The document discusses the conflict between sales and marketing teams over lead qualification criteria. Marketing favors more lenient criteria to generate more leads, while sales prefers stricter criteria to get higher-quality leads and maintain conversion rates. This can be resolved by introducing a separate lead qualification process and nurturing non-qualified leads in a CRM system instead of dropping them, so that marketing goals are met without overloading the sales team. Both assumptions - that qualification must be done by either function and that non-qualified leads must be dropped - are invalid.
This document discusses lead nurturing by outlining why it is important, how the process works, who is involved, and providing examples. It explains that lead nurturing maximizes sales output by balancing acquiring more leads with focusing on higher quality leads. The process involves content marketing to identify leads, conversation management to qualify them, and engagement tracking to move them through the sales funnel. It provides metrics showing the typical flow of visitors through identification, registration, presentations, and sign-ups. It concludes by inviting contact for more information on lead nurturing services.
The document discusses business and marketing planning, noting that business planning is an ongoing process to prepare for the future and reach goals in the short and long term, while a marketing plan details marketing strategies, objectives, and responsibilities. It also discusses the importance of strategic planning in identifying opportunities and matching competencies to market needs, as well as the role of ethics and a company's mission and vision in guiding planning. The levels of planning within an organization should be integrated to benefit the whole.
Lead Nurturing Beyond The Toolset 90octane90octane
Lead Nurturing: Beyond the Toolset - by 90octane. Learn how to develop a lead nurturing strategy to increase prospect engagement, sales qualified leads, and the profitability of a lead generation program.
* The presentation includes a form with a link to the recorded webinar. *
SIGMA Marketing Group helps companies maximize their return on investment from marketing spend through data-driven customer segmentation, strategic multi-channel communication programs, and marketing optimization techniques. They analyze multiple customer data sources to understand each customer's needs and develop personalized marketing messages. SIGMA's proprietary analytics technology provides insights into who is most likely to buy, retain, or upsell in order to guide targeted marketing strategies across channels like email, mobile, and direct mail. Their end-to-end solutions combine analytics, creative design, and production capabilities to build brands and drive corporate revenue through more profitable customer relationships.
MCG is a full-service marketing firm headquartered in Denver, Colorado that exclusively serves B2B companies. They have 15 employees across marketing strategy, research, creative services, website development, and demand generation. MCG delivers competitive advantages to clients through creative strategies, creative services, and demand generation. They offer strategic marketing, creative services, and demand generation services to help clients accelerate sales. MCG has over 200 years of combined experience in B2B technology marketing.
Paul Writer is an advisory firm that helps clients develop marketing, branding, and communications strategies. The firm was founded by Jessie Paul, an expert in brand internationalization and frugal marketing. Paul Writer brings expertise in both offline and online marketing innovations to help reposition brands in a cost-effective manner. The firm's services include marketing strategy design, implementation reviews, professional development, and assisting with a client's marketing function. Paul Writer's approach to developing a marketing strategy involves discovery, positioning, expression, and action.
This document provides information about becoming a product manager, including the role and career path. It discusses the anatomy of a PM, including both soft skills and functional skills. It then covers several aspects of the "productizing" process including understanding value, creating value, capturing value, communicating value, and delivering value. Finally, it provides some tips for progression as a PM and reasons to obtain an MBA or certification.
Inbound marketing is essential for all remodelers that want to grow their business. Marketing has changed and it's time to start attracting leads and customers from your website.
This document discusses lead nurturing by outlining why it is important, how the process works, who is involved, and providing examples. It explains that lead nurturing maximizes sales output by balancing acquiring more leads with focusing on higher quality leads. The process involves content marketing to identify leads, conversation management to qualify them, and engagement tracking to move them through the sales funnel. It provides metrics showing the typical flow of visitors through identification, registration, presentations, and sign-ups. It concludes by inviting contact for more information on lead nurturing services.
The document discusses business and marketing planning, noting that business planning is an ongoing process to prepare for the future and reach goals in the short and long term, while a marketing plan details marketing strategies, objectives, and responsibilities. It also discusses the importance of strategic planning in identifying opportunities and matching competencies to market needs, as well as the role of ethics and a company's mission and vision in guiding planning. The levels of planning within an organization should be integrated to benefit the whole.
Lead Nurturing Beyond The Toolset 90octane90octane
Lead Nurturing: Beyond the Toolset - by 90octane. Learn how to develop a lead nurturing strategy to increase prospect engagement, sales qualified leads, and the profitability of a lead generation program.
* The presentation includes a form with a link to the recorded webinar. *
SIGMA Marketing Group helps companies maximize their return on investment from marketing spend through data-driven customer segmentation, strategic multi-channel communication programs, and marketing optimization techniques. They analyze multiple customer data sources to understand each customer's needs and develop personalized marketing messages. SIGMA's proprietary analytics technology provides insights into who is most likely to buy, retain, or upsell in order to guide targeted marketing strategies across channels like email, mobile, and direct mail. Their end-to-end solutions combine analytics, creative design, and production capabilities to build brands and drive corporate revenue through more profitable customer relationships.
MCG is a full-service marketing firm headquartered in Denver, Colorado that exclusively serves B2B companies. They have 15 employees across marketing strategy, research, creative services, website development, and demand generation. MCG delivers competitive advantages to clients through creative strategies, creative services, and demand generation. They offer strategic marketing, creative services, and demand generation services to help clients accelerate sales. MCG has over 200 years of combined experience in B2B technology marketing.
Paul Writer is an advisory firm that helps clients develop marketing, branding, and communications strategies. The firm was founded by Jessie Paul, an expert in brand internationalization and frugal marketing. Paul Writer brings expertise in both offline and online marketing innovations to help reposition brands in a cost-effective manner. The firm's services include marketing strategy design, implementation reviews, professional development, and assisting with a client's marketing function. Paul Writer's approach to developing a marketing strategy involves discovery, positioning, expression, and action.
This document provides information about becoming a product manager, including the role and career path. It discusses the anatomy of a PM, including both soft skills and functional skills. It then covers several aspects of the "productizing" process including understanding value, creating value, capturing value, communicating value, and delivering value. Finally, it provides some tips for progression as a PM and reasons to obtain an MBA or certification.
Inbound marketing is essential for all remodelers that want to grow their business. Marketing has changed and it's time to start attracting leads and customers from your website.
The document describes an experiment conducted by MECLABS to determine the optimal time to stop a teleprospecting campaign by analyzing data on leads generated over 29 days, finding that while 61.3% of leads were obtained in the first day, pursuing calls up to day 15 yielded an additional 21.6% of leads but diminishing returns after that point.
The document discusses key analyses that can help managers drive growth, including a MAP analysis to understand where growth is occurring compared to plans, a capacity vs opportunity analysis to determine if the sales organization is properly sized and structured to capture opportunities, and a territories gains vs losses analysis to identify high performing territories. The analyses require strong data and provide insights to adjust sales strategies, organizations, and execution.
This document summarizes the services provided by Focus To Grow to help companies achieve sales growth. They take a holistic three-step approach using market research, inbound marketing, and sales enablement. Their services include prospect attraction planning, lead generation websites, sales enablement training, and business model innovation consulting. They have expertise across multiple industries and can help stalled companies increase their sales and leads.
monetising social media - Farmville is one of the greatest success stories of Facebook. Hear from our social media expert as they discuss the business model behind virtual games and how to make revenue from a space that many thought was unmonetisable. Attend this session to find out more about monetising advertising in social media, virtual goods, conversion incentives, effective data capture and the opportunities for gaming companies and affiliates.
Kolota Creative Marketing provides innovative marketing and communications solutions through a full range of services. They can help solve marketing problems at any level in an organization through three service modules tailored for senior leadership, functional managers, and product/program managers. With over 25 years of experience, Kolota has developed marketing solutions for 35 companies across multiple business sectors. Their approach involves immersing themselves to understand a client's "Brand DNA" and position them for maximum marketing returns.
How Marketers Are Transforming Mounting Pressure, Challenges into Revenues B2B Lead Roundtable
Jen Doyle, Lead Author of the 2012 B2B Marketing Benchmark Report and Kaci Bower will guide you through a five-step funnel-optimization process that drive real marketing results to end 2011 with a bang.
LOJINE provides marketing and sales consulting services to help clients improve their strategies and results. Their services include marketing and sales plans, e-marketing utilization, marketing outsourcing, and more. They aim to deliver value through expertise in consulting, strategies, and outsourcing from strategy development through execution.
The document discusses how marketing automation can help sales teams connect with customers better. It notes that 70% of qualified website leads will buy within 12 months but companies are disconnected from customers during the buying process. Marketing automation allows companies to capture lead information, understand engagement and readiness, and provide personalized communications to prospects. This helps sales teams qualify leads faster and close more deals.
Lead Nurturing: The Blueprint for Building Successful CampaignsG3 Communications
This webinar will present case study examples and guidance around how marketers can successfully build successful lead nurturing campaigns, with specific insights into:
The Right Content Offers for Nurturing Programs
Customizing Email Offers/Landing Pages for Nurture Campaigns
Developing the right cadence and sequence to increase relevancy and response
Walk Before You Run with Marketing Automation: 5 Baby-Steps to Lead Nurturing...G3 Communications
The document describes the key components of a GoToWebinar attendee viewer, which includes a viewer window and control panel. The viewer window is where the attendee watches the webinar presentation. The control panel allows the attendee to interact with features like typing questions, changing views, and muting/unmuting audio.
The document discusses how to turn clients into advocates by getting more and better referrals. It outlines key learning objectives around differentiating marketing from sales, identifying the right clients, articulating value, and turning more clients into advocates who provide referrals. The workshop then covers topics like developing a client profile, crafting an effective value proposition, using attraction marketing, exceeding client expectations, and implementing a Client Advocacy Process to tap into clients' circles of influence and become a stronger advocate.
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
This document outlines a 7 step system for marketing success for small businesses. The steps include: 1) Building a marketing foundation with strategy, ideal customer definition, and remarkable difference. 2) Creating educational content. 3) Generating leads through nurture marketing, current customers, referrals, and new prospects. 4) Converting leads through trials and predictable processes. 5) Delighting customers to fuel other marketing engines. 6) Harnessing the internet through social media. 7) Implementing the system through a consistent calendar. The overall system is designed to help small businesses effectively attract and convert prospects at each stage of the customer journey.
Ebg Qualifications Info And Case Studies 7 12 12valpeck
East Bay Group is a marketing and CRM consulting firm with over 20 years of experience. They focus on developing marketing and CRM strategies and ensuring execution through tactical implementation. Their approach involves assessing clients' organizations, creating customer journey maps, developing initiatives to close gaps, and generating requirements and managing bid processes for marketing technology solutions. They help clients improve processes, leverage data insights, and drive growth through optimized marketing and customer relationship programs.
This document provides credentials for Philip H. Drash of PHD Marketing Solutions. It outlines his 20+ years of diverse marketing experience across industries, specializing in strategic planning, direct marketing campaigns, and delivering quick results. It also notes his accomplishments in leadership, teaching, and networking. The document aims to demonstrate how Drash's experience across various marketing areas including product management, communications, and business development can benefit clients.
The ignite programme provides tools, skills and knowledge to help companies work with desired customers, increase profitable sales, and deliver great value through motivating employees to communicate key messages. The programme consists of 3 areas - Review, Develop, and Grow - which help companies assess their current situation, build processes and sales capabilities, and develop their people. Common questions about the programme relate to its structure, timelines, and potential hiring needs to support new marketing initiatives.
The document provides guidance on strengthening sales presentations through the use of verbal and visual tools. It discusses how to use word pictures, stories, humor, charts, models, brochures, testimonials and more to improve buyer understanding, retention and sense of value. Tips are provided for various visual aids and demonstrations to keep the buyer engaged and help prove claims. The goal is to use multimedia tools strategically to best address buyer needs and reinforce the core message.
This document discusses 4 ways to make sales conversations count. It identifies the two key skills needed as skill and will. The 4 success drivers that differentiate top performers are then discussed as integrated beliefs, goal transparency, initiative, and emotional intelligence. These drivers are explained in more detail, with integrated beliefs discussed as having confidence in your abilities and beliefs about what you do and offer. The document encourages attendees to think about how these drivers can be seen in action and provides information on an upcoming course and book on moving sales conversations forward.
The document describes an experiment conducted by MECLABS to determine the optimal time to stop a teleprospecting campaign by analyzing data on leads generated over 29 days, finding that while 61.3% of leads were obtained in the first day, pursuing calls up to day 15 yielded an additional 21.6% of leads but diminishing returns after that point.
The document discusses key analyses that can help managers drive growth, including a MAP analysis to understand where growth is occurring compared to plans, a capacity vs opportunity analysis to determine if the sales organization is properly sized and structured to capture opportunities, and a territories gains vs losses analysis to identify high performing territories. The analyses require strong data and provide insights to adjust sales strategies, organizations, and execution.
This document summarizes the services provided by Focus To Grow to help companies achieve sales growth. They take a holistic three-step approach using market research, inbound marketing, and sales enablement. Their services include prospect attraction planning, lead generation websites, sales enablement training, and business model innovation consulting. They have expertise across multiple industries and can help stalled companies increase their sales and leads.
monetising social media - Farmville is one of the greatest success stories of Facebook. Hear from our social media expert as they discuss the business model behind virtual games and how to make revenue from a space that many thought was unmonetisable. Attend this session to find out more about monetising advertising in social media, virtual goods, conversion incentives, effective data capture and the opportunities for gaming companies and affiliates.
Kolota Creative Marketing provides innovative marketing and communications solutions through a full range of services. They can help solve marketing problems at any level in an organization through three service modules tailored for senior leadership, functional managers, and product/program managers. With over 25 years of experience, Kolota has developed marketing solutions for 35 companies across multiple business sectors. Their approach involves immersing themselves to understand a client's "Brand DNA" and position them for maximum marketing returns.
How Marketers Are Transforming Mounting Pressure, Challenges into Revenues B2B Lead Roundtable
Jen Doyle, Lead Author of the 2012 B2B Marketing Benchmark Report and Kaci Bower will guide you through a five-step funnel-optimization process that drive real marketing results to end 2011 with a bang.
LOJINE provides marketing and sales consulting services to help clients improve their strategies and results. Their services include marketing and sales plans, e-marketing utilization, marketing outsourcing, and more. They aim to deliver value through expertise in consulting, strategies, and outsourcing from strategy development through execution.
The document discusses how marketing automation can help sales teams connect with customers better. It notes that 70% of qualified website leads will buy within 12 months but companies are disconnected from customers during the buying process. Marketing automation allows companies to capture lead information, understand engagement and readiness, and provide personalized communications to prospects. This helps sales teams qualify leads faster and close more deals.
Lead Nurturing: The Blueprint for Building Successful CampaignsG3 Communications
This webinar will present case study examples and guidance around how marketers can successfully build successful lead nurturing campaigns, with specific insights into:
The Right Content Offers for Nurturing Programs
Customizing Email Offers/Landing Pages for Nurture Campaigns
Developing the right cadence and sequence to increase relevancy and response
Walk Before You Run with Marketing Automation: 5 Baby-Steps to Lead Nurturing...G3 Communications
The document describes the key components of a GoToWebinar attendee viewer, which includes a viewer window and control panel. The viewer window is where the attendee watches the webinar presentation. The control panel allows the attendee to interact with features like typing questions, changing views, and muting/unmuting audio.
The document discusses how to turn clients into advocates by getting more and better referrals. It outlines key learning objectives around differentiating marketing from sales, identifying the right clients, articulating value, and turning more clients into advocates who provide referrals. The workshop then covers topics like developing a client profile, crafting an effective value proposition, using attraction marketing, exceeding client expectations, and implementing a Client Advocacy Process to tap into clients' circles of influence and become a stronger advocate.
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
This document outlines a 7 step system for marketing success for small businesses. The steps include: 1) Building a marketing foundation with strategy, ideal customer definition, and remarkable difference. 2) Creating educational content. 3) Generating leads through nurture marketing, current customers, referrals, and new prospects. 4) Converting leads through trials and predictable processes. 5) Delighting customers to fuel other marketing engines. 6) Harnessing the internet through social media. 7) Implementing the system through a consistent calendar. The overall system is designed to help small businesses effectively attract and convert prospects at each stage of the customer journey.
Ebg Qualifications Info And Case Studies 7 12 12valpeck
East Bay Group is a marketing and CRM consulting firm with over 20 years of experience. They focus on developing marketing and CRM strategies and ensuring execution through tactical implementation. Their approach involves assessing clients' organizations, creating customer journey maps, developing initiatives to close gaps, and generating requirements and managing bid processes for marketing technology solutions. They help clients improve processes, leverage data insights, and drive growth through optimized marketing and customer relationship programs.
This document provides credentials for Philip H. Drash of PHD Marketing Solutions. It outlines his 20+ years of diverse marketing experience across industries, specializing in strategic planning, direct marketing campaigns, and delivering quick results. It also notes his accomplishments in leadership, teaching, and networking. The document aims to demonstrate how Drash's experience across various marketing areas including product management, communications, and business development can benefit clients.
The ignite programme provides tools, skills and knowledge to help companies work with desired customers, increase profitable sales, and deliver great value through motivating employees to communicate key messages. The programme consists of 3 areas - Review, Develop, and Grow - which help companies assess their current situation, build processes and sales capabilities, and develop their people. Common questions about the programme relate to its structure, timelines, and potential hiring needs to support new marketing initiatives.
The document provides guidance on strengthening sales presentations through the use of verbal and visual tools. It discusses how to use word pictures, stories, humor, charts, models, brochures, testimonials and more to improve buyer understanding, retention and sense of value. Tips are provided for various visual aids and demonstrations to keep the buyer engaged and help prove claims. The goal is to use multimedia tools strategically to best address buyer needs and reinforce the core message.
This document discusses 4 ways to make sales conversations count. It identifies the two key skills needed as skill and will. The 4 success drivers that differentiate top performers are then discussed as integrated beliefs, goal transparency, initiative, and emotional intelligence. These drivers are explained in more detail, with integrated beliefs discussed as having confidence in your abilities and beliefs about what you do and offer. The document encourages attendees to think about how these drivers can be seen in action and provides information on an upcoming course and book on moving sales conversations forward.
The document discusses the importance of selling and a new approach to sales. It emphasizes that selling is about helping customers solve problems through understanding their needs, suggesting options, and asking for a decision. The new style of selling involves building rapport, diagnosing issues, prescribing solutions, and structuring discussions around problem-solving rather than hard-selling. It recommends taking an analytical, curious, and balanced approach focused on the customer's perspective.
The document discusses skills needed for future success such as adaptation skills, global skills, building self-esteem, communication skills, English language skills, and technical skills. It emphasizes constant self-improvement, embracing change, passion for success, and harnessing opportunities in a globalized world. The overall message is that with the right skills and attitude, today's youth can achieve great things.
The document discusses various negotiation strategies and techniques, including when to negotiate and when not to, different negotiation styles, preparing for negotiation by understanding interests and alternatives, anchoring offers, expanding the negotiation issues, and tips for opening offers such as framing proposals optimistically within reason. It provides an overview of international negotiation concepts and best practices.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
The document provides guidance on retail selling techniques and skills. It discusses the importance of understanding customer expectations and needs. It introduces the AIDA technique for generating customer attention, interest, desire and action. Key steps in the selling process are outlined, including pre-sale preparation, opening the sale, progressing the sale through needs analysis, sales presentation, handling objections, and building post-sale relationships. Customers' motivations must be understood to effectively match products and benefits.
This event will provide Senior Managers, Entrepreneurs, Sales Managers, Human Resources Managers and Recruiters with the knowledge, insights, tools and techniques required to consistently recruit effective salespeople.
This will typically provide greater than 90% hiring accuracy, reduce staff churn by at least 30% and increase average annual sales per salesperson by 20-40%.
How To select A Sales Force That Can SellPeter Gilbert
The document discusses selecting a sales force that can sell effectively. It outlines Chally, a firm that uses assessments to help clients identify the right salespeople. The presentation covers how sales roles and needs have evolved, the importance of having a clear go-to-market strategy to guide selection, and traditional recruitment methods that often fail. It proposes using Chally's validated competency assessments to predict salesperson performance and provide an objective selection process.
This overview presentation of GTM360 Marketing Solutions includes a 4-step methodology for business development and links for marketing collateral templates.
The document discusses the evolution of a sales organization. It outlines the organization's mission to connect local consumers and businesses through digital and print offerings. It also discusses the changing sales environment and need for a more diagnostic selling approach. The sales strategy for 2010 focused on retaining, growing, and acquiring customers while preparing for transformation. Tools like increased customer data access and online training were provided to help the sales force adapt to changes. In conclusion, the author outlines improvements made and positioning for growth in 2011.
CRM Manufacturing - Birmingham 25th Jan 2012antonioferrin
This document discusses how customer relationship management (CRM) can help manufacturing companies. It defines CRM as "the company's response to the customer's control of the conversation." It explains that CRM focuses on understanding customers, their needs and value to the company. CRM helps manufacturers through initiatives like loyalty programs, customized offers and pricing, and analytical CRM to transform transactional data into customer insights and predictions. The document outlines key factors for successful CRM implementation, such as leadership from business areas, implementing in phases starting with highest ROI, communication, and defining clear metrics.
Tips on succeeding in the US market
From the Silicon Valley Association of Startup Entrepreneurs.
Part 3 of the "Accelerating Your Growth Bootcamp" session held at MaRS April 19, 2010.
This document discusses how to prove value to frugal buyers in today's market. It notes that buyers are more risk averse, overloaded, and need personalized insights that illustrate the cost of doing nothing and benefits of change. The document promotes using value marketing tools that quantify competitive advantage and the ROI of solutions to illuminate compelling issues and justify change for skeptical buyers.
This document provides information about a guest panel for the Sales Dream Team TeleBriefing hosted by The Outsourcing Institute and 3forward on November 5, 2009. The panel consists of three CEOs: Tony Coretto of PNT Marketing Services, Brenna Garratt of The Delve Group, and Pablo Hernández O’Hagan of Ingenia Group. The panelists each present on various topics related to sales, marketing, and business development in the outsourcing industry. Tony Coretto discusses database marketing challenges, opportunities, and benefits of outsourcing database marketing. Brenna Garratt covers how to build a brand as a sales accelerator. Pablo Hernández O'Hagan explains how to
JPE Inc. Consulting offers a Virtual Marketing On-Demand (VMOD) service that provides fractional marketing resources through various packaged solutions tailored for start-ups, early-stage, and growth companies. VMOD aims to help companies achieve marketing goals in a more cost-effective manner than building an in-house marketing department. Clients can access JPE's experts and processes to plan and execute marketing initiatives without having to hire and manage full-time marketing personnel.
Selling the Future
Prof Deva Rangarajan
Just when companies were able to convince their salespeople about selling solutions, a recent study pointed out to the fact that solution selling was dead. This combined with the research on procurement professionals that suggests that face to face transactional selling was a waste of time indicates that sales organizations need to rethink their approach towards equipping their sales force with the right tools to be successful. In this session we will focus on tactics used by successful salespeople.
Business Intelligence / Inteligencia de negocios (English)Cesar Perez
This document discusses business intelligence (BI) and corporate performance management (CPM). It notes that BI allows companies to better understand their business context by measuring key metrics. CPM helps ensure transparency, agility, and innovation through unified goals, budgets, reporting, and governance across departments. The document provides tips on implementing BI and CPM initiatives such as combining big projects with small quick wins, focusing on proper data aggregations for executives, and measuring the impact of transformations.
This document outlines a 12-step program to transition a company's sales function from an outside to an inside model. It advocates centralizing as many sales activities as possible, committing to digital sales opportunities, and only using outside sales as a last resort. The steps include establishing a customer service team, converting inside salespeople as primary customer contacts, centralizing opportunity management in a CRM, and retaining only highly utilized field personnel. The goal is to view sales as an inside function driven by customer service, inside sales, and promotions, with a limited role for optimized field sales.
The document discusses 7 sins of marketing and sales, including having a left or right brained organization rather than being whole brained and integrated, having a one size fits all value proposition rather than customer-focused tiered value propositions, and calling higher in the organization prematurely rather than properly qualifying leads. It provides examples and recommendations for avoiding these sins such as creating a customer-focused lead scoring system, developing value propositions focused on customer needs and objectives rather than the product, and integrating marketing and sales for a unified customer experience.
This document outlines a "Smart Selling" program to improve a vendor's sales capabilities. It discusses challenges faced by vendors and their channel partners, such as having customer needs that vary by market. The program aims to position the vendor as a proactive sales generator and equip sales teams to identify customer needs. It provides an overview of the program workflow and elements like a "Smart Selling Box" tool. Available resources from Lemon are listed to support areas like sales intelligence discovery, toolbox design, and sales generation. Finally, references and next steps are presented.
Act-on Presentation for Chicago AMA CRM EventChicago AMA
The document discusses the challenges in the marketing to sales continuum and how marketing automation can help. It notes that traditionally marketing provides sales with leads that are often of poor quality, while sales complains that not all leads are followed up on. The document then outlines how marketing automation can help by enabling marketing to better qualify, score and nurture leads before handing them off to sales based on predefined criteria. It also discusses how automation facilitates measuring the handoff process and closing the loop between lead generation and revenue.
The document discusses the need for sales enablement and revenue performance management. It notes that sales performance has declined in recent years while revenue targets have increased. It also discusses trends toward greater focus on revenue in the boardroom and by executives. The document advocates for removing silos between marketing and sales and taking a more holistic view of the buying funnel. It promotes sales enablement tools and programs to increase sales productivity and optimize sales processes. The goal is to get more qualified leads, make sales reps more productive, and help opportunities move through the sales cycle faster.
Sales & Marketing Revitalizing the Value Proposition, Keith O'Brien, Frost & ...Corporate Visions
The document summarizes Kronos' efforts to revitalize its marketing and sales value proposition through better alignment between its marketing and sales organizations. Key activities included assessing Kronos' existing value proposition, developing a new value proposition focused on addressing customers' critical business issues, translating this into new sales messaging, and ensuring adoption of the new messaging by the entire sales force. This included workshops, developing customized messages and materials, and establishing sales and marketing leadership councils. The goal was to differentiate Kronos' offerings and address slowing product growth.
The dawn of the demand centre - John Neeson, Managing Director and Co-Founder...Demand Generation Summit
John Neeson, Co-founder of Sirius Decisions, together with a panel of senior technology marketers explores the development of the demand centre. He looks at how organisations need to adapt; what should be centralised and what left to local markets; and what technologies and processes are needed to make it all work.
Similar to Lead qualification - resolving the sales and marketing conflict (20)
Accion Cloud in Practice - Cloud Comuting Platforms ClassificationAshutosh Bijoor
A framework to classify cloud computing platforms, through all the layers starting with physical hardware to software applications, along with examples
The document describes a complex sales workflow model for managing a complex sales process. It includes milestones, roles, and templates to map the process. It also describes a shared workspace to track progress, store documents and activity logs. Prioritized reports include alerts, funnel reports to identify where leads are getting stuck in the process, and metrics to understand why leads are getting stuck. Screenshots show what the shared workspace and reports may look like. It concludes by describing options for a quick start, consulting, or full implementation of the workflow model and system.
The challenges of managing a complex sales processAshutosh Bijoor
Is your sales process complex? Are you facing challenges in scaling up your sales process? What can you do about it?
These are some of the questions this presentation attempts to answer
This presentation describes the service oriented architecture of a salable web based workflow platform developed by Reach1to1 (http://www.reach1to1.com), and used in various products like On2Biz (http://www.on2.biz)
The Business Process Council has been formed with a mission to collect, produce, and enhance a common body of knowledge of Business Processes; and with it, to assist Industry to achieve productivity faster, and to assist Professionals to boost career prospects.
How can a business leverage the web? What can you do with your company web site? How can you measure the effectiveness of your web site? These are some of the questions that will be answered here.
This document introduces sales process automation and its benefits. It discusses how automating sales processes can help managers achieve more consistent sales performance by having online access to key sales data like calls, tasks, documents, and the sales pipeline. Some challenges of automation include managing change and potential resistance from salespeople. The document recommends addressing challenges through incremental change, optimizing existing information, top-down adoption with incentives, and ongoing training. A case study shows how one company overcame inconsistent performance through a two-year automation implementation that integrated systems and centralized management.
Lead qualification - resolving the sales and marketing conflict
1. Lead Qualification:
Resolving the conflict between
Sales and Marketing
1
Copyrights: Reach1to1 Technologies Pvt. Ltd.Ltd.
Copyrights: Reach1to1 Technologies Pvt.
3. What are “High Quality” leads?
3
Copyrights: Reach1to1 Technologies Pvt. Ltd.Ltd.
Copyrights: Reach1to1 Technologies Pvt.
4. Universal Lead Definition
“Most companies lack a clear definition of a sales lead –
that is their sales and marketing departments don’t agree
on a universal lead definition.”
- Brian Carrol
4
Copyrights: Reach1to1 Technologies Pvt. Ltd.Ltd.
Copyrights: Reach1to1 Technologies Pvt.
5. Can sales and marketing agree on a
common definition of a “high quality” lead?
5
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Copyrights: Reach1to1 Technologies Pvt.
6. How do sales and marketing look at leads?
OR
How do leads determine the performance of
marketing and sales?
6
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Copyrights: Reach1to1 Technologies Pvt.
7. Marketing Perspective
EDMs
Print
Ads
TV
Marketing Leads
Commercials
Spend Events Generated
& Promotional
Exhibitions Activities
Number of Leads Generated
ROI =
Marketing Spend
7
Copyrights: Reach1to1 Technologies Pvt. Ltd.Ltd.
Copyrights: Reach1to1 Technologies Pvt.
9. Sales Perspective Periodic
Sales Target
Leads
Generated Competition
Limited
Time Sales Revenue
Generated
Existing Complex Buying
Opportunities Process
Sales Orders Generated
Conversion =
Leads + Opportunities For the
Ratio current
Sales Orders x Order Value target period
Value =
Sales Target
Converted
9
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Copyrights: Reach1to1 Technologies Pvt.
10. Sales Perspective
To
Maintain Conversion Ratio
+ Maximize Value Converted:
Strict Qualification Criteria!
Max (Sales Revenue)
= Max (Qualification Criteria)
10
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Copyrights: Reach1to1 Technologies Pvt.
11. Conflict Cloud
Marketing Team
Maximize number of leads Lax Qualification Criteria
Ensure
high sales Conflict
volume
• Maintain Conversion Ratio
Strict Qualification Criteria
• Maximize Value Converted
Sales Team
11
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Copyrights: Reach1to1 Technologies Pvt.
17. Underlying Assumptions
1. Lead Qualification has to be done
either by marketing or by sales!
2. Leads that are not qualified need to be
dropped out of the funnel!
17
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Copyrights: Reach1to1 Technologies Pvt.
18. Invalid Assumptions!
1. Lead Qualification has to be done
either by marketing or by sales!
Introduce a separate, lower cost
Lead Qualification team
18
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Copyrights: Reach1to1 Technologies Pvt.
19. Invalid Assumptions
2. Leads that are not qualified need to be
dropped out of the funnel!
Nurture the leads that do not qualify in a CRM
process
19
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Copyrights: Reach1to1 Technologies Pvt.