Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Sales + Marketing Alignment: Breaking Down Silos for Success
Similar to Sales + Marketing Alignment: Breaking Down Silos for Success (20)
Recently uploaded
Recently uploaded (20)
Sales + Marketing Alignment: Breaking Down Silos for Success
- 1. Sales + Marketing Alignment: Breaking Down Silos for Success #CLEHUG Cleveland HubSpot User Group
- 2. Dia Dalsky @DiaDalsky Sam Brenner @SamJBrenner consultant, PR 20/20 business development lead senior consultant, PR 20/20 leader, Cleveland HUG
- 3. Steve Zavaski @SZavaski senior account executive, HubSpot Special HubSpot Guest • Based Out Of Boston • Direct Sales – Cleveland, Columbus, & Toronto
- 4. • HubSpot Updates • Sales + Marketing Alignment • Discussion + Q&A • 3 Takeaways • Networking Agenda #CLEHUG
- 5. • 30-Day Free Enterprise Trial • Sitemaps + Advanced Menus • Blog Post Analysis Dashboard • CRM Permissions • Property Settings Page Redesign • Salesforce Integration Updates • COS Site Pages + Campaigns • Sales Platform Updates • INBOUND Tickets — ClevelandHUG15 Code $50 discount HubSpot Updates #CLEHUG What’s new in the HubSpot community? March 2015 Updates| April 2015 Updates
- 6. Sales + Marketing Alignment: Breaking Down Silos for Success #CLEHUG
- 8. Zero Moment of Truth #CLEHUG
- 9. Source: Chiefmartech.com the customer journey does not follow a linear path defined by marketers @paulroetzer www.pr2020.com#CLEHUG
- 10. Convergence of Sales, Marketing + Customer Service
- 11. #CLEHUG
- 12. How do we align sales and marketing? #CLEHUG
- 13. #CLEHUG Create a seamless experience + delight
- 14. #CLEHUG
- 15. How do we achieve Smarketing? #CLEHUG • Create the narrative. • Align strategies. • Clearly communicate goals and KPIs. • Maintain consistent collaboration and communication. • Rely on data.
- 16. Sales and Marketing with HubSpot How to Unify #CLEHUG
- 17. Unite Your Sales & Marketing #CLEHUG • Weekly meeting to review goals and current lead volume & quality • What types of collateral make a lead good or bad? • What questions on forms are good barometers? • Expectations for lead follow-up by Sales • Top reasons a lead doesn’t close? • What can Marketing do better to help Sales? • Service Level Agreements
- 18. Service Level Agreement (SLA) #CLEHUG A Formal commitment between Sales & Marketing to meet shared goals for revenue growth. It’s a two-way process.
- 19. Service Level Agreement (SLA) #CLEHUG Marketing Commits to delivering a certain quantity and quality of leads to help the sales team meet its quota.
- 20. Service Level Agreement (SLA) #CLEHUG Sales Commits to follow up on those leads in a timely manner, and to make a specific number of contact attempts before abandoning the lead.
- 21. Marketing Qualified Leads (MQL’s) #CLEHUG • Handoff point between marketing and sales • Every company’s definition of an MQL will vary • A good fit for your company Examples: • Downloaded a buyers’ guide • Downloaded a product spec sheet • Lead score over…
- 22. Sales Qualified Leads (SQL’s) #CLEHUG • Leads Sales has accepted from Marketing • Every company’s definition of an SQL will vary • Ready to talk to a salesperson. Examples: • Requested a demo • Requested a consultation • Lead score over…
- 25. Prospects - Why It’s Awesome Every day, 98% of your site visitors end up leaving without converting into a lead. • Who are these prospects? • What originally attracted them to your site? • Acquire critical information about what content is bringing companies in. • For marketers, this means knowing what content attracts the best types of prospects. • For sales, this means knowing more about a company before making a call.
- 26. Lead Scoring
- 27. Marketing Automation - Workflows #CLEHUG
- 28. HubSpot CRM
- 29. HubSpot Sidekick
- 30. #CLEHUG The Complete Guide to Unifying Your Sales + Marketing Efforts Free Ebook Download: http://offers.hubspot.com/unifying-sales-and- marketing
- 31. Sales + Marketing Alignment: Q&A #CLEHUG
- 32. Sales + Marketing Alignment: Key Takeaways #CLEHUG
- 33. #CLEHUG The customer journey has changed…so should your approach to marketing and sales alignment. Takeaway #1:
- 34. #CLEHUG Consistent communication and collaboration is crucial to sales and marketing success Takeaway #2:
- 35. #CLEHUG Marketing automation tech will help unify your sales and marketing activities Takeaway #3:
Editor's Notes
- According to Google’s Zero Moment of Truth the customer journey is in perpetual motion. Consumers research before they buy and this journey of search is undefinable. Today, 90% of consumers’ daily media interactions are screen-based, and screens are multiplying. Once there was only television, now there are phones, tablets and even refrigerators with content displays.
- Customer journey includes multiple channels of information, various touch points and independent research long before they reach your sales team. Marketers are in a unique position to design this experience and facilitate a seamless transition to sales ONCE the lead has qualified itself.
- Accenture report survey of CMOs—indicates recognition of a need to converge sales, marketing and customer service functions. How do companies realize this need w/in traditional organizations? How can your team break down existing silos to operate in a more effective, efficient and mutually beneficial way?
- Sales and marketing alignment is most critical in the close phase, where marketing can most effectively hand-off qualified leads to sales, so that they can be closed into customers. Without sales and marketing alignment, a significant number of your leads will likely wither away and never become customers.
- Discuss to convergence of sales and marketing to create a more intelligent structure, strategy and business goals = smarketing
- Combining them, redefining them. Come to the table with ideas and start from there.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.
- Outline outbound sales and marketing methodology / best practices.