This document summarizes challenges in converting leads to sales in today's market and proposes solutions. Traditional lead generation and sales approaches are no longer effective due to changes in buyer behavior. Buyers now do extensive research online before contacting sales and expect knowledgeable discussions of how solutions can benefit their business. However, most sales teams still rely on outdated sales approaches. The document recommends aligning sales and marketing messaging based on buyer personas, using inbound marketing to generate and nurture leads, training salespeople in a formal sales process aligned with the buyer journey, and ongoing investment in sales and marketing technologies and strategies.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Maximizing your go to-market strategy - 03052012Stephen Davis
The document provides information on developing an effective go-to-market strategy, including developing a buyer profile, choosing sales channels, and working with distributors and agents. It discusses the importance of understanding your buyers and where they obtain information, as well as being present in the channels where your prospects spend time. It also outlines common mistakes in sales strategy and considerations for different channel types such as licensing agreements and working with distributors.
This document outlines a marketing, sales, and support process offered by Zerobyte to help clients acquire and retain customers. Key points include:
- Zerobyte offers marketing services to find, sell to, and support clients in the UK, North America, and India on a pay-for-success model.
- Their services include developing marketing strategies, conducting research, acquiring new customers, and maintaining long-term relationships through customer retention programs.
- Effective marketing and support are important for acquiring one-time customers as well as developing lifetime customer relationships that increase sales and profits over many years.
A strong web presence creates a strong lead generation tool for your business. Your potential customers are looking online for solutions to business problems. You want to connect with them and grow your business. This guide will help map the tactics and tools you require to build an online strategy for your business that helps you attract new customers and nurture existing relationships.
Nine Dimensions Of Commercial Excellence (Sandeep Bhat)Sandeep Bhat
Nine Dimensions of Commercial Excellence outlines nine dimensions to optimize commercial interactions and maximize profit contributions: 1) customer relationship management, 2) key account management, 3) sales force capability enhancement, 4) targeting, 5) business efficiency management, 6) resource deployment and development, 7) promotional mix, 8) marketing excellence, and 9) alternate sales channels. It also discusses accelerators like dynamic detailing, interaction analytics, and social media analytics to improve sales and customer excellence.
The document provides an overview and sample report of a business performance measurement tool called The Business Mirror. The tool allows businesses to [1] analyze key areas of their operations in a short period of time, [2] critically assess their performance by benchmarking against industry standards, and [3] identify areas for improvement to help their business grow. The sample report shows performance metrics and targets across various business functions including sales, operations, finance, protecting the business, and people.
This document provides an overview and guidelines for effective webinar marketing. It discusses the importance of lead generation principles and avoiding common mistakes like having too broad of an audience or lacking an effective marketing plan. The document emphasizes that webinars are most effective when they have a narrow focus targeting a specific audience's needs. It also stresses testing different marketing strategies to see what generates the most registrations.
‘Pharmaceuticals in India’ is a never ending discussion over its growth potential, opportunities, strengths and how your organization can capitalize on them. At the same time, it is essential to know what obstacles you will face while doing so. To dissect this exciting opportunity, here's India’s first ever conference on commercial excellence in pharma
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Maximizing your go to-market strategy - 03052012Stephen Davis
The document provides information on developing an effective go-to-market strategy, including developing a buyer profile, choosing sales channels, and working with distributors and agents. It discusses the importance of understanding your buyers and where they obtain information, as well as being present in the channels where your prospects spend time. It also outlines common mistakes in sales strategy and considerations for different channel types such as licensing agreements and working with distributors.
This document outlines a marketing, sales, and support process offered by Zerobyte to help clients acquire and retain customers. Key points include:
- Zerobyte offers marketing services to find, sell to, and support clients in the UK, North America, and India on a pay-for-success model.
- Their services include developing marketing strategies, conducting research, acquiring new customers, and maintaining long-term relationships through customer retention programs.
- Effective marketing and support are important for acquiring one-time customers as well as developing lifetime customer relationships that increase sales and profits over many years.
A strong web presence creates a strong lead generation tool for your business. Your potential customers are looking online for solutions to business problems. You want to connect with them and grow your business. This guide will help map the tactics and tools you require to build an online strategy for your business that helps you attract new customers and nurture existing relationships.
Nine Dimensions Of Commercial Excellence (Sandeep Bhat)Sandeep Bhat
Nine Dimensions of Commercial Excellence outlines nine dimensions to optimize commercial interactions and maximize profit contributions: 1) customer relationship management, 2) key account management, 3) sales force capability enhancement, 4) targeting, 5) business efficiency management, 6) resource deployment and development, 7) promotional mix, 8) marketing excellence, and 9) alternate sales channels. It also discusses accelerators like dynamic detailing, interaction analytics, and social media analytics to improve sales and customer excellence.
The document provides an overview and sample report of a business performance measurement tool called The Business Mirror. The tool allows businesses to [1] analyze key areas of their operations in a short period of time, [2] critically assess their performance by benchmarking against industry standards, and [3] identify areas for improvement to help their business grow. The sample report shows performance metrics and targets across various business functions including sales, operations, finance, protecting the business, and people.
This document provides an overview and guidelines for effective webinar marketing. It discusses the importance of lead generation principles and avoiding common mistakes like having too broad of an audience or lacking an effective marketing plan. The document emphasizes that webinars are most effective when they have a narrow focus targeting a specific audience's needs. It also stresses testing different marketing strategies to see what generates the most registrations.
‘Pharmaceuticals in India’ is a never ending discussion over its growth potential, opportunities, strengths and how your organization can capitalize on them. At the same time, it is essential to know what obstacles you will face while doing so. To dissect this exciting opportunity, here's India’s first ever conference on commercial excellence in pharma
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
The document discusses New Business Media (NBM), a digital marketing initiative launched by BFG Corporation to help organizations in professional education, B2B, and B2C sectors. It provides an overview of BFG Corporation and its services including NBM, Marketing Process Outsourcing, and Industry Interface Program. NBM utilizes content, social media, websites, and other digital channels to generate leads and revenue in a more effective and measurable way than traditional marketing.
The document discusses various tactics for B2B lead generation, including maintaining relationships through a CRM database, direct marketing campaigns like email and direct mail, online marketing through websites and search engine optimization, telemarketing, attending industry events, and educational seminars. The overall message is that using a variety of lead generation tactics provides a stable flow of qualified leads.
Bdw driving commercial excellence with analytics-danny kosasihDanny D. Kosasih
1) Takeda Indonesia implemented projects to improve analytics and sales force automation to address data gaps and challenges in tracking performance.
2) Key aspects of the projects included developing a business intelligence system called COMPASS, building a customer database, and implementing a mobile intelligence tool.
3) Moving forward, Takeda aims to continue enhancing analytics capabilities with the goals of predictive and prescriptive analytics to further drive commercial excellence.
The document discusses DemandGen, a company that specializes in marketing and demand generation services to help companies improve revenue. It outlines DemandGen's approach of integrating marketing, sales, and strategy. It then provides examples of DemandGen helping technology companies grow significantly through implementing marketing programs that generated more leads and increased awareness.
The document summarizes a meeting of 100 media executives to discuss driving change and revenue growth through operations. It provides an agenda for the meeting including presentations on transforming business models, driving enterprise adoption of new technologies, product taxonomy and packaging, and streamlining the RFP process. Case studies are shared on how companies like Cablevision, the Weather Company, NBCUniversal and ESPN have driven change through their operations. The document outlines lessons learned from these presentations around building teams, scaling operations, understanding customer needs, and leveraging technology.
"A strong market orientation does not occurs by mere proclamation. To attain a strong orientation, a business needs to adopt a market-based management philosophy. This means implementing a process for tracking market performance and restructuring an organization around market rather than products or factories and creating employee culture that is responsive to customers and changing market condition." -Robert J. Best
The case study describes how Symyx Technologies developed and executed an integrated go-to-market (GTM) strategy that grew revenue and bookings, penetrated new market segments, and increased brand equity for the Symyx Electronic Laboratory Notebook (ELN).
Lead Lifecycle Analytics: Essential Metrics for Perpetual Revenue GrowthAct-On Software
This document discusses key metrics for measuring marketing performance and revenue growth through the lead lifecycle. It outlines the buying cycle, sales cycle, and customer service aspects of the customer lifecycle. Top performers measure metrics like marketing qualified leads (MQLs), sales accepted leads (SALs), conversion rates, and revenue. Tracking leads through each stage from initial inquiry to purchase and beyond provides insights into improving marketing and sales efforts to maximize revenue. There is no single golden metric, and marketing, sales, and customer service must work together across the entire lifecycle.
PEEX Consulting is a consulting firm that provides commercial excellence consulting, training, and other services to pharmaceutical companies. They help clients innovate business processes, integrate initiatives, and inspire change. Their services include skills training, workshops, business intelligence solutions, remote experts, and recruitment/assessment. Their goal is to help clients improve customer engagement and commercial strategies through innovative solutions and training.
Create a Winning Lead Nurturing Strategy in 90 DaysHenry Bruce
The document discusses creating an effective lead nurturing strategy in 90 days. It recommends focusing thought leadership content on addressing buyers' problems within specific themes over multiple campaign cycles. An effective program establishes credibility by producing educational content and webinars on one theme in the first 90 days before expanding to additional themes. The content should address all stages of the buyer journey from problem definition to decision criteria. Measuring results is important to test and improve the nurturing strategy over time.
* In an increasingly copy-cat economy, the new basis of competition is business model innovation.
* Unfortunately, the work of business model innovation is too often left undone, at great cost to the organization's longer term growth opportunities and its profitability. This gap is the outcome of marketing's role increasingly being defined around demand generation and brand communications in increasingly fragmented channels, roles that have required many new marketing subspecialties.
* The CMO is ideally suited to facilitate business model strategy decisions, decisions that must be made by the leadership team as a whole.
* Deploying the CMO to facilitate business model innovation will align brand and business strategy, benefiting the success of both.
Blackdot White Paper - Sales Force Effectiveness is Dead or is iteviang
The document discusses opportunities for pharmaceutical companies to improve sales force effectiveness. It identifies five actionable opportunities: 1) Understanding what truly defines sales performance in the absence of prescribing data, 2) Optimizing the call coverage model based on product maturity, 3) Fixing the broken linear sales model in favor of a dynamic buyer-centric dialogue, 4) Managing team performance dynamically rather than with a one-size-fits-all approach, and 5) Incentivizing behaviors to drive change and acquire a true performance culture. The document argues that sales force effectiveness is not dead for pharmaceutical companies by returning to these core fundamentals.
Drip Marketing: Marketers Guide to Lead NurturingRegalix
Drivers
Longer sales cycle
Only 20% of leads are followed up
Sales typically disqualifies 70% of leads based on lack of budget,timing, etc.
80% of those “bad leads” do go onto buy within 24 months
Need for lead management
Benefits
Lower lead acquisition cost
Increase retention rates
An estimated 70-90% of leads generated by marketing are never followed-up with by sales
Nurture program that sends out series of messages on a timely basis
Initiates conversation with prospects and customers over a period of time
Maps Content to the customer decision making cycle
Scores leads to understand where they are in the decision making cycle
Reclassifies leads based on
engagement
Keeps the leads warm till they're ready to buy!
According to the Direct Marketing Association, a prospect will need to see/hear your message 3 times to recognize you and a minimum of 9 times to make a sale
Outcome
Closes the lead management gap
Improves ROI of marketing spend by ‘plugging the leaks’ in lead management
Keeps your prospects engaged through targeted content decision makingcycle
Improves quality of leads
Take Aways
Increased lead conversion rates
Shorter & effective sales cycle
Better qualified leads
Customer Engagement Strategies Overview
The ADM Professional Community is a living example of the compelling value proposition for online communities that serve the automotive industry. ADM serves as proof that the impact of Social Media on the automotive vertical is more significant than widely understood. Be sure to visit the ADM Professional Community at http://www.AutomotiveDigitalMarketing.com or the acronym URL at http://www.ADMPC.com or the Twitter URL at http://ADM.fm today, and don’t just be a Lurker... Join!
The document discusses the importance of customer relationship management (CRM) for businesses. It notes that businesses lose up to 50% of their customers over 5 years, and that retaining existing customers is 6-7 times cheaper than acquiring new ones. CRM is presented as a business strategy focused on understanding customer needs and providing satisfying experiences across channels to improve retention, loyalty and profits. The key aspects of CRM involve organizing around customer segments, fostering satisfying customer behaviors, and linking processes from customers to suppliers.
You have the power to create the success you have always wanted. By understanding that you are accountable, and have a choice, you can take action towards success.
At the June Southern NH Hubspot User Group (SNHHUG) event, Al Biedrzycki, Channel Marketing Manager at HubSpot, presented on SEO and how branding can affect your randkings. You can check him out on LinkedIn here: www.linkedin.com/in/alecbiedrzycki or @albiedrzyckion Twitter.
SNHHUG events are great opportunities to talk about Inbound Marketing in a practical and tactical way and to dissect Hubspot and its capabilities for automating Inbound Marketing.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
The document discusses New Business Media (NBM), a digital marketing initiative launched by BFG Corporation to help organizations in professional education, B2B, and B2C sectors. It provides an overview of BFG Corporation and its services including NBM, Marketing Process Outsourcing, and Industry Interface Program. NBM utilizes content, social media, websites, and other digital channels to generate leads and revenue in a more effective and measurable way than traditional marketing.
The document discusses various tactics for B2B lead generation, including maintaining relationships through a CRM database, direct marketing campaigns like email and direct mail, online marketing through websites and search engine optimization, telemarketing, attending industry events, and educational seminars. The overall message is that using a variety of lead generation tactics provides a stable flow of qualified leads.
Bdw driving commercial excellence with analytics-danny kosasihDanny D. Kosasih
1) Takeda Indonesia implemented projects to improve analytics and sales force automation to address data gaps and challenges in tracking performance.
2) Key aspects of the projects included developing a business intelligence system called COMPASS, building a customer database, and implementing a mobile intelligence tool.
3) Moving forward, Takeda aims to continue enhancing analytics capabilities with the goals of predictive and prescriptive analytics to further drive commercial excellence.
The document discusses DemandGen, a company that specializes in marketing and demand generation services to help companies improve revenue. It outlines DemandGen's approach of integrating marketing, sales, and strategy. It then provides examples of DemandGen helping technology companies grow significantly through implementing marketing programs that generated more leads and increased awareness.
The document summarizes a meeting of 100 media executives to discuss driving change and revenue growth through operations. It provides an agenda for the meeting including presentations on transforming business models, driving enterprise adoption of new technologies, product taxonomy and packaging, and streamlining the RFP process. Case studies are shared on how companies like Cablevision, the Weather Company, NBCUniversal and ESPN have driven change through their operations. The document outlines lessons learned from these presentations around building teams, scaling operations, understanding customer needs, and leveraging technology.
"A strong market orientation does not occurs by mere proclamation. To attain a strong orientation, a business needs to adopt a market-based management philosophy. This means implementing a process for tracking market performance and restructuring an organization around market rather than products or factories and creating employee culture that is responsive to customers and changing market condition." -Robert J. Best
The case study describes how Symyx Technologies developed and executed an integrated go-to-market (GTM) strategy that grew revenue and bookings, penetrated new market segments, and increased brand equity for the Symyx Electronic Laboratory Notebook (ELN).
Lead Lifecycle Analytics: Essential Metrics for Perpetual Revenue GrowthAct-On Software
This document discusses key metrics for measuring marketing performance and revenue growth through the lead lifecycle. It outlines the buying cycle, sales cycle, and customer service aspects of the customer lifecycle. Top performers measure metrics like marketing qualified leads (MQLs), sales accepted leads (SALs), conversion rates, and revenue. Tracking leads through each stage from initial inquiry to purchase and beyond provides insights into improving marketing and sales efforts to maximize revenue. There is no single golden metric, and marketing, sales, and customer service must work together across the entire lifecycle.
PEEX Consulting is a consulting firm that provides commercial excellence consulting, training, and other services to pharmaceutical companies. They help clients innovate business processes, integrate initiatives, and inspire change. Their services include skills training, workshops, business intelligence solutions, remote experts, and recruitment/assessment. Their goal is to help clients improve customer engagement and commercial strategies through innovative solutions and training.
Create a Winning Lead Nurturing Strategy in 90 DaysHenry Bruce
The document discusses creating an effective lead nurturing strategy in 90 days. It recommends focusing thought leadership content on addressing buyers' problems within specific themes over multiple campaign cycles. An effective program establishes credibility by producing educational content and webinars on one theme in the first 90 days before expanding to additional themes. The content should address all stages of the buyer journey from problem definition to decision criteria. Measuring results is important to test and improve the nurturing strategy over time.
* In an increasingly copy-cat economy, the new basis of competition is business model innovation.
* Unfortunately, the work of business model innovation is too often left undone, at great cost to the organization's longer term growth opportunities and its profitability. This gap is the outcome of marketing's role increasingly being defined around demand generation and brand communications in increasingly fragmented channels, roles that have required many new marketing subspecialties.
* The CMO is ideally suited to facilitate business model strategy decisions, decisions that must be made by the leadership team as a whole.
* Deploying the CMO to facilitate business model innovation will align brand and business strategy, benefiting the success of both.
Blackdot White Paper - Sales Force Effectiveness is Dead or is iteviang
The document discusses opportunities for pharmaceutical companies to improve sales force effectiveness. It identifies five actionable opportunities: 1) Understanding what truly defines sales performance in the absence of prescribing data, 2) Optimizing the call coverage model based on product maturity, 3) Fixing the broken linear sales model in favor of a dynamic buyer-centric dialogue, 4) Managing team performance dynamically rather than with a one-size-fits-all approach, and 5) Incentivizing behaviors to drive change and acquire a true performance culture. The document argues that sales force effectiveness is not dead for pharmaceutical companies by returning to these core fundamentals.
Drip Marketing: Marketers Guide to Lead NurturingRegalix
Drivers
Longer sales cycle
Only 20% of leads are followed up
Sales typically disqualifies 70% of leads based on lack of budget,timing, etc.
80% of those “bad leads” do go onto buy within 24 months
Need for lead management
Benefits
Lower lead acquisition cost
Increase retention rates
An estimated 70-90% of leads generated by marketing are never followed-up with by sales
Nurture program that sends out series of messages on a timely basis
Initiates conversation with prospects and customers over a period of time
Maps Content to the customer decision making cycle
Scores leads to understand where they are in the decision making cycle
Reclassifies leads based on
engagement
Keeps the leads warm till they're ready to buy!
According to the Direct Marketing Association, a prospect will need to see/hear your message 3 times to recognize you and a minimum of 9 times to make a sale
Outcome
Closes the lead management gap
Improves ROI of marketing spend by ‘plugging the leaks’ in lead management
Keeps your prospects engaged through targeted content decision makingcycle
Improves quality of leads
Take Aways
Increased lead conversion rates
Shorter & effective sales cycle
Better qualified leads
Customer Engagement Strategies Overview
The ADM Professional Community is a living example of the compelling value proposition for online communities that serve the automotive industry. ADM serves as proof that the impact of Social Media on the automotive vertical is more significant than widely understood. Be sure to visit the ADM Professional Community at http://www.AutomotiveDigitalMarketing.com or the acronym URL at http://www.ADMPC.com or the Twitter URL at http://ADM.fm today, and don’t just be a Lurker... Join!
The document discusses the importance of customer relationship management (CRM) for businesses. It notes that businesses lose up to 50% of their customers over 5 years, and that retaining existing customers is 6-7 times cheaper than acquiring new ones. CRM is presented as a business strategy focused on understanding customer needs and providing satisfying experiences across channels to improve retention, loyalty and profits. The key aspects of CRM involve organizing around customer segments, fostering satisfying customer behaviors, and linking processes from customers to suppliers.
You have the power to create the success you have always wanted. By understanding that you are accountable, and have a choice, you can take action towards success.
At the June Southern NH Hubspot User Group (SNHHUG) event, Al Biedrzycki, Channel Marketing Manager at HubSpot, presented on SEO and how branding can affect your randkings. You can check him out on LinkedIn here: www.linkedin.com/in/alecbiedrzycki or @albiedrzyckion Twitter.
SNHHUG events are great opportunities to talk about Inbound Marketing in a practical and tactical way and to dissect Hubspot and its capabilities for automating Inbound Marketing.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
The Art of the Hand-Off, featured Phone Works founder Anneke Seley and Act-On Software CMO Atri Chatterjee as presenters.
This webinar focused on the handoff of leads between marketing and sales, using a simple formula: “Strategy + Process + People + Technology = Increased revenue results and decreased cost.”
Organizations can spend a high percentage of their marketing budget on lead generation efforts, only to find that their leads aren't converting. Finding qualified leads has become more challenging than ever before, while making marketing planning and prospect nurturing more critical.
Watch Finding & Nurturing the Right Prospects and gain a deeper understanding of strategies for identifying and nurturing high-value leads in a challenging economy.
The document discusses 5 key initiatives and goals for b2b marketers in 2013 based on a webinar by SalesFUSION. It summarizes the performance of b2b marketing in 2012, including the rise of content marketing and challenges in proving ROI from social media. The top 5 goals for 2013 are identified as improving website visibility, focusing social media strategy, better aligning marketing and sales, implementing lead management processes, and adopting the right technology. Specific tactics are suggested for each goal area.
This white paper discusses why small businesses are experiencing a decline in lead volume and quality, and acts as a step-by-step guide for lead generation in "the new normal".
This document provides an overview of marketing services for single source companies offered by Oceancom. It discusses how companies are increasingly offering turnkey solutions and the challenges of marketing these capabilities with limited resources. Oceancom offers a hybrid marketing solution using small teams of experienced professionals to develop marketing plans, branding, communications, and sales support at a lower cost than large agencies. The document outlines Oceancom's services and advantages and suggests companies may be making marketing errors if materials are outdated, online presence is weak, or marketing lacks the proper calibre or perspective to attract large customers.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's needs.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Improving marketing in B2B using Social Networking Dr.Hakan Tetik
The idea is very basic: Corporates should have their own facebook platforms expecially for their field services like sales, services and marketing. Employees or channels which are in cooperation with the main body of the echosystem can better teach each other, can better compete and can better collaborate - let them do but listen carefully !
The document discusses how to build high-performance marketing teams. It finds that most organizations now have integrated marketing teams that combine both digital and traditional functions. Skills are ranked by importance, with core marketing skills like strategy, customer insight, and analytics seen as most important. The skills matrix shows which skills typically sit within marketing versus being outsourced. It concludes that marketing is becoming more specialized, requiring teams to develop expertise in new digital areas while still maintaining integration across channels. Outsourcing certain skills and collaborating with other departments like IT are also discussed as ways to build an effective modern marketing team.
Selling Content Marketing Software to the C-SuiteCompendium
Selling Content Marketing Software up to the C-Suite can be a challenge for a number of different reasons. Our latest 8 page guide aims to solve that problem by providing you with what each person in the C-Suite is worried about and specific examples of how to speak to each person.
Why marketing automation is indispensible (Shimon Ben Ayoun)B2B Marketing Forum
This document discusses the growing importance and value of marketing automation. It notes that marketing automation software acquisitions totaled over $6 billion from 2010 to 2013 as tools became indispensable. The main challenges for marketing include an expected 20-fold increase in digital data by 2020, empowered customers who complete most of the buyer journey without sales, and pressure to prove marketing ROI. The document advocates for lead nurturing programs to guide customers through personalized, behavior-driven communications. It also emphasizes using automation to improve sales and marketing alignment by delivering better leads and enabling sales to engage opportunities. Analysis of marketing campaigns and attributed revenue is presented as a way to demonstrate accountability through data-driven reporting.
Presentation deck from a March 22nd, 2012 webinar in which Fifth Third Bank shared their story of how they worked with Forum to implement a customer focused sales strategy.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
It's not your grandmother's lean anymore!Business901
The document discusses applying Lean principles to marketing and sales. It suggests that Lean can be used as a knowledge creation model through the Plan-Do-Check-Act (PDCA) cycle. This allows for continuous improvement through frequent small changes rather than massive breakthroughs. The document also discusses mapping the customer decision-making process and matching internal resources to build support networks and sales/marketing teams. Overall it advocates focusing on the customer experience and journey to create purposeful interactions through a system of flexible touchpoints.
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