How to get your sales and marketing teams working together that drives Scalable Predictable Revenue

1. The Blame Game:
Sales v Marketing
AIIM Trade Members Meeting
Thursday May 1st 2014
Rod Sloane
Sales & Marketing Alignment Group

2. About Rod
Worked for IBM, CA, BAT, BT & BCPD
Roles Sales, Marketing, Business Development
Author 2 books, Sales & Marketing Alignment Podcast
Married, live in Ealing, play tennis and support
Blackpool FC
Core Process "Showing Up"

8. "In 2009, half of all salespeople
did not meet quota.
Two thirds of the time, it was
due to lack of Sales and
Marketing Alignment."
Richard Vancil
VP Executive Advisory Group, IDC
10th March 2010

11. “What’s the
difference
between Sales
and Marketing?”
Scale

12. What is Sales and
Marketing Alignment?

24. Remember:
Sales think in terms
of opportunities and
pipeline NOT leads.

33. "We started with nothing, and
Predictable Revenue is what
started and drives our growth.
Even though we’re screwing it
up we’re still
growing 100% a year.”
Damien Stevens
CEO, Servosity

34. This morning's One Thing!
Could you triple your Pipeline/
hit $100m Revenue with the
principles explained in
Predictable Revenue?

36. $0 outbound to $15 million per quarter
Fastest Growing
Private Company

37. Tim Bertrand
VP Worldwide Sales Acquia
What does it
take to become
the fastest
growing private
software
company in
North America?
Create all the
qualified leads
that you'll need
With Predictable
Scalable Lead
Gen you can
create
Predictable
Revenue &
Growth

38. Start with More Awareness
Do your executive team and board know how
much new qualified pipeline the company
needs to generate each month?
Is this "new pipeline generated per month"
number tracked at board level?
Common Language

39. Cold Calling 2.0?!?
Prospecting into cold accounts
to generate new business
without any cold calls.
It’s a process and system to
generate “Predictable Results”

41. Show me the Money!
$1m to $20m in 3 years, 80% from 2.0
grew pipeline by 400% in 12 Months
grew pipeline 300% < 90 Days

42. Are you ready to
grow?
Who is your ideal customer?
Why does your ideal customer buy from you?
How confident are you that your ideal customer
will be more successful using your product?

43. The Litmus Test
"If you got more meetings, with
the right kind of prospects...what
is your confidence level that you
would sign up new customers
that...would be happy with your
service?"

45. Three Types of Leads

46. Three Types of Leads

47. Three Types of Leads

48. Three Types of Leads

50. 1. fatal mistake
afraid to pick a niche
(& get rich)

51. How do Sales People define a Qualified Lead?
1. Buyer in target market willing to meet
2. Budget, Authority, Need & Timeframe
3. Authority, Need backed by trigger event
4. Contract and pen in hand, press hard
6%
53%

52. Grown 1500% in 3 years
What advice
would you give
businesses
keen on
growing fast?
Make
selling
easy.
Be relentless about
going out and finding
customers.

59. 1. fatal mistake
afraid to pick a niche
(& get rich)

63. 1. fatal mistake
afraid to pick a niche
(& get rich)

66. Thought for the Day
Could you triple your Pipeline
with the principles explained
in Predictable Revenue?

67. What you need to have
• B2B product that sells for $6K+
• Message
• Target market
• ROD
• (Resource, Organisation & Discipline)
• CRM :SFDC
• Data: LinkedIn and SalesLoft

68. Your Options?
• Do nothing and miss out on your $100M+!!
• DIY
• Hire a Consultant
• Outsource
• Join an Online Group Programme
• Email rod@rodsloane.co.uk for details

69. Thanks for listening
YouTube: youtube.com/user/RodSloane
Podcast: http://rods.libsyn.com or iTunes
Twitter: @RodSloane
E: rod@rodsloane.co.uk
www.RodSloane.co.uk
T: 020 8840 0498
LinkedIn: http://uk.linkedin.com/in/rodsloane
Blog: http://no-bullbusiness.blogspot.com