Macaroni and cheese. Bacon and eggs. Sales and marketing.
All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer.
To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment.
Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.
Sales + Marketing Alignment: Breaking Down Silos for SuccessClevelandHUG
Cleveland HubSpot User Group's May 7, 2015 presentation on how alignment sales and marketing (Smarketing) can delight customers and drive performance. Tips include how to restructure and communicate between teams, rely on data and utilize technology to achieve organizational goals.
Meagen Eisenberg, VP of Demand Generation at Docusign and Robert J. Moreau, CEO, Zyphias Group discuss sales and marketing alignment, the customer journey and key best practices with Docusign client examples and tips. Moderated by Chanin Balance, CEO of Mobilepaks.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
Sales + Marketing Alignment: Breaking Down Silos for SuccessClevelandHUG
Cleveland HubSpot User Group's May 7, 2015 presentation on how alignment sales and marketing (Smarketing) can delight customers and drive performance. Tips include how to restructure and communicate between teams, rely on data and utilize technology to achieve organizational goals.
Meagen Eisenberg, VP of Demand Generation at Docusign and Robert J. Moreau, CEO, Zyphias Group discuss sales and marketing alignment, the customer journey and key best practices with Docusign client examples and tips. Moderated by Chanin Balance, CEO of Mobilepaks.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
7 Methods to Get your Sales and Marketing Teams Aligned InfographicInsideView
Learn what separates leaders from laggards. Then discover 7 best practices these leading B2B businesses follow to achieve sales and marketing alignment.
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales And Marketing Alignment Powerpoint Presentation Slides. Our topic specific Sales And Marketing Alignment Powerpoint Presentation Slides presentation deck contains twentytwo slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
Break Through the Sales Noise and Grow Your Prospect and Client Relationships...Sales Hacker
What You'll Learn:
- How personalized outreach will increase response rates
- Tips for avoiding pre-close ghosting through leveraging emotional intelligence
- How to unstick pipeline stalls through demonstrating recognition
- Ways to expand current accounts through appreciation
SMARKETING presented by Bill Faeth, CEO of Inbound Marketing Agents in Nashville, TN
At it's core, Smarketing is fairly simple. It is the alignment of Sales and Marketing around common goals like pipeline and sales quotas which require's visibility into each other's goals and progress. Bill Faeth, founder and CEO of Inbound Marketing Agents, will walk you through the 5 Steps to Integrate Smarketing into your business.
1. Speak the same language
2. Set up a closed-loop reporting
3. Implement a service level agreement
4. Maintain open and consistent communication
5. Rely on data
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
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.
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
Industry leader, Trish Bertuzzi discusses trends in sales development, based off of her book - The Sales Development Playbook - at Rainmaker 2016.
Trish Bertuzzi:
Well I am really excited to be here. Let me tell you something. When you have someone like Kyle Porter endorse your book, it's like you hit winning the Oprah Winfrey Book Club, because this man knows sales development, so really, really excited. Sales development is hot. I'm talking caliente hot, hot, hot, hottest job in sales today. Forbes Magazine published an article, Inc Magazine, you name it. You're sitting in the most happening place in the entire career profession. One of the reasons I know it's so hot is because Kanye West went on a Twitter rant about it. You know Kanye trends, so all good, all good. I'm glad you like that one. I'm going to ask you a question. There are two companies. One has sales development, one doesn't. Obviously the one that has sales development is more productive, but how more productive do you think they make their reps, 5, 15, or 25%? What do you think?
[00:02:00]
It's hard to say, right? Let me tell you, it's all of these numbers, because having sales development does mean you're more productive. That's the good news. The bad news is that it's not always the same uplift in productivity. That's a challenge because who doesn't want to be 25% more productive. We all do. I wrote a book. I don't know if you guys have heard that, but I wrote a book called The Sales Development Playbook. In it, I talk about the six major elements that you, as sales development leaders, need to really get under your belt to be super productive, and be real rock stars. You're probably awesome at two, three, maybe four of these, but to really kill it, to really crush it, you need to be good at all six. I'm going to talk to you about three ideas that came out of the book. I did have Kyle's help in this. I said, "Give me three ideas that really resonated with you." He picked the three, and I'm going to share them with you.
[00:03:00]
The first idea is something I call the five lies, but before I talk about idea number one, I'm going tell you why I wrote the book, because I had no burning desire to be an author. If I could have written anything, believe me, it would have been 50 Shades of Grey, or something similar. I wrote this book instead. I wrote the book because I was pissed off, I mean really mad, really angry. I was reading books, and blog articles, and magazine articles that said, "Here's how you do sales development. Here's how I did it at this company, and this is how you should do it too." I'm like, "Sure, that was a great company. Who wouldn't want to do that? Wait, my buyer's not the same. My market's not the same. My sales cycle's not the same. My solution's not the same." This isn't cookie cutter. It's not a one size fits all strategy, so I was so mad that I
Sales and Marketing: The New Power Couple Has ArrivedDemandbase
Most modern businesses understand that today’s B2B sales cycle requires insight between sales and marketing teams and that operating in silos can be a major setback to success. You need a strategy for tackling the three biggest issues that divide your teams so you can turn your Marketing and Sales organizations into one unstoppable super team.
Top10 Sales Transformation Keys to SuccessDSG Consulting
We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.
Create ABM Campaigns Your Prospects (And Your Boss) Will Rave AboutDemandbase
While ABM focuses on the account, we are still marketing to humans at these accounts, and humans don’t respond to robotic, impersonal marketing. Learn how Jellyvision’s creative and very personalized ABM campaigns drive triple-digit ROI by focusing on targeted human-centric messages that still remain aligned to the goals and KPIs for the humans who sell. BONUS: selfie from Machu Picchu!
5 common mistakes with sales incentive systems: Not ensuring that Sales and F...IBM Analytics
What are the most common mistakes in implementing sales performance management systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an organization’s overall sales performance and growth if they are not addressed in the implementation stage of an SPM solution. Overcome SPM implementation mistakes by learning more about incentive compensation: http://ibm.co/incentivecompensation. Then explore IBM Sales Performance Management solutions and resources on our comprehensive webpage: http://ibm.co/spm.
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
In this session you'll get best practices in aligning Sales and Marketing teams to drive down costs and increase revenue through a holistic view of your customer’s journey - from demand generation to the final sale and beyond!
Key takeaways:
Increase pipeline through tighter sales and marketing alignment
Execute a winning content marketing strategy
Convert more leads through stronger lead management process
Get Your Sales and Marketing Teams Aligned
Lack of alignment between sales and marketing is an age-old problem, frequently lamented yet rarely addressed. Conquering this issue requires a fresh approach and better understanding of both sides of the relationship. But where to start?
This report is designed to shed a light on the obstacles to sales and marketing alignment, but also show teams where to start, how to collaborate, and how to set aligned goals.
7 Methods to Get your Sales and Marketing Teams Aligned InfographicInsideView
Learn what separates leaders from laggards. Then discover 7 best practices these leading B2B businesses follow to achieve sales and marketing alignment.
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales And Marketing Alignment Powerpoint Presentation Slides. Our topic specific Sales And Marketing Alignment Powerpoint Presentation Slides presentation deck contains twentytwo slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
Break Through the Sales Noise and Grow Your Prospect and Client Relationships...Sales Hacker
What You'll Learn:
- How personalized outreach will increase response rates
- Tips for avoiding pre-close ghosting through leveraging emotional intelligence
- How to unstick pipeline stalls through demonstrating recognition
- Ways to expand current accounts through appreciation
SMARKETING presented by Bill Faeth, CEO of Inbound Marketing Agents in Nashville, TN
At it's core, Smarketing is fairly simple. It is the alignment of Sales and Marketing around common goals like pipeline and sales quotas which require's visibility into each other's goals and progress. Bill Faeth, founder and CEO of Inbound Marketing Agents, will walk you through the 5 Steps to Integrate Smarketing into your business.
1. Speak the same language
2. Set up a closed-loop reporting
3. Implement a service level agreement
4. Maintain open and consistent communication
5. Rely on data
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
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.
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
Industry leader, Trish Bertuzzi discusses trends in sales development, based off of her book - The Sales Development Playbook - at Rainmaker 2016.
Trish Bertuzzi:
Well I am really excited to be here. Let me tell you something. When you have someone like Kyle Porter endorse your book, it's like you hit winning the Oprah Winfrey Book Club, because this man knows sales development, so really, really excited. Sales development is hot. I'm talking caliente hot, hot, hot, hottest job in sales today. Forbes Magazine published an article, Inc Magazine, you name it. You're sitting in the most happening place in the entire career profession. One of the reasons I know it's so hot is because Kanye West went on a Twitter rant about it. You know Kanye trends, so all good, all good. I'm glad you like that one. I'm going to ask you a question. There are two companies. One has sales development, one doesn't. Obviously the one that has sales development is more productive, but how more productive do you think they make their reps, 5, 15, or 25%? What do you think?
[00:02:00]
It's hard to say, right? Let me tell you, it's all of these numbers, because having sales development does mean you're more productive. That's the good news. The bad news is that it's not always the same uplift in productivity. That's a challenge because who doesn't want to be 25% more productive. We all do. I wrote a book. I don't know if you guys have heard that, but I wrote a book called The Sales Development Playbook. In it, I talk about the six major elements that you, as sales development leaders, need to really get under your belt to be super productive, and be real rock stars. You're probably awesome at two, three, maybe four of these, but to really kill it, to really crush it, you need to be good at all six. I'm going to talk to you about three ideas that came out of the book. I did have Kyle's help in this. I said, "Give me three ideas that really resonated with you." He picked the three, and I'm going to share them with you.
[00:03:00]
The first idea is something I call the five lies, but before I talk about idea number one, I'm going tell you why I wrote the book, because I had no burning desire to be an author. If I could have written anything, believe me, it would have been 50 Shades of Grey, or something similar. I wrote this book instead. I wrote the book because I was pissed off, I mean really mad, really angry. I was reading books, and blog articles, and magazine articles that said, "Here's how you do sales development. Here's how I did it at this company, and this is how you should do it too." I'm like, "Sure, that was a great company. Who wouldn't want to do that? Wait, my buyer's not the same. My market's not the same. My sales cycle's not the same. My solution's not the same." This isn't cookie cutter. It's not a one size fits all strategy, so I was so mad that I
Sales and Marketing: The New Power Couple Has ArrivedDemandbase
Most modern businesses understand that today’s B2B sales cycle requires insight between sales and marketing teams and that operating in silos can be a major setback to success. You need a strategy for tackling the three biggest issues that divide your teams so you can turn your Marketing and Sales organizations into one unstoppable super team.
Top10 Sales Transformation Keys to SuccessDSG Consulting
We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.
Create ABM Campaigns Your Prospects (And Your Boss) Will Rave AboutDemandbase
While ABM focuses on the account, we are still marketing to humans at these accounts, and humans don’t respond to robotic, impersonal marketing. Learn how Jellyvision’s creative and very personalized ABM campaigns drive triple-digit ROI by focusing on targeted human-centric messages that still remain aligned to the goals and KPIs for the humans who sell. BONUS: selfie from Machu Picchu!
5 common mistakes with sales incentive systems: Not ensuring that Sales and F...IBM Analytics
What are the most common mistakes in implementing sales performance management systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an organization’s overall sales performance and growth if they are not addressed in the implementation stage of an SPM solution. Overcome SPM implementation mistakes by learning more about incentive compensation: http://ibm.co/incentivecompensation. Then explore IBM Sales Performance Management solutions and resources on our comprehensive webpage: http://ibm.co/spm.
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
In this session you'll get best practices in aligning Sales and Marketing teams to drive down costs and increase revenue through a holistic view of your customer’s journey - from demand generation to the final sale and beyond!
Key takeaways:
Increase pipeline through tighter sales and marketing alignment
Execute a winning content marketing strategy
Convert more leads through stronger lead management process
Get Your Sales and Marketing Teams Aligned
Lack of alignment between sales and marketing is an age-old problem, frequently lamented yet rarely addressed. Conquering this issue requires a fresh approach and better understanding of both sides of the relationship. But where to start?
This report is designed to shed a light on the obstacles to sales and marketing alignment, but also show teams where to start, how to collaborate, and how to set aligned goals.
Strategy First : How Marketers Can Avoid Common Technology Pitfalls & Drive R...Alyesha Patel-Parker
Billy Loizou, Vice President, Go-To-Market APAC at Cheetah Digital presented the findings from Cheetah Digital & Which50's whitepaper, Strategy First: How Marketers Can Avoid Common
Technology Pitfalls & Drive Real ROI.
The 10 Secrets of Sales Excellence - A global study from Mercuri InternationalMercuri International
Excellence vs your peers globally, not just because Mercuri said so!
The survey asks 926 respondents across 20 countries and 12 industry categories, with over 80 percent comprising CEOs and Sales Managers.
The top 3 are where we can help you most, now, today!
1. Each member of your sales team has a systematic account management planning process for each of their Customers
Top performing companies score high in allocating sales resources for each of their Customers such that an account management plan specific to the requirement of every individual
Customer is in place.
2. Your sales strategy is documented in writing
According to studies, only 14% of all people in a company know its strategy.
Top performers seem to overcome this risk by documenting their strategy, for consistency of communication.
3. For each step of the sales process / workflow you have defined training modules, checklists / instruments
A process is only as good as its implementation. Top performing companies don’t stop with defining sales processes and workflows.
They get better at supporting their people in living those processes by developing training modules, checklists and instruments for each step of the process.
Mercuri are experts in Sales.
Call Mat on +44 7572 343 341 and lets start our conversation.
How to Align Demand Gen and Inside Sales (to Close More Deals)Sales Hacker
What You'll Learn:
- RingCentral success path to revenue
- High impact buying signals, lead routing and outreach cadences
- Importance of data accuracy and optimization
- Benchmark metrics for entire sales funnel
"Marketing Analytics - Definitive Guide to Marketing Metrics via Marketo
This guide will help you:
• What are the most important marketing metrics for me to use?
• How can I measure my various marketing programs’ impact on revenue and profit?
• How can I best communicate marketing results with my executive team and board?
• Which personnel, procedural, and cultural changes need to occur within my organization so I can implement marketing measurement?
• And many more…
The bottom line of any business is the top line: revenue and faster growth!"
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand.
That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to.
But in a land where everything has an opportunity cost, you have to ask: When can it hurt you?
What are the downsides of building a personal brand?
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
This event will be an eye-opener for SDRs, prospecting AEs, and their managers.
You’ll SEE exactly how to improve your outreach. 👀
This isn’t just about tactics. Managers will want to pay attention too! We’re digging into what it takes to build an organization that excels in the inbox.
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
If your definition of personalization is still {Insert Name Here}, you’re in trouble.
Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails.
LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022.
Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you.
Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services.
And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team.
The answer is a transition to deep customer-centricity, not just in theory, but in practice.
In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines.
The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today.
In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
“The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Comprehensive Encyclopedia of Sales PlaysSales Hacker
Since inception, the sales industry has historically had questions that have gone unanswered and substantial problems that have gone unsolved.
First, there’s the tactical ones: What makes the perfect cold call? How do I handle the objection “Send me an email”? What’s the perfect subject line? And when someone ghosts me, how do I re-engage with them in a way that gets the response I want?
And then there’s the bigger ones.. Why do my AEs fight with my SDRs on which meetings are TRULY qualified? Why does Marketing complain that Sales isn’t following up with their MQLs in a timely manner? Why does Sales complain that ALL of the marketing leads are “BS”? And what is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?
In this deck presensted by Becc Holland & Scott Barker for “The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
Ever been told that personalization is THE key to masterful sales messaging & more booked meetings?
Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king.
The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant.
Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota.
With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY!
In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
What You'll Learn:
- Why winning influence is critical for closing revenue.
- How to build trust and credibility with team selling.
- The #1 signal that all winning deals have in common.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
The Only SDR <> Marketing Alignment Playbook You'll EVER NeedSales Hacker
“Our inbound leads are ALWAYS unqualified, already in the pipe, or a current logo.” - Sales Manager.
“Why can’t sales just, like, close 10% of the leads from my webinar last week?” - Marketing Manager
Sound familiar? Yeah… you’re not alone.
Becc Holland, as the Head of Sales Dev at Chorus.ai, felt the pain of sales & marketing misalignment too. So she set off on a year-long journey to fix it, and she did!
Learn the exact 7-step process that she implemented at Chorus.ai to drive marketing results that her salespeople actually care about.
What You'll Learn:
- The video-enabled full cycle sales sequence.
- How to use video to enable your champions.
- How to keep top of mind during a long sales cycle.
- How to avoid dropped meetings and build lasting relationships.
4. Companies with highly aligned sales-marketing teams
are 3X more likely to grow revenue during a challenging
year (such as 2020) as compared to others.
- The State of Sales-Marketing Alignment Report 2021
5. The State of Sales-Marketing Alignment 2021
The Largest ever survey on Sales & Marketing Alignment
5
Global audience - Sales & Marketing only
C-suite, VPs and Directors
1253 respondents
Markets covered
- US + Canada
- UK
- EU (NL+FR+DE)
- Middle East and Africa
- Asia-Pacific
6. To what degree are your Marketing team KPI’s aligned to
your goals?
Poll #1
a) Totally aligned
b) Somewhat aligned
c) Not aligned at all
7. 90% of respondents think sales and marketing goals
should be aligned, but only 44% believe their teams
are highly aligned.
Key finding #1
8. Alignment in two specific areas—goals and
objectives, and strategy and planning — are most
crucial to improving sales performance.
Key finding #2
9. What is your no.1 requirement from the Marketing team?
Poll #2
a) Better quality leads
b) Visibility into upper funnel activities
c) More Leads
d) Better training around products & messaging
10. Sales #1 demand from marketing is more
visibility into upper-funnel activities.
Marketing’s #1 demand of sales is more visibility
into lower-funnel activities.
Key finding #3
11. “Customer journey” is the second most
frequently discussed topic between Sales and
Marketing.
But, just 35% of professionals think their
company has a 360-degree view of it.
Key finding #4
12. In your opinion, what is the top challenge/roadblock to
facilitate this alignment?
Poll #3
a) Poor communication
b) Broken processes
c) Fragmented customer data
d) Organizational structure
13. The #1 challenge to sales-marketing
alignment is fragmented customer data
Key finding #5
14. Discussion
What are the 3 actionable things sales and marketing leaders
could do to ensure their teams work as one team?
15. Companies spend so long perfecting the handoff. But the
customer doesn't want to be handed off from one function
to the next. The customer wants the entire experience to be
seamless, frictionless, logical, and relevant.
- Jill Rowley, Fund Advisor, Stage 2 Capital
16. Can technology help bring this vision to life?
Linear and visible revenue
attribution
Shared platform - used by both
Sales & Marketing teams
All prospect and customer
interactions in one place
Alignment at the “input level” - goals, metrics, a “shared” vision
Get the process right – very often, the process is broken, and technology only amplifies the problem
Is there a set of capabilities that technology like CRM can offer that can bridge the gap?