Businesses where sales and marketing are really working together get better results. The right CRM system joins up everything they do.

1. How to get
sales and marketing
on the same page

2. Sales and Marketing should
work closely, but sadly, 87%
of the terms they use to
describe each other are
negative.

3. Sales and Marketing should
work closely, but sadly, 87%
of the terms they use to
describe each other are
negative.
The right CRM can bring
their battle to an end!

4. Would you like to see...

5. Would you like to see...
The number of qualified
leads rising...

6. Would you like to see...
The number of qualified
leads rising...
Your cost of sales falling...

7. Would you like to see...
The number of qualified
leads rising...
Your cost of sales falling...
The length of the sales
cycles shrinking?

8. Would you like to see...
The number of qualified
leads rising...
Your cost of sales falling...
The length of the sales
cycles shrinking?
We bet you would!

9. The right CRM can
do this for you...

10. The right CRM can
do this for you...
With a little bit of
planning... And a bit
more co-operation

11. The right CRM can
do this for you...
With a little bit of
planning... And a bit
more co-operation
You can change the
way your sales and
marketing teams talk

12. There’ll be no more...

13. There’ll be no more...
We generate leads, but sales don’t follow up

14. There’ll be no more...
We generate leads, but sales don’t follow up
OR
Marketing pass on leads that are not qualified

15. ead
WITH... a utomated ln
allocatio

16. ead
WITH... a utomated ln
allocatio ee
y-to-s
Eas ales
s ts
fo recas

17. ead
WITH... a utomated ln
allocatio ee
y-to-s
Eas ales
s ts
fo recas
F
end-t ull
o
custo -end
m
pictu er
re

18. ead
WITH... a utomated ln
allocatio ee
y-to-s
Eas ales
s ts
fo recas
F
end-t ull
o
custo -end
m
pictu er
Putting sales re
and marketing
on the same
page...

19. ead
WITH... a utomated ln
allocatio ee
y-to-s
Eas ales
s ts
fo recas
Delivering
more
revenue!
F
end-t ull
o
custo -end
m
pictu er
Putting sales re
and marketing
on the same
page...

20. Follow our DOS and DON’TS to create office harmony...

21. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers

22. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning

23. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals

24. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves

25. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!

26. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads

27. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves

28. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards

29. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards
* DO arrange ‘ride alongs’ for all members of your team

30. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards
* DO arrange ‘ride alongs’ for all members of your team
* DO set up mixed ‘working teams’ to discuss improvements

31. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards
* DO arrange ‘ride alongs’ for all members of your team
* DO set up mixed ‘working teams’ to discuss improvements
* DO introduce incentives that get everyone working together

32. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards
* DO arrange ‘ride alongs’ for all members of your team
* DO set up mixed ‘working teams’ to discuss improvements
* DO introduce incentives that get everyone working together
* DON’T introduce incentives that set teams on different paths

33. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards
* DO arrange ‘ride alongs’ for all members of your team
* DO set up mixed ‘working teams’ to discuss improvements
* DO introduce incentives that get everyone working together
* DON’T introduce incentives that set teams on different paths
* DO provide public recognition of achievements

34. Follow our DOS and DON’TS to create office harmony...
* DO encourage regular reviews between sales and marketing managers
* DO encourage joint territory planning
* DO set shared goals, as well as individual goals
* DON’T let them decide what’s successful all by themselves
* DON’T create a culture of competition - it will backfire!
* DO create measurements for scoring your leads
* DON’T let either team decide that criteria for themselves
* DO tell everyone what each team is working towards
* DO arrange ‘ride alongs’ for all members of your team
* DO set up mixed ‘working teams’ to discuss improvements
* DO introduce incentives that get everyone working together
* DON’T introduce incentives that set teams on different paths
* DO provide public recognition of achievements
* DON’T give public criticism for things that didn’t work

35. Checklist...

36. Checklist...
› Got the right CRM?

37. Checklist...
› Got the right CRM?
› Got clear goals and measurement
› criteria?

38. Checklist...
› Got the right CRM?
› Got clear goals and measurement
› criteria?
› Got joint incentives in place?

39. Checklist...
› Got the right CRM?
› Got clear goals and measurement
› criteria?
› Got joint incentives in place?
› Got sales and marketing
› managers meeting regularly?

40. Checklist...
› Got the right CRM?
› Got clear goals and measurement
› criteria?
› Got joint incentives in place?
› Got sales and marketing
› managers meeting regularly? Once you’ve ticked all those
boxes you’re on the road to
ticking the best ones of all.

41. Checklist...
› Got the right CRM?
› Got clear goals and measurement
› criteria?
› Got joint incentives in place?
› Got sales and marketing
› managers meeting regularly? Once you’ve ticked all those
boxes you’re on the road to
ticking the best ones of all.
Better lead generation,
management, conversion
and ultimately revenue.

42. To find out more, download our eGuide:
Dance to your tune:
how to get your team
excited about a new Dance to
your tune
CRM implentation
how to get your team
excited about a new crm
implementation