This document outlines the stages of the buyer's journey from awareness to purchase. It includes the typical mindset and ownership of tasks at each stage. Key exit criteria to progress contacts through the stages are listed. Content, tools, teams and skills needed at each stage are also identified.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
A Detailed Buyer / Customer Journey - 6-June-2018 versionBrian Groth
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
A Detailed Buyer / Customer Journey - 6-June-2018 versionBrian Groth
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
Key Points:
1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Our Marketing Strategy Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to develop a comprehensive strategic marketing plan.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
Crawl, Walk, Run with Account-Based MarketingSangram Vajre
How do you get started with account-based marketing, then fully execute ABM at scale? In this webinar, Sangram Vajre from Terminus teamed up with Dialpad, LookBook HQ, and Lattice Engines to discuss the steps for successful ABM campaigns.
Why Product-Led Growth is the most effective GTM strategyMickey Alon
Product-led growth is a strategy that relies on features and usage as primary drivers for customer acquisition, retention and expansion. Mastering growth is an iterative process that involves measurements, user engagements and experimentation.
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
Pitch Deck For Pre Seed Funding Powerpoint Presentation SlidesSlideTeam
"You can download this product from SlideTeam.net"
This is an early stage investment which the owner requires to start the business. This is also known as pre seed capital or pre seed money. Business owners can raise this money from friends, family or investors and give stakes in the company in exchange. The presentation is helpful for start ups looking to raise funding for the initial development of the product, to set up a business, or to build a new team. This presentation will help the start ups to present their business or business idea and future growth plans in front of the potential investors. This presentation comprises the following sections Company Overview, Company introduction, unique business idea, business model, revenue streams, historical events, products, and services etc. Market Overview Target audience identification and segmentation, competitive landscape, market size and opportunities etc. Financials Overview Income statement, revenue, and cash flow projections, capitalization tables, valuation, break even point, and cost analysis etc. Investment and funding overview Funding requirements, use of raised funds, future plans, the exit strategy for the investors etc. This presentation will help the organizations to move from the situation, where they need funds for initial business development to set the future targets, use, and goals of raised funding. https://bit.ly/33qDPxI
Presentation used to support a training session run at BCF Technology to embrace digital marketing technologies tools
BCF technology is a worldwide provider of animal and veterinary diagnostic imaging solutions.
The marketing and sales process - Jan 10 2016 versionBrian Groth
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
Key Points:
1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Our Marketing Strategy Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to develop a comprehensive strategic marketing plan.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
Crawl, Walk, Run with Account-Based MarketingSangram Vajre
How do you get started with account-based marketing, then fully execute ABM at scale? In this webinar, Sangram Vajre from Terminus teamed up with Dialpad, LookBook HQ, and Lattice Engines to discuss the steps for successful ABM campaigns.
Why Product-Led Growth is the most effective GTM strategyMickey Alon
Product-led growth is a strategy that relies on features and usage as primary drivers for customer acquisition, retention and expansion. Mastering growth is an iterative process that involves measurements, user engagements and experimentation.
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
Pitch Deck For Pre Seed Funding Powerpoint Presentation SlidesSlideTeam
"You can download this product from SlideTeam.net"
This is an early stage investment which the owner requires to start the business. This is also known as pre seed capital or pre seed money. Business owners can raise this money from friends, family or investors and give stakes in the company in exchange. The presentation is helpful for start ups looking to raise funding for the initial development of the product, to set up a business, or to build a new team. This presentation will help the start ups to present their business or business idea and future growth plans in front of the potential investors. This presentation comprises the following sections Company Overview, Company introduction, unique business idea, business model, revenue streams, historical events, products, and services etc. Market Overview Target audience identification and segmentation, competitive landscape, market size and opportunities etc. Financials Overview Income statement, revenue, and cash flow projections, capitalization tables, valuation, break even point, and cost analysis etc. Investment and funding overview Funding requirements, use of raised funds, future plans, the exit strategy for the investors etc. This presentation will help the organizations to move from the situation, where they need funds for initial business development to set the future targets, use, and goals of raised funding. https://bit.ly/33qDPxI
Presentation used to support a training session run at BCF Technology to embrace digital marketing technologies tools
BCF technology is a worldwide provider of animal and veterinary diagnostic imaging solutions.
The marketing and sales process - Jan 10 2016 versionBrian Groth
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
Juliann Grant of Telesian Technology and Scott Sommer of Jacobs Engineering discuss pre and post-sales strategies that build a bridge between marketing and sales. This presentation was delivered at the 3rd Annual Marketing and Sales Summit in 2008.
Venture Development - My Value PropositionWalter Adamson
The first secret of effectiveness is to understand the people with whom one works and on whom one depends and to make use of their strengths, their ways of working, their values.
I help emerging technology companies fully recognize their own value and help them substantially create more value and most importantly capture more value for their shareholders.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010G3 Communications
Stephen J. Bistritz, Ed.D. author of the new book “Selling to the C-Suite.” Steve shares strategies on how to map an organization to determine the formal and informal power. He is joined by Dan McDade, President of PointClear, who shares recent success stories on using Multi-touch, Multi-media, Multi-cycle campaigns that Multiply Results and gain access to high level executives.
presented by Rob Bentley and Paul Reiman of Hewitt Associates at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
Prospecting cadence 20-august-2018 - brian grothBrian Groth
Account-Based Selling (ABS) and Account-Based Marketing (ABM) come together for a cadence to reach target accounts and contacts. (often called Marketing Qualified Leads, MQL)
Reaching Decision Makers - Brian Groth - Feb 2015Brian Groth
Tips to:
1. Discover the decisions to be made, who approves & who signs
2. Earn the right to talk to the CxO
3. Sound like the CxO
4. Choose the right “champion”
What makes up a good Competitive Intelligence program - Brian Groth - Feb 2013Brian Groth
Brian Groth’s view of some of the items that make up a good Competitive Intelligence program, which covers Overview & Approach, Getting Started, Supporting Sales & Marketing, and Taking your CI program further.
Buyers journey - Sales Process - 14-may-2018 version
1. by Brian Groth
Last updated on 14-May-2018
Buying Stages
Mindset of the Buyer
Who typically owns the
tasks per stage?
Sales Stage Prospecting Qualification Needs Analysis Value Prop Proposal Negotiation Closed Deploy Service
Relationship You don't know
each other exists
Stranger Contact Lead In Qualification Qualified Lead Customer Promoter or
Evangelist
Teams
The employee's task Get your brand
known and raise
awareness to your
target personas and
accounts (outbound
marketing)
Bring visitors to you
via targeted content
so they can know
you (inbound
marketing)
Move the visitor
from stranger to
named contact
Validate interest and
identify your target
persona
Qualify or Dis-
qualify the
opportunity: List
them and be specific
Discover / Develop
customer needs,
requirements and
establish
relationships with
stakeholders
Pitch a solution
(demo, whiteboard,
PPT, PoC) aligned to
the buyer's needs
Write and send a
proposal aligned
with the buyer's
needs
Discuss final
objectives and
negotiate the
contract
Sign the contract Deploy and execute
the solution
Provide support for
the solution
Exit criteria to move to
the next step
(important for
automation and
internal SLAs)
A new stranger hits
the website or
landing page
User can be
identified upon next
visit
Contact information
has been gained
Customer sponsor
has been identified
and next step is
scheduled. Or, mark
as Unresponsive or
keep nurturing
Budget and needs
have been validated
with the customer
and next step is
scheduled. Or, mark
as Unqualified
Goals have been
identified and
defined and next
step is scheduled
Customer is ready
for a proposal and
quote. Next step is
scheduled
Proposal, with clear
terms, services and
fees has been
received. Next step
is scheduled
Verbal confirmation
as both sides work
through details.
Next step is
scheduled
Contract is signed
and deployment
planned. Or, lost
deal to competitor
or status quote
(indefinitely stalled
or dead opt)
Solution is deployed
and supported
Cross-sell/up-sell
opportunities to
grow the business
within the account
Internal hand-off of the
contact after exit
criteria has been
satisfied
From advertising to
inbound marketing
Sales Development
Rep (SDR) / Pre-
Sales can now
manage the named
contact
Handed to sales as a
Marketing Qualified
Lead (MQL)
Sales Accepted Lead
(SAL) or hand back
to marketing/SDR
Sales Qualified Lead
(SQL) or hand back
to marketing
Hand off to a
Customer Service
Representative
(CSR)
Hand off to sales if
upsell/cross sell
opportunity is seen
and the services
team doesn't
manage it
Confidence that this
will result in a win
5% 10% 20% 40% 60% 80% 100% = Won
Competitive
consideration
How is the
competition driving
awareness?
Differentiate your
content
Be aware visitor is
comparing options
Is a competitor
talking to the same
sponsor?
Are competitors
going after the same
budget?
Highlight your
strengths versus
known competitors
Highlight
differentiation and
your strengths
versus the known
competitor
Who else has
received an RFP?
Address competitive
sales objections
Share competitive
insights with peers
Let your account
team know if
integration w/
competition is
needed
Let your account
team know if the
customer asks about
integrating w/ a
competitor
Advertisements Pricing Information Consultation Guide
(thought leader)
Case Studies (again) Proposal Contract Win/Loss Interviews High-touch training Knowledge articles
Sponsorships Guides & tip sheets Product introduction Product Buyer's
Guide
Demonstration Needs Checklist Estimates Response to RFP Order Form Press Release Best Practices Support Site
eBooks & thought-
leadership items
Webinars Product videos Free trial/sample Sales pitch Statement of Work Invoice Online Training
Videos Case Studies Product spec sheets Phone call scripts Demo, with script Statement of Work Community Portal
Events Whitepaper FAQs Objection Handling
Blog with
interesting info
Check-lists Phone call scripts
Mrkt. Automation &
CRM
Ad tools Editorial Calendar E-mail marketing Social Selling tools Sales Engineer for
generic demo
Sales Engineer for a
custom demo
Legal E-signature tools Guidance docs Support forums
Cross-channel
campaigns
Retargeting ads Retargeting ads Call-downs Lead Alerts Product Roadmaps Engagement
Managers
Community tools
and events
Trade Shows SEO Lead in CRM Contact in CRM Phone scripts
SEM Display Ads Social Ads Phone scripts
Website aligned to
ads / messaging
Website w/ clear call-
to-actions
Website w/ clear call-
to-actions
E-mail tracking ROI tool & points
Traffic / UU Downloads Downloads Time in this stage Time in this stage Time in this stage Time in this stage # won & lost Time to deploy # Cases
Dwell Time Sign-ups # MQL to Sales Demo:win ratio RFP response rate % average discount $ won & lost Satisfaction Retention Rate
Pageviews E-mail Opens CTA completed # MQL returned # qualified as SQL MQL win ratio Upsell
Ad CTR E-mail CTR # SAO Time in pipeline Event attendees
Awareness Downloads SAO Closed Community usage
Sentiment SQL Closed # Referrals
Page rank
Generating brand
awareness
Content creation Lead development
and nurturing
Networking skills to
validate opportunity
and identify an
owner
Understanding the
customer’s industry
to qualify an
opportunity
Understand the
customer’s business
to identify their
needs
Presentation skills to
pitch a solution that
exceeds the
customer’s needs
Ability to handle
sales objections and
final details of the
proposal
Negotiation skills to
finalize the contract
Closing deals:
Getting to YES
Finalize the
deployment plan
and execute the
solution
Customer support
SEO Content Marketing Lead Nurturing Lead Scoring Public Presenting Active Listening Consultative Selling Proposal Writing Negotiating Closing Deals Specific technical Problem Solving
Social & Display Ads Remessaging Territory
Management
Prospecting Questioning Professionalism
(with stress & the
competition)
Being Nimble &
Creative (improv)
Solution Selling
Marketing Analytics Social Selling Active Listening Qualifying Time Management Demo skills Negotiating
Last updated on 14-May-2018
Content eeded for this
stage (aligned to
specific buyer
personas)
Each item listed here
should link to that piece
of content, or repository
of those types of content
Buyer Persona Guides that details 3 to 5 different personas, maybe more when adding geographical and industry differences. Each Persona needs a unique Buying Process Map that identify buyer behavior and trigger events that signals when that persona
starts investigating and making purchase decisions. Include what drives them, pain points, unique value prop, messaging and influences. Align all marketing and sales content to the personas (ideally, the product aligns too).
Early, Mid and Late stage content aligned to Buyer Persona
distributed to specific Channels
Talking Script (for
precision
questioning)
Mutual Action Plan / Sequence of Events
Competitive Sales
Objection HandlingBusiness Value that
leads to ROI
Insights aligned to the account's industry Insights aligned to the account, or their sub-segment of the
industry
Buyer's Journey to align processes across marketing, sales and services
Contact Brian Groth with questions on LinkedIn at http://linkedin.com/in/bgroth
Using your solution
Owned by Customer Service to maintain
customer satisfaction
Delight customers to retain
them and up/cross sell
Raise Awareness and Attract your buyer to Consider your
product; messaging is aligned to your target Buyer Persona
Convert your buyer to believe in your solution;
messaging aligned to the Buyer's Needs
Researching a problem that needs to be solved A solution like yours is needed Looking for a solution to purchase
Close the deal with a solution that
meets/exceeds the Buyer's Needs
Owned by Sales (Account Execs, Sales Engineers) to turn leads into customersOwned by marketing and Sales Development Reps (SDR) to nurture strangers
into leads
Field / Sales Operations manages the overall sales processes, tools, data and analysis
Field / Sales Enablement identifieds and trains SDRs & AEs with the skills & knowledge on topics, personas, products, messaging, process, & tools
Operations,
Enablement, &
Readiness Field / Sales Readiness provides & educates SDR and AE with targeted content & strategies aligning marketing and sales efforts
Marketing Sales Development Reps (SDR) Sales Reps (Account Executives), with supporting roles as needed Customer Success/ Service
Marketing Operations manages the marketing automation
Contact Brian Groth with questions on LinkedIn at http://linkedin.com/in/bgroth
Tools, Guides, Teams
to help accomplish this
stage
Each item listed here
should specify a team to
work with or a link to a
tool or the writen guide
to view/download USP (Unique Selling
Points) for
Differentiation
Competitive Sales
Objection Handling
Competitive Sales
Objection Handling
Social mentions,
shares, comments
Time to contact
MQL
Social Media tools for Social Listening, Social Selling, Social Media Marketing, and Service. Know which piece of content and which social service makes sense for your buyers and for which stage they are in the buying journey.
After the sale, Customer Satisfaction is the primary Leading Indicator: Measure each Customer Experience and to know what efforts/ads/content drive a positive emotional connection. Overall, use CSAT, NSAT, etc.
Revenue is the primary Lagging Indicator: Measure Revenue per content, ad, opportunity, account, etc.. Marketing automation + CRM integration is needed to determine individual ROI.
Measurements (KPIs)
per content or phase
Each item listed here
should link to the report
or dashboard with that
data
Sales Engineer to
align business &
tech/solution
Sales Engineer for
technical parts of
the proposal
Marketing Automation Customer Relationship Management (CRM) system to offer a single view of a customer, from the point of marketing, sales and service. This ties into marketing automation
systems, enterprise resource planning systems, customer portals, partner portals, and more.
Skills needed by the
employee in addition to
Methodology, Tools
and Products
Each item should link to
online training or written
guidance