Inbound Sales
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This presentation defines what is inbound sales, sales and marketing Funnel, Inbound Methodology, difference between MQL and SQL, reasons behind conflicts between sales and marketing and the power of Smarketing.
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Inbound Sales
- 1. INBOUND SALES CRM Department Presented by: Reham Karim May Youssry
- 2. Agenda • Inbound Sales • Sales and Marketing Funnel • Inbound Methodology • Difference between MQL and SQL • Positioning statement • Reasons behind conflicts between sales and marketing • The power of Smarketing
- 3. What Is Inbound Sales? • Inbound sales fits in the close section in the inbound methodology • Sales process have been changed: • With Inbound sales you start by the people who already have a pain
- 4. Difference between MQL and SQL SQL • Are MQL that your sales team has determined to be worthy of a direct follow-up MQL • Contact who have raised their hands and identified themselves as more deeply engaged
- 5. Marketing & Sales Funnel • Marketing is responsible for the top of the funnel & sales is responsible in the bottom • The middle is shared between them • The most generic term is a contact, the term contact doesn’t indicate which stage of the funnel they are in, just simply that they exist in the funnel
- 6. Marketing & Sales Funnel
- 9. What does a day in the life of inbound sales rep look like? When inbound lead appears in your inbox? • First you need to do research (who are they-who do they typically sell-location-contact information) • Then, see company news(Stay up to date- industry terminology) • Company LinkedIn profile (Company size-employees- recent updates-careers-product) • Individual LinkedIn (Exact tittle-where he used to work- shared connections)
- 10. Positioning Statement • Is known as an expression of how a given product, service or brand fills a particular consumer need in a way that it's competitors don't.
- 11. Now.. Let's call (introduce yourself and offering help) Our goal is: • Provide a relevant, personal and delightful experience for each of your prospect from start to finish
- 12. Conflicts between Sales and Marketing Teams
- 13. Reasons behind Conflicts 1. Lack of communication • Act as separate • Lead to dent in productivity • Erode mutual trust and understanding 2. Competition for departmental funding • Budget issues between both teams • Sales manager wants higher budgets to hire additional people • Marketing manager wants higher budgets for financing long-term social media campaigns 3. The blame game • Sales drop
- 14. The Terms Sales and Marketing Use Describe each other Negative Positive 87% CEB
- 16. Conflicts Should End with the Power of Smarketing
- 18. Statistics Show; • Companies with effective Sales and Marketing alignment achieved 208% higher marketing revenue than organizations with disjointed teams Wheelhouse Advisor
- 19. Importance of Smarketing Marketing handoff fully qualified leads Sales Team Customers • Without Smarketing, a significant number of your leads will wither away and never become customers
- 20. Critical Best Practices for Aligning Marketing and Sales Each team aware with other’s goals Personas “All details should be covered” Same organizational goals Visitors and leads should be tied to sales quotas If sales can’t rely on marketing to deliver leads, teams aren’t working together, drop in success
- 21. THANK YOU!
Editor's Notes
- http://www.visualistan.com/2015/03/how-to-align-sales-and-marketing-infographic.html#postimages-2