Presentation for NISP at Coleraine Enterprise Agency on Digital Marketing for Startups. Introduction on how to use web marketing for customer acquisition.
Marketingsherpa Top 5 Lead Gen Case StudiesHubSpot
B2B marketers know that at the end of the day, it’s all about lead generation. The sales team could care less about brand awareness and value propositions. What they want are leads. And not just any leads; but good, high quality ones. This is a collection of 5 lead generation case studies.
Are robots about to take over the world? No, but if you let them, they can transform your marketing through automation.
This month our webinar was all about marketing automation. We focused on the good “robots” can do, and the many services and programs available to help make your life a little easier as a marketer. We were joined by Jon Reese, the director of digital marketing for ADP, as well as Fluid’s own Digital Marketing Director, Dustin Cederholm.
Bowery Capital - Guide To Startup Sales ToolsNic Poulos
Bowery Capital is a VC based in NYC & SF investing in early-stage business software startups. We accelerate our portfolio companies' growth by focusing squarely on support around early customer acquisition. We've helped many B2B startups build & scale sales teams and know that sometimes you need the right tools to win. So we thought it would be helpful to aggregate some of our team's & founders' learnings around early-stage sales tools that work. We hope startups will find this resulting guide to be helpful and encourage everyone to reach out via Twitter, LinkedIn or email with any feedback so we can update & improve it over time!
In London on 7th July 2015 we assembled a first rate panel of speakers to address return on investment and measurement of marketing, advertising and PR. Hugh davies from three gave a case study presentation from the UK's 4th largest mobile operator, Stella Bayles from coveragebook.com talked about using SEO measures to evaluate PR and Russell McAthy introduced the core themes of attribution. It was a very interesting and useful session for anyone who wants to get the best possible return from their marketing and communications.
Presentation for NISP at Coleraine Enterprise Agency on Digital Marketing for Startups. Introduction on how to use web marketing for customer acquisition.
Marketingsherpa Top 5 Lead Gen Case StudiesHubSpot
B2B marketers know that at the end of the day, it’s all about lead generation. The sales team could care less about brand awareness and value propositions. What they want are leads. And not just any leads; but good, high quality ones. This is a collection of 5 lead generation case studies.
Are robots about to take over the world? No, but if you let them, they can transform your marketing through automation.
This month our webinar was all about marketing automation. We focused on the good “robots” can do, and the many services and programs available to help make your life a little easier as a marketer. We were joined by Jon Reese, the director of digital marketing for ADP, as well as Fluid’s own Digital Marketing Director, Dustin Cederholm.
Bowery Capital - Guide To Startup Sales ToolsNic Poulos
Bowery Capital is a VC based in NYC & SF investing in early-stage business software startups. We accelerate our portfolio companies' growth by focusing squarely on support around early customer acquisition. We've helped many B2B startups build & scale sales teams and know that sometimes you need the right tools to win. So we thought it would be helpful to aggregate some of our team's & founders' learnings around early-stage sales tools that work. We hope startups will find this resulting guide to be helpful and encourage everyone to reach out via Twitter, LinkedIn or email with any feedback so we can update & improve it over time!
In London on 7th July 2015 we assembled a first rate panel of speakers to address return on investment and measurement of marketing, advertising and PR. Hugh davies from three gave a case study presentation from the UK's 4th largest mobile operator, Stella Bayles from coveragebook.com talked about using SEO measures to evaluate PR and Russell McAthy introduced the core themes of attribution. It was a very interesting and useful session for anyone who wants to get the best possible return from their marketing and communications.
Bridging the Gap: 6 Steps to Seamless Sales & Marketing Alignment - SlidesDemandWave
Sales and marketing are fundamentally separate departments, but their combined strength is an underestimated force. Learn 6 ways to drive more sales-qualified leads with cross-departmental alignment.
An effective MarTech stack can help you execute, evaluate and expand marketing efforts across the entire customer lifecycle. Listen in to this webinar to how to optimize your MarTech stack.
What's a Growth Stack? And why you should build one. HubSpot
It starts with a single problem. It always does. Maybe you need a few more leads to hit your number this month. Maybe you finally outgrew a system of spreadsheets. Maybe your boss challenged you to get more accurate with your reporting. So, you signed up for a piece of software to help you solve the problem and un-officially started building out your tech stack. Without a strategic approach, adding tool after tool can lead you down a dangerous path. Get more strategic about your software and don't just build any old stack, build a Growth Stack.
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...#FlipMyFunnel
"The State of Revenue Operations" presented by Karen Steele at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
Marko Savic - MarTech and the buyer journeyFunnelCake
Marko Savic is co-founder and CEO of FunnelCake.
Marko did a presentation on every marketers favourite four letter word (we know what you're thinking - but no) data. His talk includes the numerous challenges in marketing technology today, how to pick the right technology (there are only two rules), and how his personal job story has a lot to do with why FunnelCake is now a company.
Marko presented this talk at The Marketing Leap in Kitchener, Ontario.
Long gone are the days when the marketing landscape encompassed only traditional, interruptive methods for engaging
with prospects. Today, leaders are shifting the marketing mix faster as inbound and digital continue to represent a huge
opportunity for driving demand. This recent study shows that global organizations—regardless of size—are integrating
more omni-channel and modern marketing techniques to help drive business forward.
Download this complimentary report to uncover the most challenging obstacles facing inbound marketing success and how SMB and enterprise marketers plan to overcome them in the year ahead. (Research conducted by Ascend2, in partnership with Marketing Advocate.)
How to Effectively Build a Martech Stack & Integrate Your Marketing ToolsPinpointe On-Demand
Is your organization falling short when it goes to effectively managing and integrating new tools into your marketing technology stack?
Marketing technology can offer many benefits, but the real value is uncovered when it’s integrated with the other tools and processes that enable you to run your business better. Yet, for many, this can be a daunting and overwhelming task.
This slide deck from Pinpointe and Effin Amazing’s CEO, Dan McGaw for shows you how to create and document a marketing stack that easily integrates with your website, products and business tools so you can effortlessly scale your business, be more resilient, increase productivity, and create more revenue.
What you’ll learn:
- What the integration process for different tools looks like and how you should set up integrations for faster data transfer and less redundancy
- What tag management is and why how it controls and manages your customer data
- Whether or not you should be using a customer data platform for integration
- How to build a taxonomy and schema sheet
- The proper way to name the actions your users take
- How to store important demographic, technographic, and firmographic data
- How to maintain data governance in your marketing stack
If you are looking to build the operation’s foundation for long-term growth through an optimized martech strategy, view these slides and the accompanying webinar.
View webinar at http://email-marketing.pinpointe.com/webinar-how-to-build-martech-stack-mcgaw
SiriusDecisions Summit 2014 | Smart Data Management Case Study with ZoomInfoCourtney Caldwell, MBA
Smart Data Management: How Marketing Advocate Eclipsed Its Lead-to-Revenue Conversions with ZoomInfo
Is your sales and marketing staff spending hours hunting for target accounts, then even more time identifying the correct contact at the company? Well, no more! Smart data management tools can help you engage your target audience faster and accelerate your demand generation engine. By leveraging our relationship with ZoomInfo, our team at Marketing Advocate was able to generate more pipeline, decrease our cycle close time, increase the average deal size, and triple the number of MQLs generated via email. Join us for this informative session to learn where we succeeded and failed and how we eventually eclipsed our previous lead-to-revenue conversion rates by keeping our company’s database accurate and actionable.
Key takeaways:
• Accurate business data is important to the bottom line
• Tracking lead source helps justify spend on successful campaigns.
• Pinpoint your target audience to leverage conversion data and repeat success
How One Enterprise Took Digital Demand Gen by the Horns & Won: Real-Life ...Courtney Caldwell, MBA
Digital marketers, both seasoned and novice, continue to search for the Holy Grail of marketing: how to engage with the right audience at the right time using the right medium in order to progress prospects further down the sales funnel. In this informative session, digital strategist Courtney Wiley will share one formula for success she cultivated while working at a global tech enterprise. Learn which digital elements worked, which didn\'t, and how to complement your traditional marketing efforts with the right digital mix. Walk away with a proven, best-practices framework that will help you get started and justify your digital demand gen investment.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
In today’s hyper competitive, digital world, organizations that use data driven marketing give themselves a fighting chance. No brand is secure just on brand equity alone. Just look at Kodak, Pan Am and Research in Motion (Blackberry). Executives who embrace DDM give themselves the possibility of being relevant to their customers. And, at the end of the day, that is what your customers want most from you.
6 reasons why you need data driven marketingRedspire Ltd
In a world where information doubles each quarter, smart marketers use data. This SlideShare explores 6 reasons modern marketers can use to justify a data strategy.
In 2017, a survey of more than 200 B2B sales leaders addressed key questions and opinions around marketing tactics, deliverables and alignment. While the results show that both groups are inching towards alignment, marketers will be interested in some of the responses. Join us for this session as this sales and marketing duo present the findings in a fun and interactive way!
The marketing agency blueprint the handbook for building hybrid pr, seo, cont...MarketingForum
Build a disruptive marketing agency for the modern age
The marketing services industry is on the cusp of a truly transformational period. The old guard, rooted in tradition and resistant to change, will fall and new leaders will emerge. Hybrid marketing agencies that are more nimble, tech savvy, and collaborative will redefine the industry. Digital services will be engrained into the DNA and blended with traditional methods for integrated campaigns. The depth, versatility, and drive of their talent will be the cornerstones of organizations that pursue a higher purpose. The Marketing Agency Blueprint is a practical and candid guide that presents ten rules for building such a hybrid agency.
The new marketing agency model will create and nurture diverse recurring revenue streams through a mix of services, consulting, training, education, publishing, and software sales. It will use efficiency and productivity, not billable hours, as the essential drivers of profitability. Its value and success will be measured by outcomes, not outputs. Its strength and stability will depend on a willingness to be in a perpetual state of change, and an ability to execute and adapt faster than competitors. The Marketing Agency Blueprint demonstrates how to:
Generate more qualified leads, win clients with set pricing and service packages, and secure more long-term retainers
Develop highly efficient management systems and more effective account teams
Deliver greater results and value to clients
This is the future of the marketing services industry. A future defined and led by underdogs and innovators. You have the opportunity to be at the forefront of the transformation.
Ready to open the lead flood-gates? Here are my top 10 lead generation strategies you can use to significantly increase your subscribers and leads from online marketing. Topics include: content marketing, opt-in forms, landing pages, calls-to-action and much more!
Accelerating ABM Impact: The Case for a Blended ApproachITSMA
The movement of Account-Based Marketing (ABM) from marginal to mainstream has been dramatic. Pioneered in the early 2000’s by a handful of large technology and B2B services organizations, ABM has now taken center stage with B2B marketing organizations of all shapes and sizes.
As with many rapid moves into “the next new thing,” however, ABM is also subject to a great deal of confusion and disagreement. Is it best suited for acquiring new clients or expanding within existing accounts? Is it mostly for large enterprise accounts or a broader set of clients and prospects? What tools and tactics are best? Is sales collaboration truly necessary or can marketers mostly go it alone?
The reality is that different approaches to ABM have emerged over the last few years and not everyone is speaking the same language. Companies are moving ahead with different types of ABM objectives, strategies, and initiatives.
Research confirms that companies are finding success with different approaches but also leaving significant opportunities on the table. In response, some of the most successful ABM practitioners are now moving to a blended approach, managing several different types of ABM at the same time with different groups of accounts.
This eBook, jointly produced by ITSMA and Demandbase, is designed to help marketers to pull together the different strands of ABM and make the case for a blended approach. The eBook explains the three main types of ABM that companies are implementing today, why they all have their place in an integrated strategy, and how best to utilize them to provide both breadth and depth with marketing coverage of your most important clients and prospects.
Breakthroughs In Increasing Retention And LTV By Engaging Customers At 7 Crit...G3 Communications
Learn how global human capital powerhouse Mercer strategically engages at every step of the customer lifecycle, sharing critical insights, data and services to enable 24,000 clients worldwide to create a workforce for the future. Mercer’s Global Chief Marketing Officer, Jeanniey Mullen, will be joined by DMA Hall of Famer, Ernan Roman, President, ERDM Corp.
Roman will share findings from VoC research his firm conducted for brands such as IBM, MassMutual and Microsoft, which identified seven essential points in the customer lifecycle where B2B decision makers expect personalized value and support from trusted service providers.
The Must Have Blueprint for Sales ActivationEngagio
If there was one golden rule for any revenue team to follow it would be this: silos don’t work. They lead to inefficiencies, broken systems and problems at every level. It’s time to break down the barriers and align as one revenue team to focus on the right accounts. In this session, Sandra Freeman, Head of Strategic Marketing at Engagio, will discuss strategies and tactics to:
- Get buy-in from the entire revenue team;
- Work with sales to drive action today;
- Use technology to streamline manual activities; and
- Real-world examples and results.
Bridging the Gap: 6 Steps to Seamless Sales & Marketing Alignment - SlidesDemandWave
Sales and marketing are fundamentally separate departments, but their combined strength is an underestimated force. Learn 6 ways to drive more sales-qualified leads with cross-departmental alignment.
An effective MarTech stack can help you execute, evaluate and expand marketing efforts across the entire customer lifecycle. Listen in to this webinar to how to optimize your MarTech stack.
What's a Growth Stack? And why you should build one. HubSpot
It starts with a single problem. It always does. Maybe you need a few more leads to hit your number this month. Maybe you finally outgrew a system of spreadsheets. Maybe your boss challenged you to get more accurate with your reporting. So, you signed up for a piece of software to help you solve the problem and un-officially started building out your tech stack. Without a strategic approach, adding tool after tool can lead you down a dangerous path. Get more strategic about your software and don't just build any old stack, build a Growth Stack.
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...#FlipMyFunnel
"The State of Revenue Operations" presented by Karen Steele at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
Marko Savic - MarTech and the buyer journeyFunnelCake
Marko Savic is co-founder and CEO of FunnelCake.
Marko did a presentation on every marketers favourite four letter word (we know what you're thinking - but no) data. His talk includes the numerous challenges in marketing technology today, how to pick the right technology (there are only two rules), and how his personal job story has a lot to do with why FunnelCake is now a company.
Marko presented this talk at The Marketing Leap in Kitchener, Ontario.
Long gone are the days when the marketing landscape encompassed only traditional, interruptive methods for engaging
with prospects. Today, leaders are shifting the marketing mix faster as inbound and digital continue to represent a huge
opportunity for driving demand. This recent study shows that global organizations—regardless of size—are integrating
more omni-channel and modern marketing techniques to help drive business forward.
Download this complimentary report to uncover the most challenging obstacles facing inbound marketing success and how SMB and enterprise marketers plan to overcome them in the year ahead. (Research conducted by Ascend2, in partnership with Marketing Advocate.)
How to Effectively Build a Martech Stack & Integrate Your Marketing ToolsPinpointe On-Demand
Is your organization falling short when it goes to effectively managing and integrating new tools into your marketing technology stack?
Marketing technology can offer many benefits, but the real value is uncovered when it’s integrated with the other tools and processes that enable you to run your business better. Yet, for many, this can be a daunting and overwhelming task.
This slide deck from Pinpointe and Effin Amazing’s CEO, Dan McGaw for shows you how to create and document a marketing stack that easily integrates with your website, products and business tools so you can effortlessly scale your business, be more resilient, increase productivity, and create more revenue.
What you’ll learn:
- What the integration process for different tools looks like and how you should set up integrations for faster data transfer and less redundancy
- What tag management is and why how it controls and manages your customer data
- Whether or not you should be using a customer data platform for integration
- How to build a taxonomy and schema sheet
- The proper way to name the actions your users take
- How to store important demographic, technographic, and firmographic data
- How to maintain data governance in your marketing stack
If you are looking to build the operation’s foundation for long-term growth through an optimized martech strategy, view these slides and the accompanying webinar.
View webinar at http://email-marketing.pinpointe.com/webinar-how-to-build-martech-stack-mcgaw
SiriusDecisions Summit 2014 | Smart Data Management Case Study with ZoomInfoCourtney Caldwell, MBA
Smart Data Management: How Marketing Advocate Eclipsed Its Lead-to-Revenue Conversions with ZoomInfo
Is your sales and marketing staff spending hours hunting for target accounts, then even more time identifying the correct contact at the company? Well, no more! Smart data management tools can help you engage your target audience faster and accelerate your demand generation engine. By leveraging our relationship with ZoomInfo, our team at Marketing Advocate was able to generate more pipeline, decrease our cycle close time, increase the average deal size, and triple the number of MQLs generated via email. Join us for this informative session to learn where we succeeded and failed and how we eventually eclipsed our previous lead-to-revenue conversion rates by keeping our company’s database accurate and actionable.
Key takeaways:
• Accurate business data is important to the bottom line
• Tracking lead source helps justify spend on successful campaigns.
• Pinpoint your target audience to leverage conversion data and repeat success
How One Enterprise Took Digital Demand Gen by the Horns & Won: Real-Life ...Courtney Caldwell, MBA
Digital marketers, both seasoned and novice, continue to search for the Holy Grail of marketing: how to engage with the right audience at the right time using the right medium in order to progress prospects further down the sales funnel. In this informative session, digital strategist Courtney Wiley will share one formula for success she cultivated while working at a global tech enterprise. Learn which digital elements worked, which didn\'t, and how to complement your traditional marketing efforts with the right digital mix. Walk away with a proven, best-practices framework that will help you get started and justify your digital demand gen investment.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
In today’s hyper competitive, digital world, organizations that use data driven marketing give themselves a fighting chance. No brand is secure just on brand equity alone. Just look at Kodak, Pan Am and Research in Motion (Blackberry). Executives who embrace DDM give themselves the possibility of being relevant to their customers. And, at the end of the day, that is what your customers want most from you.
6 reasons why you need data driven marketingRedspire Ltd
In a world where information doubles each quarter, smart marketers use data. This SlideShare explores 6 reasons modern marketers can use to justify a data strategy.
In 2017, a survey of more than 200 B2B sales leaders addressed key questions and opinions around marketing tactics, deliverables and alignment. While the results show that both groups are inching towards alignment, marketers will be interested in some of the responses. Join us for this session as this sales and marketing duo present the findings in a fun and interactive way!
The marketing agency blueprint the handbook for building hybrid pr, seo, cont...MarketingForum
Build a disruptive marketing agency for the modern age
The marketing services industry is on the cusp of a truly transformational period. The old guard, rooted in tradition and resistant to change, will fall and new leaders will emerge. Hybrid marketing agencies that are more nimble, tech savvy, and collaborative will redefine the industry. Digital services will be engrained into the DNA and blended with traditional methods for integrated campaigns. The depth, versatility, and drive of their talent will be the cornerstones of organizations that pursue a higher purpose. The Marketing Agency Blueprint is a practical and candid guide that presents ten rules for building such a hybrid agency.
The new marketing agency model will create and nurture diverse recurring revenue streams through a mix of services, consulting, training, education, publishing, and software sales. It will use efficiency and productivity, not billable hours, as the essential drivers of profitability. Its value and success will be measured by outcomes, not outputs. Its strength and stability will depend on a willingness to be in a perpetual state of change, and an ability to execute and adapt faster than competitors. The Marketing Agency Blueprint demonstrates how to:
Generate more qualified leads, win clients with set pricing and service packages, and secure more long-term retainers
Develop highly efficient management systems and more effective account teams
Deliver greater results and value to clients
This is the future of the marketing services industry. A future defined and led by underdogs and innovators. You have the opportunity to be at the forefront of the transformation.
Ready to open the lead flood-gates? Here are my top 10 lead generation strategies you can use to significantly increase your subscribers and leads from online marketing. Topics include: content marketing, opt-in forms, landing pages, calls-to-action and much more!
Accelerating ABM Impact: The Case for a Blended ApproachITSMA
The movement of Account-Based Marketing (ABM) from marginal to mainstream has been dramatic. Pioneered in the early 2000’s by a handful of large technology and B2B services organizations, ABM has now taken center stage with B2B marketing organizations of all shapes and sizes.
As with many rapid moves into “the next new thing,” however, ABM is also subject to a great deal of confusion and disagreement. Is it best suited for acquiring new clients or expanding within existing accounts? Is it mostly for large enterprise accounts or a broader set of clients and prospects? What tools and tactics are best? Is sales collaboration truly necessary or can marketers mostly go it alone?
The reality is that different approaches to ABM have emerged over the last few years and not everyone is speaking the same language. Companies are moving ahead with different types of ABM objectives, strategies, and initiatives.
Research confirms that companies are finding success with different approaches but also leaving significant opportunities on the table. In response, some of the most successful ABM practitioners are now moving to a blended approach, managing several different types of ABM at the same time with different groups of accounts.
This eBook, jointly produced by ITSMA and Demandbase, is designed to help marketers to pull together the different strands of ABM and make the case for a blended approach. The eBook explains the three main types of ABM that companies are implementing today, why they all have their place in an integrated strategy, and how best to utilize them to provide both breadth and depth with marketing coverage of your most important clients and prospects.
Breakthroughs In Increasing Retention And LTV By Engaging Customers At 7 Crit...G3 Communications
Learn how global human capital powerhouse Mercer strategically engages at every step of the customer lifecycle, sharing critical insights, data and services to enable 24,000 clients worldwide to create a workforce for the future. Mercer’s Global Chief Marketing Officer, Jeanniey Mullen, will be joined by DMA Hall of Famer, Ernan Roman, President, ERDM Corp.
Roman will share findings from VoC research his firm conducted for brands such as IBM, MassMutual and Microsoft, which identified seven essential points in the customer lifecycle where B2B decision makers expect personalized value and support from trusted service providers.
The Must Have Blueprint for Sales ActivationEngagio
If there was one golden rule for any revenue team to follow it would be this: silos don’t work. They lead to inefficiencies, broken systems and problems at every level. It’s time to break down the barriers and align as one revenue team to focus on the right accounts. In this session, Sandra Freeman, Head of Strategic Marketing at Engagio, will discuss strategies and tactics to:
- Get buy-in from the entire revenue team;
- Work with sales to drive action today;
- Use technology to streamline manual activities; and
- Real-world examples and results.
Presented to over 1500 registrants for the American Marketing Association, this presentation explains the changing role of the traditional B2B marketer into the revenue-focused marketer.
Trends in B2B Marketing: Building your Demand Gen Team for ABMHannah Flynn
The benefits of using account-based marketing in your Demand Generation team are considerable: by getting as many engaged, qualified accounts as possible, your conversion rate will be higher and you'll find that Marketing and Sales are (gasp!) more aligned. Sounds great, doesn't it? But how do you even find the resources to make it happen?
Join Jessica Cross, Manager of Demand Generation at Rollworks, as explains how to build your Demand Generation team to best carry out ABM - even if your team is small. In fact, her own team has 3 people!
How to nurture good sales leads - Lead GenerationStickyeyes
Lead nurturing is the defining act that turns a lead into a prospect, and a prospect into a sale. Yet it is often the part of the process which is most neglected. Perhaps this is why an estimated 79% of leads never convert into a sale, according to MarketingSherpa.
Stickyeyes webinar, on Thursday 8th November 12.30-1.30 (BST), presented by Stickyeyes Demand Generation Director, Phil McGuin discussed the four key stages of lead nurturing that:
- raise awareness and perception of your brand;
- convince your prospects of your credentials; and
- convert those leads into a positive commercial action.
You can listen to the webinar on-demand at https://www.brighttalk.com/webcast/16065/337312
Or view more of Stickyeyes free whitepapers, webinars and blog posts at https://www.stickyeyes.com/
Technical overview of TailCurrent's lead generation methodolgyTailCurrent
This is an overview of the system and process that TailCurrent uses to implement and manage lead generation through massive personalization of email marketing.
View this #sps17 Webcast on-demand here: http://dg-r.co/2fXqvEW
Join Paige Musto, Sr. Director, Corporate Marketing at Act-On Software as she walks you through six important steps that will help you jumpstart your 2018 marketing strategy and execution plan. Plus, learn the necessary tips to help you close out 2017 on a high note.
Attendees will benefit by learning how to:
● Build effective campaign themes to support their marketing goals;
● Pull the levers needed to grow brand awareness and influence in the market;
● Identify the keys to successful reporting;
● Make an impact on the business by championing a big idea!
A Path to Predictability at Scale - Sales Workshop for Foundation CapitalJoanne Chen
- how to assess product/market fit using the sales process
- how to design the first sales process and teach someone else to sell your product predictably
- how to move from qualitative sales to data-driven sales
- how to scale a sales org and use data to measure success
- a lot more!
Colorado Growth Series Keynote Presented by Sam HenrySam Henry
Watch Video (45 min): https://vimeo.com/channels/denversaas
The inaugural event of the Colorado Growth Series examines modern sales strategies for early and growth stage startups. This CEO / Founder event focuses on industry trends, lessons from Silicon Valley and how we can strengthen Colorado valuations, bolster our ecosystem and get companies ready to scale big in 2017.
Presented on April 12, 2017 by Sam Henry
Event Sponsors: Colorado Technology Association, SalesSmyth, Innosphere, EKS&H, CoBiz, Fairfield & Woods
Digital Dealer Recruit Screen Hire WorkshopRalph Paglia
Ralph Paglia's presentation used during the 11th Digital Dealer Conference "Recruit Screen Hire" Workshop for car dealers in Las Vegas on October 6, 2011
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your MarTech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a MarTech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
-How predictive marketing enables ABM
-Building a martech infrastructure for ABM
-How to structure the right ABM programs
-Understanding how analytics change with ABM
-Achieving marketing and sales alignment
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your martech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a martech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
How predictive marketing enables ABM
Building a martech infrastructure for ABM
How to structure the right ABM programs
Understanding how analytics change with ABM
Achieving marketing and sales alignment
[Webinar] How To Build A Predictable ABM EngineMintigo1
To view the full webinar replay, please visit:
http://www.mintigo.com/webinar-how-to-build-a-predictable-abm-engine/
Description:
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your martech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a martech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
- How predictive marketing enables ABM
- Building a martech infrastructure for ABM
- How to structure the right ABM programs
- Understanding how analytics change with ABM
- Achieving marketing and sales alignment
Speakers:
- Josh Hill, Marketing Technologist & Demand Generation Expert
- Charlie Liang, Director of Marketing at Engagio
- Tony Yang, VP of Demand at Mintigo
Similar to Optimizing your Sales Stack in 2016 (20)
2. Today’s Speakers
Gabe Larsen
Director of Strategy
InsideSales.com
@GabeLarsen
glarsen@insidesales.com
Matt Behrend
Co-Founder & CSO
DemoChimp
@MattBehrend
matt@demochimp.com
3. AGENDA
Accelerating your sales growth in 2016 will depend on how
well you understand and execute three strategies:
• How to use specialization to organize your inside sales
team
• The steps for developing a seamless inside sales process
• Building your sales tech stack for 2016
7. Demand
Generation
Inbound
Inquiry
Outbound
MM & Geo
List
Purchasing
Operations
Sales
Engineer
Sales
Engineer
Self-Sourcing
Inside Sales
MM & Geo
Channel Mgr
Social Selling
Channel
Event
Inside Sales
ENT & Geo
Field Sales
Client Success
MM & Geo
Client Success
ENT & Geo
Client Success
Field
Outbound
ENT & Geo
Outbound
Field & Geo
Sales
Engineer
Sales
Engineer
Implementation
MM & Geo
Implementation
ENT & Geo
Implementation
Field
Product
Support
Expander
Expander
Expander
Expander
Inbound Response
Demand Gen SDR Sales Client Success
8. Demand
Generation
Inbound
Inquiry
Outbound
MM & Geo
List
Purchasing
Operations
Sales
Engineer
Sales
Engineer
Self-Sourcing
Inside Sales
MM & Geo
Channel Mgr
Social Selling
Channel
Event
Inside Sales
ENT & Geo
Field Sales
Client Success
MM & Geo
Client Success
ENT & Geo
Client Success
Field
Outbound
ENT & Geo
Outbound
Field & Geo
Sales
Engineer
Sales
Engineer
Implementation
MM & Geo
Implementation
ENT & Geo
Implementation
Field
Product
Support
Expander
Expander
Expander
Expander
Demand Gen SDR Sales Client Success
Inbound Response
9. THE PATH TO SPECIALIZATION
Generalist
Account MgmtSales
CloserLead Gen
Out In Geo
SuccessGrowth
1
2 2
3 3
455
6 6
10. Area of
Concern
Area of
Concern
Demand
Generation
Territory
Manager
Client Account Manager
Outside Channel
Manager
Channel Development Reps
Product
Specialist
Renewals Team Customer Service Team
Renewals Portal
Customer Account Team
Direct Marketing TeamVAR
Generates leads
PartnerorPassBiggerDeals
Partners for
specific
areas
Work with large VARs
Partner with TM
to support VAR Opps
Partneronchanneldeals Partner to expand
channel
QualifyUpsellOpps
Close Deal
Current Sales
Structure
11. Demand
Generation
Territory
Manager
Client Account Manager
Outside Channel
Manager
Channel
Development
Reps
Product
Specialist
Renewals Team Customer Service Team
Renewals Portal
Customer Account Team
Direct Marketing TeamVAR
PartnerorPassBiggerDeals
Partners for
specific
areas
Work with large VARs
Partner with TM
to support VAR Opps
Partneronchanneldeals
Partner to
expand
channel
Qualify
Upsell
Opps Close Deal
Phase One
Future State
Structure
Sales
Development
Generate
Leads
Set
Appointments
Leads:
Tradeshows,
web, chat
Accounts:
Current
Clients
12. Micro Team US Team International Team <30 Min Team
Generate Opps through
webinars
Demand Generation
Tyler
Hand Raisers & Assign
Orientation
Account Rep Early Pay-Off Team
Vanessa
All other
leads: assign
CURRENT
SALES
STRUCTURE
Area of
Concern
Area of
Concern
13. Micro Team US Team International Team
Generate Leads through
webinars
Demand Generation
Orientation
Account Rep Early Pay-Off Team
Qualifier Team
Auto-Dupe, Score &
Route
PHASE
ONE FUTURE
SALES
STRUCTURE
Live Transfer/Set Appt
17. Current State Sales Process
Phase One:
Lead/List
Acquisition
Phase Two:
Contacting
Cadence
Phase Three:
Qualification &
Close
18. Referral Request
(duplicates, etc.)
Research
Google
Sales Navigator
SFDC Notes/History
First Dial
+ VM
+ Email
Contact
YES
Contact
Later
Make notes in Notebook/
Tasks/Calendar to follow up
YES
Interest
NO
Interest
Contact
NO
Account Status
VM
(Email)
Attempt
Again
Done
Needs
Assessment/Qualification
More time
Needed
Done
Save notes in SF
Assign to appropriate group
Presentation
Notes into
SFDC
Contacts
Review folllow-ups
Additional research
Plan out future contact periods
Task Mgt Time
Close
Data Research
Data Cleanup
Second
Dial
Varied
Lead
Sources
VM / Email
Notes in SFDC /
Follow—up forms
Contact
YES
Contact
NO
Check calendar / Thumb through
follow-up forms 10-15 min
10-20 min
Task Mgt Time
Metrics
Inefficiently
Tracked
2-3x
Persistency:
attempted contacts
Calls/Day
Lack of
Immediacy
First touch: Email
40
Calls/Day
19. 8X
Accounts
Salesforce
Quick notes
check
Attempt
Contact
Contact
YES
Contact
Later
Call back using PowerDialer™
YES
Interest
NO
Interest
Contact
NO
Account Status
VM
(Email)
Done
Needs
Assessment/Qualification
More time
Needed
Done
Save notes in SF
Assign to appropriate group
Create
Opportunity
Presentation
+20%
Persistency:
attempted contacts
Contact Rate
60+
Calls/Day
Real-timeanalysis,Prioritized
Lists
PowerDialer™
LocalPresence™
Engagement Tracking:
Vision™
Gamification
+20
NeuralView™
+4.5
3 mins
Research Time
Call back
using PowerDialer™
PowerDialer™
20. KEYS TO MAPPING
YOUR SALES
PROCESS
- Know functional areas
- Map “as is”
- Find strengths and weaknesses
- Create future state
- Have governance structure
21. Website
Chat
Deal Reg
Tradeshows
SF Routing
SalesForce
Pardot
Hot/Card
Cold/Scan
Nurture
Activity
ExportTalk to Sales
Import/Assign
Queue
No
Activity
Stay in Pardot
View Lead
Queue
Change
Owner
Find
Duplicates Research
Client Account
Team Leads
Phase One
Attempt
Contact
Partner
Direct
Interested
TM
Not interested
Call Back
No
Contact
Status:
Unqualified+
Why
Good
SF
Task/Outlook
Log
a Call
Bad
Ask Manic
Questions
Add notes to
activity history
Convert
Create Acct
and Opp
Merge with
existing Acct
Ask about
Partner
NoAcctAcct
Find a partner
Find partner
contact
Work Opp
Stages
Closed
Pending
Customer
Service
Phase Two Phase Three
Initiate Chat
No lead
Lead
Enter into SF Hand to
TM
Open Fav
Reports
Sort by last
activity
Open multiple
tabs
Check history (No
Opps, No Dupes)
Don’t do
anything
Interested
CAT
Ask basic
questions
Log a
Call
Create a lead
Access lead
Change
Owner
Set Appointment Hold Appointment
Good
Bad
Don’t call
28. KEY
ACTIVITIES
AND METRICS
Key Activity Key Metrics / Output
Managing Customer Records Segmentation, Forecasting
Measuring Everything New Bookings, Expansion Rev
Creating and Appending Lists Data Quality, Connections
Calling, Emailing, Social Dials per day, Lead Velocity
Demoing / Stakeholder edu. Close Rate, Sales Cycle
Coaching Production Per Rep
Managing Adoption / Implem. Usage, Time to Value, Churn
33. RESULTS AT Outbound: 25 TQOs / Rep / Month
Inbound: 50 TQOs / Rep / Month
SMB AE: $75k / Rep / Month
Up from 12
Up from 20
Up from $30k
34. 6 PART BLOG How to manage your tech stack
@MattBehrend
Editor's Notes
Think about it. Assembly line sales. That’s what Henry Ford to to manufacturing. He revolutionized it by creating an assembly line, staffed with all kinds of specialists excelling in their individual skill sets to contribute to the quality of the whole.
Whether you like it or not inside sales has slowly moved in this same direction. Rather than rely on one sales person to do everything—prospect, qualify, sell, close and continually manage the account—multiple sales specialties have been created along the sales conveyer belt (CRM).
And like a manufacturing plant, this allows for more throughput and better quality performance.
We did a study in partnership with Dr. James Olldroyd a fellow at MIT and he fundamentally proved the generalist model – where one person qualifies and closes and manages is wrong. If you can split your closing activites from your appointment setting acitivites you have a 7pt higher close rate.
So how does this look? How are companies specializing. I want to show you what I’ve found. Having been at InsideSales.com for 3 years I’ve seen over 250 sales models from 3m and netapp to docusign and apptus. Here is how companies are specialzing. Are you ready?
The demand generation focus plays a predominant role with a dedicated events team to help generate demand. The SDR function is blowing up. My favorite is the inbound response team and the outbound prospecting team as well as a dedicated social selling team. Oh my goodness. A dedicated social selling team that resides in the SDR function so that not every sales rep has to waste time parroosing Linkedin is genious.
On the closing side it’s often broken up by territory, product, and vertical and it’s suported by some form of a sales enginnerr.
The success organization is morphiing as we speak. You have a client success manager, and implementaiton consultant and a support org but just recetnly we’ve started to see more of that role called an expander or strategic growth consultant that’s dediced the upselling and cross selling so the client success manager can focus on client success.
Can you belive it? What 20 years ago used to be one person is now 20 people and you know what? The qualifty and qualify is increasing. Now this is a velcity model, this is a machine!
Now people always ask? Gabe what’s the path to specialization. Look every company is unique but often there is tyipcal path companies take as they look to specialize.
Raise the pan – no need to give opinions just show them what is happening, add first touch email before first call
Bubbles come in later – something at the end, more conversations, more conversions
I challenge you
Lead should go through a marketing automation tool – pardot
Trade show process is lame
You’re not hitting the call types so you’re missing a lot of power
Throw in the chat window – what is in your optimal tech stack?
CRM: Database, workflows, insights
Dashboard: Measure everything
How confident are you in your current tech stack management process?