4. “….organizations that have tightly
integrated marketing and sales around the
shared task of demand creation close
between two and seven times the number of
deals of those that do not.”
Sirius Decisions
5.
6. Marketing/Sales Alignment
Strategy Process People Technology
Alignment & Measurable Open Enabling tools
Resource Predictable Team-oriented,
Allocation Customer-centric Relationship-
focused
Increased Revenue Results / Decreased Cost
7. Best-Performing Companies’
Sales & Marketing Practices
Common goals/compensation
Significant marketing investment
Work together to engage/nurture prospects
Personalized, relevant messages by buyer type
Lead nurturing (automated & flexible)
Metrics and process-driven, ROI tracked
Dedicated functional groups through customer acquisition cycle
Measure marketing’s impact on revenue
8. Best-Performing Companies Sales and Marketing
Agree On:
Investment per Rep & Budget Allocation
Consistent Messaging
Target prospect & “Qualified Lead” definition
Lead Scoring
Roles and Responsibilities
Lead response time, data captured (“SLA”)
When Marketing hands-off to Sales
When Sales hands-back to Marketing
Using social media to go where customers are
10. POLL – Do you have….
1. Clear roles for marketing & sales
2. Sales Dev Inside sales team for lead qualification
3. Consistent messaging from Marketing to Sales
4. Clear processes for lead follow-up and handoff
5. Feedback on leads from sales to marketing
6. Tracking & reporting of key sales & marketing data
7. Regular review of the scoring/rating criteria
12. Act-On Situational Analysis
• Small company
• Fastest growing marketing automation
company
• Efficiency and speed are core company
competitive advantages
• Budget follows growth
13. Parameters for Success
Strategy Process People Technology
Alignment & Measurable Open Enabling tools
Resource Predictable Team-oriented,
Allocation Customer-centric Relationship-
focused
Increased Revenue Results / Decreased Cost
14. Company Strategy
• Focused on providing
integrated marketing
solution that fits into
existing environments
• Target market: midmarket
and departmental use in
enterprise
• Product design
emphasizes user
experience, speed of
deployment and flexibility
15. Sales and Marketing Strategy
• Alignment
• Efficient cost of
sales
• Increased
leverage
16. Process
• Need for a process with agreed
upon definitions
• Minimum friction between transition
points
• Flexibility for modification
• Easily transferrable
17. Process: The Funnel
Word of
mouth
• Top of funnel:
Marketing
Marketing
• Middle of funnel:
SDR qualification
Raw leads
SDR
• Bottom of funnel: Qualified leads
Sales team
Sales
prospects Sales
18. People
• Hiring
– Proven track record
– Intelligence and ambition
– Cultural fit
• Consistent training
– Playbook
– Messaging templates
• Continuous development
– Best practice sharing
– Frequent and clear communication
19. Technology
• Single database of record =
CRM
• Marketing automation
Need a graphic
integrates with key
here that is techy.
technologies needed for sales Maybe a small
and marketing (webinars, version of the
integrtion slide on
external data sources,
the investor pitch
analytics, social media)
• Emphasis on using our own
technology to understand
customer experience
20. Score Card
Strategy Process People Technology
• Company • Common • Positive culture • Well
Working Well
strategy well definitions • Hiring integrated in
defined & • Refinement & process
• Training
communicated iteration based • Used heavily
• Mobility
on results • Continuous
improvement
Needs Improvement
• Increasing • Inertia of • Career • Regular
leverage transition development alignment in
sales &
marketing
Anneke: provide intro of best practicesShawn – showcase Act-On strategy, people, process, technology and results
Intros.
Get stronger quote related to overall integration? Grabber Opening - Anneke2009 research on the demand waterfall
Background on Phone Works (Need help on messaging)E.g.Twenty years ago, after leaving a ten-year-career at Oracle, I started Phone Works with the goal of taking the practices we created at Oracle that weren’t yet industry standard and share them with our clients. We now have an international team of specialists from some of the best-known companies across industries that have helped over 400 companies build, expand, and optimize sales organizations, with a specialty phone/Web/social selling or inside sales. We are your inside sales implementation resource to help managers like you not only optimize your inside sales results but also serve as an outside champion for inside sales
Marketing & Sales alignment is part of the Phone Works Sales 2.0 FrameworkWe first look at a company’s sales strategies and compare against Sales 2.0 Best Practices.Then we move into execution mode and work on developing process, people and enabling technology initiatives to meet strategic objectives.I’m going to focus today on the Sales 2.0 Strategies.
Anneke
AnnekeWe’ve applied these organizational best practices now at over 400 companies and shown that the results are repeatable.Message: experiences led to best practices.From the Oracle experience, we learned that that best results come from separating the functions of sales development and inside salesFrom this, we built the framework at Phone Works that we use as best practice in our consulting practice, which we’ve proven at over 400 companies and shown that its repeatable.increase the bottom line with sales dev. In the book we take you through a scenario that shows by adding 4 sales dev reps to a sales force of 16, the ROI is over 1,000%
Objective: How to Perfect the Hand-Off (Bi-Directional)Perfecting the Hand-Off We all know that sales and marketing must work together to generate revenue. Once Marketing has done its job – created marketing qualified leads -- it’s time to pass the leads over to sales for sales qualification. This stage of the cycle is critical – and must be carefully planned out and executed. This webinar will provide tips for ensuring the hand-off is smooth – and that the sales and marketing machine is well-oiled. · Roadmap for success: Roles for marketing, SDRs, AM· Inside sales team for lead qualification and follow-up best practices, including metrics management· Ensuring consistent messaging· Account hand-offs to sales AM· Communication is key: providing feedback on leads to marketing· Tracking & reporting key sales & marketing data – program results, messages, lists, offers, target audience
Growing rapidly: 405% 2011Most employees at Act-On <1 year
Marketing & Sales alignment is part of the Phone Works Sales 2.0 FrameworkWe first look at a company’s sales strategies and compare against Sales 2.0 Best Practices.Then we move into execution mode and work on developing process, people and enabling technology initiatives to meet strategic objectives.I’m going to focus today on the Sales 2.0 Strategies.
Defined targets and prospect profilesAgreed upon terminology and definitionsClear roles for marketing, SDRs, Sales, RSMsOngoing review of process, flow and scoring
SDRsPass to salesReturn to marketing for further nurturing
HiringConsistent training: Replicatable process and training procedures Continuous development: sharing best practices
Key technology decisions
Needs work.
Do you know how your Marketing/Sales strategy, process, people and technology compare to best-performing companies?Act-On Software's cloud-based integrated marketing platform is rapidly becoming the foundation for successful marketing departments in organizations of all sizes. Act-On's highly intuitive user interface, complete online marketing tool set and affordable pricing starting at just $500/month have enabled the adoption of marketing automation technologies without dedicated IT support.www.actonsoftware.com