Speaker: Louay Bachir, Manager @ Marketo

2. We want your feedback!
www.surveymonkey.com/r/MarketoSalesEngage

3. Drive More Pipeline Faster with
Sales and Marketing Coordinated
Engagements
Louay Bachir
Product Marketing Manager, Marketo

4. It’s All Just Fun &
Games…
Youth Sports Coach!
Until they’re tired of
losing.

5. Team Coordination
for the Win!
Complete Visibility
Coordination Across Coaches
Game Time - Game Plan
Cadence is Key
Assess, Adjust and Repeat
Youth Sports Coach!

6. Sales & Marketing Challenged to Meet
Growing Pipeline Coverage Goals
B2B companies’ inability to align sales and marketing teams around the right processes
and technologies costs 10% or more of revenue per year - IDC
58% of surveyed sales leaders said they meet with marketing about pipeline less than
four times a year, and 25% claim they don’t discuss it at all - Forrester

7. SALES
ENGAGEMENT
• No visibility into lead follow up
• Content & messaging unused
• No way to coordinate “air cover”
Situation
Lead Hand-Off
Outbound
Prospecting
MARKETING
ENGAGEMENT
• Productivity killers slow team
• Performance is inconsistent
• Unwanted marketing support
inundates prospects
Marketing Sales
Disconnected Tools,
Inconsistent Processes
Customer Journey
Marketing & Sales: Islands of Engagement

8. MARKETING
ENGAGEMENT
SALES
ENGAGEMENT
Single platform for coordinated & personalized
engagement across the customer journey
Customer Journey
 Shared Customer Insights
 Engagement Tools
 Performance Analytics
For a data-driven sales and marketing partnership
New Approach: Coordinated & Personalized
Engagement for Better Pipeline

9. MARKETING
ENGAGEMENT
SALES
ENGAGEMENT
Customer Journey
• Visibility into prospecting activities
• Content & messaging at sellers
fingertips
• Insights for coordinated air cover
Solution
• Perfect balance of personalization
and automation to drive productivity
• Engagement best practices,
consistently followed
• Insights on what’s working
Marketing Sales
New Approach: Coordinated & Personalized
Engagement for Better Pipeline

10. 19%
Faster revenue
growth
(SiriusDecisions)
15%
Higher
profitability
(SiriusDecisions)
10%
More sales
people on-quota
(CSO Insights)

11. Marketo Sales Engage
Next-Gen Sales Engagement Software
Helps sales and marketing teams partner to drive
more pipeline faster by arming teams to:
1. Scale productivity with a single
workflow
2. Drive consistent engagement
best practices
3. Coordinate marketing “air
cover”

12. Import target prospects
Personalize content templates
Respond to any engagement
See what content is working
Scale Productivity With A Single Workflow
Identify the hottest leads
Automate first touches
Stay on track with playbooks
See what content is working
More Automated More Personalized
Inbound Outbound
See how prospects engage across
marketing + sales touchpoints
Target
EngageMeasure

13. Drive Consistency & Best Practices
Inbound Outbound
Marketing & Sales
Leaders
Best Practices Team Results
Playbooks Content Engagement
Analytics
Content
Insights
Collaborate on sales playbooks and content,
make data-driven decisions on how to improve
Target
EngageMeasure

14. MARKETING SALES
EMAILWEB ADS MOBILE SOCIALEVENTS PHONE
Create a superior customer experience by
complementing sales touches with other channels
Coordinate Marketing “Air Cover”

15. Marketo Sales Engage
helps you create
ONE
customer experience
To drive more
pipeline faster
to drive sales productivity
of marketing and sales insights
ONE Platform
ONE Workflow
ONE View
for marketing and sales engagement

16. How about a sneak peak?
Ali Mazzotta
Sr. Product Manager

17. CenturyLink
Scott Berns
Kate Cindric Federhar

18. We want your feedback!
www.surveymonkey.com/r/MarketoSalesEngage

20. Preview
Marketo Sales Engage

21. Prioritized Leads by Score
Sales reps can identify the hottest leads and
prioritize engagements with engagement scores.
● More complete and accurate engagement
scoring with multiple scoring contributions:
○ Marketing Engagements
○ Sales Engagements
● Reps can prioritize time and engagements
based on lead quality

22. Lead Activity Live Feed
Sales reps gain deeper insights into buyer
behavior by seeing sales and marketing touches
combined.
● Get a more complete picture of customer
engagement
● Respond to customers faster
● Create more personalized outreach

23. Engage Directly or via Marketing Campaigns
Sales reps can directly and easily engage or
nurture leads with the click of a button:
Contact a lead directly through:
● Email – personalize preloaded templates
● Call – integrated dialer
● Add to Campaign

24. Smarter More Personalized Email
Through email engagements,
sales reps are empowered with:
● Suggested Email Categories
● Preloaded Templates
● Personalization

25. Multiple Engagement Capabilities
Sales reps can directly and easily nurture a lead
with the click of a button:
● NEW Multiple campaign options based on
need
○ Sales Campaign
○ Marketing Campaign

26. LinkedIn Sales Navigator
Icebreakers Get Introduced Related Leads
Personalize outreach and build
rapport through contact
experiences and interests
Leveraging shared connections to
secure warm introductions
Increase reach and coverage within
a given account

27. Page 27Marketo Proprietary and Confidential | © Marketo, Inc. 2018
MSE in SalesForce

28. Page 28
Sales Playbooks and Content Templates
• Enforce a best practices
cadence of
communications across
channels
• Collaborate with
marketing to put the right
content in the hands of
sellers
• See analytics on what
messaging and content is
working

29. Sales Activities in Marketo
● Activities in Sales Engage are available on
the lead record
● New marketing automation
filters/triggers allow smart list building
around sales activities
● New filters in lead activity logs to provide
history of sales engagement