The document discusses optimizing sales and marketing funnels. It outlines a 9-step process for building a "sales and marketing machine" that is predictable, instrumented with metrics, cost-optimized, scalable and automated. The key steps include identifying all parties involved in purchasing decisions, understanding their buying process and concerns, designing actions to entice them through the process while addressing concerns, and aligning all funnel activities to directly lead to sales.

1. OPTIMIZE YOUR SALES & MARKETING FUNNEL PR Tradeshows Brand Advertising Email Marketing Sales Social Media Events Webinars

2. PROBLEMS… HOW TO FIND SOLUTIONS … AND CREATE

3. SALES FUNNEL EVERY BUSINESS HAS A Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Customers Customers Customers

4. BUT EVEN IF YOU ARE MICROSOFT, CISCO, ORACLE, OR GOOGLE YOUR FUNNEL WILL HAVE BLOCKAGE POINTS Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects

5. WE’RE GOING TO LOOK AT HOW TO AND IN THE IN THE PROCESS, HELP GREATLY INCREASE YOUR SALES FIND AND ELIMINATE THOSE BLOCKAGE POINTS Customers Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Customers Customers Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Suspects Customers Customers Customers Customers

6. BUT FIRST LET’S LOOK AT SOME BEST PRACTICES FOR DESIGNING YOUR FUNNEL I CALL THIS “BUILDING A SALES & MARKETING MACHINE”

7. WHAT IS A “ SALES & MARKETING MACHINE” ?

8. PREDICTABLE INSTRUMENTED WITH GREAT METRICS COST OPTIMIZED SCALABLE AUTOMATED CLEARLY DEFINED LEVERS THAT YOU PULL TO MAKE IT GO FASTER SALES & MARKETING MACHINE 9

9. BUILDING ONE OF THOSE? HOW DO YOU GO ABOUT

10. STEPS 9

11. BECAUSE 1, 2 AND 3 ARE NOT OBVIOUS SO WE WILL COME BACK TO THEM AT THE END AFTER WE HAVE SEEN WHY THEY ARE SO VALUABLE WHY 4 FIRST? 4

12. ALIGN EVERY MARKETING ACTIVITY AROUND ONE GOAL… CREATING LEADS THAT HELP SALES CLOSE MORE DEALS ALIGN 4

13. Brand Advertising PR Events Sales Trade shows Webinars Email Marketing Social Media CLOSED DEAL

14. Blogging Social Media SEO SEM PR eMail Campaigns Webinars Sales CLOSED DEAL

15. If it doesn’t create a lead, or directly contribute towards closing a sale, it doesn’t belong RULE NUMBER 1

16. Brand Advertising PR Events Sales Trade shows Webinars Email Marketing Social Media CLOSED DEAL

18. Brand Advertising PR Events Sales Trade shows Webinars Email Marketing Social Media CLOSED DEAL

19. LINK 5

21. AN ORGANIZATIONAL STRUCTURE…

22. YOUR CUSTOMER’S PURCHASING STAGES CONSIDERATION CLOSED DEAL AWARENESS PURCHASE

23. AN ORGANIZATIONAL METAPHOR FOR THE KEY FUNNEL STAGES MIDDLE OF THE FUNNEL CLOSED DEAL TOP OF THE FUNNEL SALES

24. WHAT IS TOP OF THE FUNNEL? customer is not aware they have a problem, or that your product category exists GENERATE AWARENESS customer has a problem and is looking for a solution GET FOUND

25. WHAT IS TOP OF THE FUNNEL? GENERATE AWARENESS WEBSITE RAW LEAD

27. WHAT IS THE MIDDLE OF THE FUNNEL? NURTURE QUALIFY MQL (MARKETING QUALIFIED LEAD)

29. PROBLEM: SALES SAYS MARKETING ISN’T GIVING THEM ENOUGH LEADS SALES MARKETING SAYS THAT’S RIDICULOUS, I GAVE THEM A TON OF LEADS. THEY JUST DON’T FOLLOW UP ON THEM PROPERLY. MARKETING

30. CAUSE: SALES CALLS A FEW UNQUALIFIED LEADS, AND FINDS THEY ARE WASTE OF TIME - THEY STOP CALLING THE REST OF THE LEADS SALES

31. SOLUTION: GET AGREEMENT ON THE QUALIFICATION CRITERIA NEEDED TO BE ABLE TO PASS A LEAD ACROSS TO SALES (MQL) MARKETING

32. SALES FURTHER QUALIFIES THOSE LEADS TO FIND OPPORTUNITIES SALES

33. USING BANT B UDGET A UTHORITY N EEDS T IMING

34. COMMON LEAD STATES RAW LEAD MQL (MARKETING QUALIFIED LEAD) OPPORTUNITY (SALES QUALIFIED LEAD) CLOSED DEAL

35. AUTOMATE 6

36. AUTOMATE THE KEY FUNNEL STAGES CLOSED DEAL TOP OF THE FUNNEL CREATING AWARENESS & DRIVING TRAFFIC MIDDLE OF THE FUNNEL NURTURING & QUALIFYING SALES SELLING & CLOSING

37. CLOSED DEAL TOP OF THE FUNNEL INBOUND MARKETING MIDDLE OF THE FUNNEL MARKETING AUTOMATION SALES CRM

38. MEASURE "IF YOU CAN NOT MEASURE IT, YOU CAN NOT IMPROVE IT." - LORD KELVIN 7

39. THE KEY METRICS VISITORS CAMPAIGNS TO DRIVE TRAFFIC TRIALS CLOSED DEALS CONVERSION % CONVERSION % OVERALL CONVERSION % (BY LEAD SOURCE)

40. ANALYZE 8

41. IDENTIFY YOUR BLOCKAGE POINTS

42. HOW?

43. WHAT IS STOPPING ME FROM INCREASING SALES BY 5X ?

44. IMPROVE 9

45. IN DIAGNOSING MANY FUNNEL BLOCKAGE POINTS, I HAVE FOUND THAT THERE IS A CLEAR PATTERN…

47. IN OTHER WORDS… YOU DESIGNED YOUR FUNNEL THE WAY YOU HOPED IT WOULD WORK… BUT YOU MAY NOT HAVE THOUGHT ENOUGH ABOUT THE CUSTOMER’S POINT OF VIEW

48. JBOSS EXAMPLE CUT THE DOWNLOAD RATE BY MORE THAN 10X PUT A REGISTRATION FORM ON THEIR WEB SITE BEFORE A FREE DOWNLOAD IMPACT

52. JBOSS example - FREE open source software - downloaded 5 MILLION times - selling documentation $27,000 per month

53. JBOSS example NEEDED: a carrot to incent them to provide an email address SOLUTION: give away the documentation for free RESULT: 10,000 leads per month

58. GOOD LINKAGE TO NEXT STEP

62. LED TO: SYSOMOS ARTICLES IN ECONOMIST, NY TIMES WEB TRAFFIC TO READ THE FULL REPORT LEADS – IMPRESSED BY THE CAPABILITIES OF THE SOFTWARE

64. RE-THINK THE PROCESS Source: Josh Porter – Designing for Social Traction CONVENTIONAL APPROACH SIGN UP FOR TRIAL CONVERT TO CUSTOMER WOW! FIRST, REGISTER LATER SIGN UP FOR TRIAL CONVERT TO CUSTOMER

66. 1 2 3 4

67. PROBLEM: GETTING A MEETING

68. GETTING TO EXECUTIVE DECISION MAKERS TECHCRUNCH FOR INSURANCE CLAIMS

70. Build Trust Sell Sell First Contact First Contact Build Relationship

71. SELLING IS 10X EASIER… ONCE YOU HAVE ESTABLISHED TRUST

72. YOUR BLOG CAN ESTABLISH TRUST… HOW?

73. EDUCATION INFORMATION ENTERTAINMENT WITH ZERO SELLING VALUABLE CONTENT

75. APOLOGIES MY EXAMPLES ARE ALL SOFTWARE COMPANIES THIS APPLIES EQUALLY WELL IN OTHER BUSINESSES

76. FINALLY… LET’S GO BACK TO THE BEGINNING…

77. … AND INTRODUCE THREE NEW STEPS AT THE BEGINNING OF THE FUNNEL DESIGN PROCESS…

78. IDENTIFY IDENTIFY ALL THE PEOPLE INVOLVED IN THE PURCHASE DECISION 1

79. UNDERSTAND SKETCH OUT THEIR BUYING PROCESS AND CONCERNS AT EACH STAGE 2

80. ENTICE ADD THE STEPS TO ADDRESS THEIR BUYING PROCESS AND: ADDRESS THEIR CONCERNS ENTICE THEM 3

81. SUMMARY

84. THE NINE STEPS 1. IDENTIFY Identify people in purchase decision 2. UNDERSTAND Address their buying process and concerns 3. ENTICE Design actions to pull them through buying process & address concerns 4. ALIGN Ensure funnel actions lead directly to sales 5. LINK Link every funnel action to the next step 6. AUTOMATE Use software to automate 7. MEASURE Measure key funnel metrics 8. ANALYZE Identify blockage points 9. IMPROVE Brainstorm better enticements and ways to address concerns

85. CUSTOMER-CENTRIC FUNNEL DESIGN SALES-DRIVEN FUNNEL DESIGN TO A