Sales only closes 2% of MQLs. We can do better. Here are some tools & tactics to help salespeople convert more inbound leads into active sales conversations.
We’ve gathered the most surprising, horrifying and enlightening sales statistics on cold calling, social selling, sales training and much more.
Whether you are a sales rookie or an experienced veteran, these 21 sales stats will knock your socks off and perhaps inspire you to improve the way you sell.
Struggling to get your sales and marketing teams to work together? Are arguments of lead definition and hand offs causing you to lose deals? You're not alone. Get our top 9 recommendations for aligning your sales and marketing teams for efficient lead generation, prospect nurture, and revenue growth. Learn more at www.clarityqst.com
Search Marketers are the new Data Driven StorytellersTim Mayer
Keynote presentation given at the SEMPDX Searchfest conference in Portland discussing topics such as data storytelling, ad storytelling, cross channel measurement, cross channel advertising and attribution.
It’s always been difficult to quantify the effectiveness of marketing, as illustrated by the popular John Wanamaker quote: “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” However, our survey of over 600 U.S. marketers shows some CAN prove marketing’s contribution to revenue with confidence. What’s their secret?
Check out the “5 Habits of Highly Effective Marketers” to see what they’re doing differently to succeed and how you can, too.
Marketing innovations and channels that we are thankful for:
- Text Message Marketing
- Email Marketing
- Search Engine Marketing
- Social Media Marketing
We’ve gathered the most surprising, horrifying and enlightening sales statistics on cold calling, social selling, sales training and much more.
Whether you are a sales rookie or an experienced veteran, these 21 sales stats will knock your socks off and perhaps inspire you to improve the way you sell.
Struggling to get your sales and marketing teams to work together? Are arguments of lead definition and hand offs causing you to lose deals? You're not alone. Get our top 9 recommendations for aligning your sales and marketing teams for efficient lead generation, prospect nurture, and revenue growth. Learn more at www.clarityqst.com
Search Marketers are the new Data Driven StorytellersTim Mayer
Keynote presentation given at the SEMPDX Searchfest conference in Portland discussing topics such as data storytelling, ad storytelling, cross channel measurement, cross channel advertising and attribution.
It’s always been difficult to quantify the effectiveness of marketing, as illustrated by the popular John Wanamaker quote: “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” However, our survey of over 600 U.S. marketers shows some CAN prove marketing’s contribution to revenue with confidence. What’s their secret?
Check out the “5 Habits of Highly Effective Marketers” to see what they’re doing differently to succeed and how you can, too.
Marketing innovations and channels that we are thankful for:
- Text Message Marketing
- Email Marketing
- Search Engine Marketing
- Social Media Marketing
LinkedIn Strategies for Social Selling #2John Lilly
This presentation focuses on 3 strategies to help propel your business through the marketing landscape.
We dive into partnerships, e-commerce, and the need for having a process.
Francois Ruf - How to make Social truly actionable for sales, marketing and c...OpenKnowledge srl
We are living in super connected world sharing billings of posts each day. Social Media changed the way how we consume information and interact. Did you know that your customers are 57% through the buying cycle before they contact you? Social data is a great way to get real time insights into your customers journey, planning and optimizing campaigns, generate leads or discover and nurture relationships with influencers. We will show you how to make social actionable
Statistics are amazing, thought provoking and easy to remember. These 21 sales stats may not shape your sales strategy but will give you an insight into how salespeople approach their roles. And let's face it... Who doesn't enjoy a good stat!
Content marketing is inescapable. But proving it's efficacy can be much more elusive. Emily Burkhart of Stryde shares her approach to quantifying and proving the value of content marketing campaigns. Presentation originally given at Inbound Marketing SLC: Content Marketing Focus on August 6, 2015.
In this webinar, Surveypal's CMO and MelloVR's founder & CEO Sointu Karjalainen discusses how you can use inbound marketing to beat your competition. Where to focus to crush your competition with zero advertising budget, from increasing your visibility on the web to converting visitors into leads at a higher rate. In this 30-40 minute session, you'll learn:
- How to turn your website into a magned of interest (TOFU)
- Learn from the masters of conversions like Google, Amazon and Netflix (MOFU)
- Learn how closed loop analytics is the key to finding out where you should focus your marketing
Sales organizations everywhere can learn critical lessons from Billy Beane, the general manager of the low-budget, down-market Oakland A’s. Beane could see baseball executives were assigning value to the wrong attributes.
Here are five moneyball metrics that sales execs can’t afford to miss:
1. Pipeline Velocity
2. Winning Percentage
3. Closing Speed
4. Acquisition Cost
5. New Logos
What metrics are keeping your sales team from closing home runs? Check out this executive brief to find out.
Marketing Automation is becoming one of the fastest growing, most valuable tools in the Marketing industry. With any technology, new on the scene, comes doubts and misconceptions. We’ve shed the light on 8 common myths to help you unravel the world of marketing automation.
Here are eight marketing automation myths exposed and dispelled by our marketing operations experts.
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...R2integrated
View R2integrated VP, Digital Marketing Eric Jones's presentation given at SMX Advanced Seattle 2011, as he answers the question: Human vs. Machine: What’s The Best Way To Manage Paid Search?
10 Golden Rules of Online Marketing - Version 10Affiliate Summit
This presentation is from Affiliate Summit East 2016 (July 31-August 2, 2016 in New York City, NY). Session description: On the tenth anniversary of the groundbreaking 10 Golden Rules of Online Marketing we will examine the ten core strategies for successful digital marketing and 10 breakthrough case studies.
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted EmailsEtix
This Etix Live email marketing panel focuses on the power of segmentation, personalization and automation. Participants include:
Palmer Houchins - MailChimp
Samantha Sawyer - SMG Richmond
Zack Wright - Rockhouse Partners
Megan Feltes - Etix
Gamification in B2B Marketing is about addiction, not gamesWhite Rhino
Research shows we are all born with a desire to play games. Marketers can take advantage of that desire, not by creating games, but by using game mechanics to drive desired behaviors. This slideshare explores what gamification is and 5 examples that B2B brands can emulate.
Is you’re social media marketing working out?Isaac La Buguen
Measuring the success of Social Media marketing can be a daunting task, as business owners and CFO's at large are not accustomed to spending money because you have too, or because everyone else is doing it. In a dollars-in and dollars-out world, its imperative to correlate activity to value and understand how your influence on the web translates to transactions at the registrar.
Flying blind will either keep you on the sidelines with other ole timers who are still debating the power of the web or prevent your company from taking advantage of opportunities to engage prospects at every stage of your pipeline. Find out how to effectively measure the success of your social media marketing initiatives by viewing this presentation today.
LinkedIn Strategies for Social Selling #2John Lilly
This presentation focuses on 3 strategies to help propel your business through the marketing landscape.
We dive into partnerships, e-commerce, and the need for having a process.
Francois Ruf - How to make Social truly actionable for sales, marketing and c...OpenKnowledge srl
We are living in super connected world sharing billings of posts each day. Social Media changed the way how we consume information and interact. Did you know that your customers are 57% through the buying cycle before they contact you? Social data is a great way to get real time insights into your customers journey, planning and optimizing campaigns, generate leads or discover and nurture relationships with influencers. We will show you how to make social actionable
Statistics are amazing, thought provoking and easy to remember. These 21 sales stats may not shape your sales strategy but will give you an insight into how salespeople approach their roles. And let's face it... Who doesn't enjoy a good stat!
Content marketing is inescapable. But proving it's efficacy can be much more elusive. Emily Burkhart of Stryde shares her approach to quantifying and proving the value of content marketing campaigns. Presentation originally given at Inbound Marketing SLC: Content Marketing Focus on August 6, 2015.
In this webinar, Surveypal's CMO and MelloVR's founder & CEO Sointu Karjalainen discusses how you can use inbound marketing to beat your competition. Where to focus to crush your competition with zero advertising budget, from increasing your visibility on the web to converting visitors into leads at a higher rate. In this 30-40 minute session, you'll learn:
- How to turn your website into a magned of interest (TOFU)
- Learn from the masters of conversions like Google, Amazon and Netflix (MOFU)
- Learn how closed loop analytics is the key to finding out where you should focus your marketing
Sales organizations everywhere can learn critical lessons from Billy Beane, the general manager of the low-budget, down-market Oakland A’s. Beane could see baseball executives were assigning value to the wrong attributes.
Here are five moneyball metrics that sales execs can’t afford to miss:
1. Pipeline Velocity
2. Winning Percentage
3. Closing Speed
4. Acquisition Cost
5. New Logos
What metrics are keeping your sales team from closing home runs? Check out this executive brief to find out.
Marketing Automation is becoming one of the fastest growing, most valuable tools in the Marketing industry. With any technology, new on the scene, comes doubts and misconceptions. We’ve shed the light on 8 common myths to help you unravel the world of marketing automation.
Here are eight marketing automation myths exposed and dispelled by our marketing operations experts.
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...R2integrated
View R2integrated VP, Digital Marketing Eric Jones's presentation given at SMX Advanced Seattle 2011, as he answers the question: Human vs. Machine: What’s The Best Way To Manage Paid Search?
10 Golden Rules of Online Marketing - Version 10Affiliate Summit
This presentation is from Affiliate Summit East 2016 (July 31-August 2, 2016 in New York City, NY). Session description: On the tenth anniversary of the groundbreaking 10 Golden Rules of Online Marketing we will examine the ten core strategies for successful digital marketing and 10 breakthrough case studies.
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted EmailsEtix
This Etix Live email marketing panel focuses on the power of segmentation, personalization and automation. Participants include:
Palmer Houchins - MailChimp
Samantha Sawyer - SMG Richmond
Zack Wright - Rockhouse Partners
Megan Feltes - Etix
Gamification in B2B Marketing is about addiction, not gamesWhite Rhino
Research shows we are all born with a desire to play games. Marketers can take advantage of that desire, not by creating games, but by using game mechanics to drive desired behaviors. This slideshare explores what gamification is and 5 examples that B2B brands can emulate.
Is you’re social media marketing working out?Isaac La Buguen
Measuring the success of Social Media marketing can be a daunting task, as business owners and CFO's at large are not accustomed to spending money because you have too, or because everyone else is doing it. In a dollars-in and dollars-out world, its imperative to correlate activity to value and understand how your influence on the web translates to transactions at the registrar.
Flying blind will either keep you on the sidelines with other ole timers who are still debating the power of the web or prevent your company from taking advantage of opportunities to engage prospects at every stage of your pipeline. Find out how to effectively measure the success of your social media marketing initiatives by viewing this presentation today.
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 NeosTYPO3 Nederland
Bouw je eerste site met TYPO3 Neos (voorheen TYPO3 Phoenix). In deze presentatie vertelt Rens op welke wijze je je eerste website bouwt in TYPO3 Neos. TYPO3 Neos is er bijna (op moment van conferentie in beta), dus hot.
TYPO3 Neos is de toekomst.
Rens Admiraal
Rens Admiraal is een freelance webdeveloper / coach en Senior Software Architect bij Beech Applications uit Venlo.
Rond zijn 14e is Rens begonnen met 'programmeren', toen nog door het analizeren van code snippets op prehistorische computers. Door telkens opnieuw nieuwe uitdagingen aan te gaan heeft Rens meerdere talen geleerd, en heeft hij meegewerkt aan een breed scala aan web projecten. Nu is Rens TYPO3 Flow / TYPO3 Neos core lid en werkt hier vooral aan de Javascript kant van TYPO3 Neos.
Bij verschillende bedrijven heeft Rens gezien hoe ontwikkeling in verschillende mates van structuur gedaan kan worden. Langzaamaan heeft dit geleid tot een grote interesse voor ontwikkel structuur, continues integration, automatisch testen en code kwaliteit. Nu helpt Rens bij het opzetten van ontwikkelomgevingen en het trainen van ontwikkelaars om in zo'n omgeving te werken.
Rens woont in Ede met zijn vrouw en 3 zoons, speelt basgitaar en houdt ervan om af en toe wat druk van de ketel te halen op een (beach)volleybalveld.
How organizations "Sell" has changed. Those who get it will flourish while those who don't will die. Here are some great stats and thoughts on what selling has become. Enjoy. ~ Bryan
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]HubSpot
When a lead becomes sales-qualified, a whole set of human challenges come to the fore. Inbound Marketing may have created that opportunity, but Sales is where it will – or won’t – get closed. Dave McLaughlin digs into that distinction, going beyond the ways that Inbound Marketing creates value for Sales to identify where it can cause close rates to drop if you’re not careful. Includes specific solutions for overcoming the top ten obstacles to increasing your close rate and making your team happier and more productive.
Modern marketers aren’t content to just create leads. They play a critical role in driving sales. Not just in the top of the funnel, but the middle and below. Learn the 4 secrets that leading marketing teams — and KnowledgeTree customers — have learned to help drive revenue to close.
Sales is undergoing a radical and fundamental change in response to the evolving demands of a more informed and increasingly digital world of prospects. HubSpot CRO Mark Roberge interviewed nine thought leaders regarding their predictions on the Future of Sales.
Presentation by Paul Everett at the B2B Summit 2013, London. Uncut, with a whole extra bonus 6 or 7 slides.
Here's the first six sins (see the presentation for number seven!):
One: data: we didn’t know you existed
Two: Brand: you didn’t know we existed
Three: Content: we tried to appeal to everyone
Four: Calls to action: we left you on your own
Five: Sales alignment: no-one followed up the leads
Six: Focus: we didn’t have time to equip sales to sell
eFactor: Why Customer Experience is the Next Big Thing in SalesBarbara Giamanco
Customer experience makes a big difference in selling today.Every touch point in the process from moving someone to an interested buyer to a customer for life. How well do you stack up?
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...Hanapin Marketing
With more content available than ever before, consumers are inundated with choices for how and where they spend their time. But this unlimited content presents a challenge for marketers: consumer attention is now fractured across different sites, apps, devices, and platforms. By using the latest in research, JD will reveal how marketers can break through the noise and find growth in a digitally distracted world.
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...JD Prater
With more content available than ever before, consumers are inundated with choices for how and where they spend their time. But this unlimited content presents a challenge for marketers: consumer attention is now fractured across different sites, apps, devices, and platforms. By using the latest in research, JD will reveal how marketers can break through the noise and find growth in a digitally distracted world.
In this whitepaper, Chris Marriott, VP of Services & Principal Consultant at The Relevancy Group, explains how brands can nurture relationships with customers along the lifecycle—all while keeping email as the glue that holds marketing channels together.
Download the paper to gain actionable insights, such as:
-How to plan for stages in the customer lifecycle that don’t end in “buy right now”
-The primary challenges marketing executives face that are related to department silos
-Using data to recognize ‘smoke signals’ that indicate consumers are ready to buy
1. How to Close More MQLs
How to Close More MQLs
Dave McLaughlin
Vsnap
2. Inside sales is growing at 15x
field sales. These reps have no
efficient way to bring emotion &
trust into buyer interactions.
Source of 15x data point: Forbes.com
18. The Very First Sales Interaction
Buyer gathers information
Buyer chooses when
to have an active
conversation
(content marketing) (sales)
BUYER
PATH
SELLER
ACTION
personal video message
phone call
email
19. Efficacy +34%
Stickiness
Increase in close rate
63%
Reps comfortable in 1 wk
+8.4x
Avg vsnaps per day
88%
Reps comfortable in 2 wks
Adoption
Revenue 3.3x
Annual Contract Value
20. Marketing & Sales Principles
MQL SQL
personas individual
personalized personal
1 to many 1 to 1
automated
interactions
manual
interactions
content &
information
emotion &
perceived risk
22. Additional Resources
Free Trial: Vsnap.com/close-more-inbound-leads
Case Study on Penn Foster’s
34% increase in close rate:
bit.ly/sales-revolution
CONTACT
Dave McLaughlin, CEO
dave@vsnap.com
@davemacboston