SlideShare a Scribd company logo
1 of 6
PRESENTED BY
Sales Enablement
Jon Russo, Moderator
#B2BContentEvent
#B2BContentEvent#B2BContentEvent
For every 650 leads, 1 deal closes in 19 months
Cost of Poor Sales Enablement is $14M annually for $1B
firm
Sales Cycle Times are increasing over last 3 years
Why? Beating the Revenue
Odds
2
Gartner 2013, IDC 2013, Alinean 2013, Discover.org 2013
#B2BContentEvent
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Make
Decisi
on
-3 -1 +1 +2 +3-2
Customer Buying Process
60% done with
buying cycle
before contacting
a sales person
Marketing-driven Conversations Sales Enablement
60% of
qualified
deals end up
in NO
DECISION
Sales Enablement
#B2BContentEvent
PROBLEM FINDER
Status Quo
Threatene
d
Identify
New
Needs
Define
Soluti
on
Identify
Viable
Vendors
Review
Approac
hes
Make
Decisi
on
“Why Change?” “Why You”
PROBLEM SOLVER
-3 -1 +1 +2 +3-2
• Make the status quo
unsafe
• Define new set of
needs
• Align w/ your
Strengths
• Here are the
problems
• How we solve them
better
• What value you
receive
5
Customer Buying Process
#B2BContentEvent#B2BContentEvent
Sales Process KPI – By Source
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiation
© Copyright 2013 by The Marseli Company, all rights reserved.
All Sources Marketing Sourced
Qualification
Needs Assessment
Proposal
Evaluation
Close/Won
Negotiatio
n
74% 50%
76% 65%
78% 70%
74% 72%
79% 74%
30% 13%
#B2BContentEvent
6
Q&A
Contact Info
@B2BCMO Jon Russo
@Jill_Rowley Jill Rowley
@FDonny Frank Donny
@TRiesterer Tim Riesterer

More Related Content

What's hot

What's hot (7)

Focus On The Customer
Focus On The CustomerFocus On The Customer
Focus On The Customer
 
How to Build Sales & Marketing Alignment with Account-Based Marketing
How to Build Sales & Marketing Alignment with Account-Based MarketingHow to Build Sales & Marketing Alignment with Account-Based Marketing
How to Build Sales & Marketing Alignment with Account-Based Marketing
 
4 Steps to Cloning Your Best Customers
4 Steps to Cloning Your Best Customers4 Steps to Cloning Your Best Customers
4 Steps to Cloning Your Best Customers
 
100226 Fsf Fscs Countdown To Compliance
100226   Fsf   Fscs Countdown To Compliance100226   Fsf   Fscs Countdown To Compliance
100226 Fsf Fscs Countdown To Compliance
 
2020: THE RISE OF STOROI MARKETING -> From Insights to ROI: How to make data-...
2020: THE RISE OF STOROI MARKETING -> From Insights to ROI: How to make data-...2020: THE RISE OF STOROI MARKETING -> From Insights to ROI: How to make data-...
2020: THE RISE OF STOROI MARKETING -> From Insights to ROI: How to make data-...
 
How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue
How to Build the Ultimate Sales Forecasting Approach for Predictable RevenueHow to Build the Ultimate Sales Forecasting Approach for Predictable Revenue
How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue
 
Sell a House for Top Dollar
Sell a House for Top DollarSell a House for Top Dollar
Sell a House for Top Dollar
 

Similar to Sales Enablement Conference

[Webinar] Predictive Marketing: The Science Behind Marketing
[Webinar] Predictive Marketing: The Science Behind Marketing[Webinar] Predictive Marketing: The Science Behind Marketing
[Webinar] Predictive Marketing: The Science Behind Marketing
Mintigo1
 
Full Funnel Marketing- Bryan Burdick at TechConnect Bangalore
Full Funnel Marketing- Bryan Burdick at TechConnect BangaloreFull Funnel Marketing- Bryan Burdick at TechConnect Bangalore
Full Funnel Marketing- Bryan Burdick at TechConnect Bangalore
LinkedIn India
 

Similar to Sales Enablement Conference (20)

Get Smart on B2B Marketing with our 7 Emerging Trends for 2017
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017Get Smart on B2B Marketing with our 7 Emerging Trends for 2017
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017
 
Displace the Competition and Win That Sale!
Displace the Competition and Win That Sale!Displace the Competition and Win That Sale!
Displace the Competition and Win That Sale!
 
2017 B2B Trends
2017 B2B Trends2017 B2B Trends
2017 B2B Trends
 
Craig Rispin Keynote for Cincom 16 December 2016
Craig Rispin Keynote for Cincom 16 December 2016Craig Rispin Keynote for Cincom 16 December 2016
Craig Rispin Keynote for Cincom 16 December 2016
 
Account-Based Nurturing: Strategies for Turning Target Accounts into Customers
Account-Based Nurturing: Strategies for Turning Target Accounts into CustomersAccount-Based Nurturing: Strategies for Turning Target Accounts into Customers
Account-Based Nurturing: Strategies for Turning Target Accounts into Customers
 
Sales & Marketing Alignment Conference, Tim Riesterer, Corporate Visions
Sales & Marketing Alignment Conference, Tim Riesterer, Corporate VisionsSales & Marketing Alignment Conference, Tim Riesterer, Corporate Visions
Sales & Marketing Alignment Conference, Tim Riesterer, Corporate Visions
 
Account-Based Nurturing: Strategies For Turning Target Accounts Into Customer...
Account-Based Nurturing: Strategies For Turning Target Accounts Into Customer...Account-Based Nurturing: Strategies For Turning Target Accounts Into Customer...
Account-Based Nurturing: Strategies For Turning Target Accounts Into Customer...
 
How B2B buying and selling will change in 2020
How B2B buying and selling will change in 2020How B2B buying and selling will change in 2020
How B2B buying and selling will change in 2020
 
Tpmg Manage Cust Prof Final
Tpmg Manage Cust Prof FinalTpmg Manage Cust Prof Final
Tpmg Manage Cust Prof Final
 
How To Stand-out - Print19, Chicago
How To Stand-out - Print19, Chicago How To Stand-out - Print19, Chicago
How To Stand-out - Print19, Chicago
 
Irvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
Irvine Corporate Visions Executive Insights Session 2014 with Erik PetersonIrvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
Irvine Corporate Visions Executive Insights Session 2014 with Erik Peterson
 
Sales Pipeline...Evolve What and How You Sell
Sales Pipeline...Evolve What and How You SellSales Pipeline...Evolve What and How You Sell
Sales Pipeline...Evolve What and How You Sell
 
How To Standout in a Content-Saturated World (Georgia Realtors Association)
How To Standout in a Content-Saturated World (Georgia Realtors Association)How To Standout in a Content-Saturated World (Georgia Realtors Association)
How To Standout in a Content-Saturated World (Georgia Realtors Association)
 
The gig economy is dying
The gig economy is dyingThe gig economy is dying
The gig economy is dying
 
[Webinar] Predictive Marketing: The Science Behind Marketing
[Webinar] Predictive Marketing: The Science Behind Marketing[Webinar] Predictive Marketing: The Science Behind Marketing
[Webinar] Predictive Marketing: The Science Behind Marketing
 
McKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisis
McKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisisMcKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisis
McKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisis
 
McKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisis
McKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisisMcKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisis
McKinsey Survey: Brazilian B2B decision maker response to COVID-19 crisis
 
Full Funnel Marketing- Bryan Burdick at TechConnect Bangalore
Full Funnel Marketing- Bryan Burdick at TechConnect BangaloreFull Funnel Marketing- Bryan Burdick at TechConnect Bangalore
Full Funnel Marketing- Bryan Burdick at TechConnect Bangalore
 
Content2Conversion 2014 - Corporate Visions - Tim Riesterer
Content2Conversion 2014 - Corporate Visions - Tim RiestererContent2Conversion 2014 - Corporate Visions - Tim Riesterer
Content2Conversion 2014 - Corporate Visions - Tim Riesterer
 
Budgeting for Lead Generation Success in 2016
Budgeting for Lead Generation Success in 2016Budgeting for Lead Generation Success in 2016
Budgeting for Lead Generation Success in 2016
 

Recently uploaded

A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...
A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...
A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...
prakheeshc
 
Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312
LR1709MUSIC
 
Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.
Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.
Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.
daisycvs
 
Obat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di Pasuruan
Obat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di PasuruanObat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di Pasuruan
Obat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di Pasuruan
Obat Aborsi Jakarta Wa 085176963835 Apotek Jual Obat Cytotec Di Jakarta
 
Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...
Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...
Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...
Aurelien Domont, MBA
 
Presentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelledPresentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelled
CaitlinCummins3
 
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
Khaled Al Awadi
 
What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...
srcw2322l101
 

Recently uploaded (20)

Toyota Kata Coaching for Agile Teams & Transformations
Toyota Kata Coaching for Agile Teams & TransformationsToyota Kata Coaching for Agile Teams & Transformations
Toyota Kata Coaching for Agile Teams & Transformations
 
A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...
A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...
A BUSINESS PROPOSAL FOR SLAUGHTER HOUSE WASTE MANAGEMENT IN MYSORE MUNICIPAL ...
 
The Art of Decision-Making: Navigating Complexity and Uncertainty
The Art of Decision-Making: Navigating Complexity and UncertaintyThe Art of Decision-Making: Navigating Complexity and Uncertainty
The Art of Decision-Making: Navigating Complexity and Uncertainty
 
wagamamaLab presentation @MIT 20240509 IRODORI
wagamamaLab presentation @MIT 20240509 IRODORIwagamamaLab presentation @MIT 20240509 IRODORI
wagamamaLab presentation @MIT 20240509 IRODORI
 
WAM Corporate Presentation May 2024_w.pdf
WAM Corporate Presentation May 2024_w.pdfWAM Corporate Presentation May 2024_w.pdf
WAM Corporate Presentation May 2024_w.pdf
 
1Q24_EN hyundai capital 1q performance
1Q24_EN   hyundai capital 1q performance1Q24_EN   hyundai capital 1q performance
1Q24_EN hyundai capital 1q performance
 
Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312Shots fired Budget Presentation.pdf12312
Shots fired Budget Presentation.pdf12312
 
Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.
Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.
Abortion pills in Muscut<Oman(+27737758557) Cytotec available.inn Kuwait City.
 
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptxBlinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
Blinkit: Revolutionizing the On-Demand Grocery Delivery Service.pptx
 
Obat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di Pasuruan
Obat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di PasuruanObat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di Pasuruan
Obat Aborsi Pasuruan 0851\7696\3835 Jual Obat Cytotec Di Pasuruan
 
Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...
Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...
Creating an Income Statement with Forecasts: A Simple Guide and Free Excel Te...
 
Top^Clinic ^%[+27785538335__Safe*Women's clinic//Abortion Pills In Harare
Top^Clinic ^%[+27785538335__Safe*Women's clinic//Abortion Pills In HarareTop^Clinic ^%[+27785538335__Safe*Women's clinic//Abortion Pills In Harare
Top^Clinic ^%[+27785538335__Safe*Women's clinic//Abortion Pills In Harare
 
High Profile Bangalore Just VIP Brigade Road 100% Genuine at your Door Step
High Profile Bangalore Just VIP Brigade Road 100% Genuine at your Door StepHigh Profile Bangalore Just VIP Brigade Road 100% Genuine at your Door Step
High Profile Bangalore Just VIP Brigade Road 100% Genuine at your Door Step
 
Understanding Financial Accounting 3rd Canadian Edition by Christopher D. Bur...
Understanding Financial Accounting 3rd Canadian Edition by Christopher D. Bur...Understanding Financial Accounting 3rd Canadian Edition by Christopher D. Bur...
Understanding Financial Accounting 3rd Canadian Edition by Christopher D. Bur...
 
Presentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelledPresentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelled
 
HAL Financial Performance Analysis and Future Prospects
HAL Financial Performance Analysis and Future ProspectsHAL Financial Performance Analysis and Future Prospects
HAL Financial Performance Analysis and Future Prospects
 
Exploring-Pipe-Flanges-Applications-Types-and-Benefits.pptx
Exploring-Pipe-Flanges-Applications-Types-and-Benefits.pptxExploring-Pipe-Flanges-Applications-Types-and-Benefits.pptx
Exploring-Pipe-Flanges-Applications-Types-and-Benefits.pptx
 
Elevate Your Online Presence with SEO Services
Elevate Your Online Presence with SEO ServicesElevate Your Online Presence with SEO Services
Elevate Your Online Presence with SEO Services
 
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
 
What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...
 

Sales Enablement Conference