and ultimately revenue.
  42. 42. To find out more, download our eGuide:Dance to your tune:how to get your teamexcited about a new Dance to your tuneCRM implentation how to get your team excited about a new crm implementation

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