Presentation -- Aligning Marketing Activities with the Sales Process (pptx)
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Technology enables both departments to work together, but to often they have conflicting interests. This practical guide to aligning marketing activities with the sales process focuses on actionable take ways marketing departments can implement when they get back to their organizations: - Alignments of goals: Revenue targets - Understanding the data used by both departments - Streamlining processes for lead handover when is qualified - Setting the correct expectations with each other - Defining the roles, responsibilities and expectations from each other
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Presentation -- Aligning Marketing Activities with the Sales Process (pptx)
- 1. Aligning Marketing Activities with the Sales Process © Macromator Inc. Private & Confidential Dan Radu President & Founder, Macro
- 2. Why is Marketing Important 2 Awareness Interest Development Negotiation Acceptance Marketing Sales © Macromator Inc. Private & Confidential
- 3. What is a Good Relationship Both Marketing and Sales ✔ actively communicate ✔ use common revenue language ✔ are vested in each other’s success ✔ are proactive in their relationship ✔ work together as one revenue team towards achieving shared goals 3 © Macromator Inc. Private & Confidential
- 4. Mutual Expectations 4 Source: InsideView © Macromator Inc. Private & Confidential
- 5. Shared Goals 5 Revenue Goals = Marketing Goals = Sales Goals Questions to ask your sales team: • What number do you need to hit for your new acquisition target? • What does your current opportunity pipeline look like? How can we help? • What is your average deal size? • Where are your opportunities stuck in the pipeline? © Macromator Inc. Private & Confidential
- 6. The Process is Broken! 6 • Generates awareness and demand 1. Marketing • ??? • ??? 2. Unknown • Follows up on leads • Proposes Solutions 3. Sales You mean we have a process? © Macromator Inc. Private & Confidential
- 7. Consistent Vocabulary 7 • Leads vs. Contacts vs. Accounts vs. Opportunities • Marketing Qualified Leads (MQLs) • Sales Qualified Leads (SQLs) • Sales Accepted Leads (SALs) • ……. © Macromator Inc. Private & Confidential
- 8. Learn! Learn! Learn! 8 What makes a difference: ✔ Define the buying persona together. ✔ Pro Tip: Look at your successful closed deals ✔ Understand the company’s products and services ✔ Understand the sales cycle ✔ Understand verticals, target audiences and markets ✔ Get sales’ input on what content is available and content is needed. ✔ Listen in on sales calls © Macromator Inc. Private & Confidential
- 9. Thank You © Macromator Inc. Private & Confidential Dan Radu Founder & President Macromator Inc. Marketing Operations & MarTech Agency http://MOps.Agency +1 647 760 8629 dan@Macromator.com Marketo Certified Expert Certified Pardot Consultant
Editor's Notes
- Target Audience: Marketing, Sales, Operations and IT professionals Technology enables both departments to work together, but to often they have conflicting interests. The practical guide to aligning marketing activities with the sales process focuses on actionable take ways marketing departments can implement when they get back to their organizations: Alignments of goals: revenue targets Understanding the data used by both departments Streamlining processes for lead handover when is qualified Setting the correct expectations with each other Defining the roles, responsibilities and expectations from each other
- Marketing and sales must embrace the same language. Use consistent vocabulary among sales and marketing teams:
- Marketing and sales must embrace the same language. Use consistent vocabulary among sales and marketing teams:
- You need to understand the sales goals, be a part of sales initiatives, understand the sales process, know the sales team, and educate yourself on the pipeline.