This presentation defines what is inbound sales, sales and marketing Funnel, Inbound Methodology, difference between MQL and SQL, reasons behind conflicts between sales and marketing and the power of Smarketing.

1. INBOUND SALES
CRM Department
Presented by:
Reham Karim
May Youssry

2. Agenda
• Inbound Sales
• Sales and Marketing Funnel
• Inbound Methodology
• Difference between MQL and SQL
• Positioning statement
• Reasons behind conflicts between sales and marketing
• The power of Smarketing

3. What Is Inbound Sales?
• Inbound sales fits in the close section in the inbound methodology
• Sales process have been changed:
• With Inbound sales you start by the people who already have a pain

4. Difference between MQL and SQL
SQL
• Are MQL that your
sales team has
determined to be
worthy of a direct
follow-up
MQL
• Contact who have
raised their hands and
identified themselves as
more deeply engaged

5. Marketing & Sales Funnel
• Marketing is responsible for the top of the funnel &
sales is responsible in the bottom
• The middle is shared between them
• The most generic term is a contact, the term contact
doesn’t indicate which stage of the funnel they are in,
just simply that they exist in the funnel

6. Marketing & Sales Funnel

8. Inbound Methodology

9. What does a day in the life of inbound
sales rep look like?
When inbound lead appears in your inbox?
• First you need to do research (who are they-who do
they typically sell-location-contact information)
• Then, see company news(Stay up to date- industry
terminology)
• Company LinkedIn profile (Company size-employees-
recent updates-careers-product)
• Individual LinkedIn (Exact tittle-where he used to work-
shared connections)

10. Positioning Statement
• Is known as an expression of how a given product,
service or brand fills a particular consumer need in a
way that it's competitors don't.

11. Now.. Let's call
(introduce yourself and offering help)
Our goal is:
• Provide a relevant, personal and delightful experience
for each of your prospect from start to finish

12. Conflicts between Sales and Marketing Teams

13. Reasons behind Conflicts
1. Lack of communication
• Act as separate
• Lead to dent in productivity
• Erode mutual trust and understanding
2. Competition for departmental funding
• Budget issues between both teams
• Sales manager wants higher budgets to hire additional people
• Marketing manager wants higher budgets for financing long-term
social media campaigns
3. The blame game
• Sales drop

14. The Terms Sales and Marketing Use
Describe each other
Negative Positive
87%
CEB

15. Description Terms
S
Simple-
minded
Incompetent
Lazy
M
Arts and
Crafts
Academic
Irrelevant

16. Conflicts Should End with the Power of
Smarketing

17. What is Smarketing?
S
M
R

18. Statistics Show;
• Companies with effective Sales and Marketing
alignment achieved 208% higher marketing
revenue than organizations with disjointed teams
Wheelhouse Advisor

19. Importance of Smarketing
Marketing handoff
fully qualified leads
Sales Team Customers
• Without Smarketing, a significant number of your leads will wither away and never
become customers

20. Critical Best Practices for Aligning Marketing and Sales
Each team aware with other’s goals
Personas
“All details should be covered”
Same organizational goals Visitors and leads should be tied to sales quotas
If sales can’t rely on marketing
to deliver leads, teams aren’t
working together, drop in
success

21. THANK YOU!