Marketing and sales aligning - Manchester HUG

The document provides guidance for B2B demand generation marketers on planning an effective demand generation strategy. It discusses reverse engineering the sales funnel to identify pipeline goals and target metrics at each stage. Marketers are advised to determine revenue goals, calculate the contribution goals for marketing, and work backwards to establish the number of leads, MQLs, and opportunities needed based on average conversion rates. The document stresses the importance of having an ideal customer profile to focus marketing efforts on attracting the right leads that will become good customers.

Smarketing is when sales and marketing departments work together harmoniously. Companies that implement a smarketing approach achieve 400% higher revenue growth than companies that do not. Critical for B2B, the Smarketing concept was popularized by Hubspot. This presentation was created by Jay Baer and originally delivered for the Cisco 2016 Partner Summit. B2B marketers and B2B sales people should find this information of interest.

Register here We are all familiar with the “domino effect”, one domino falls, causing the others to fall in a predictable way, the thing that causes the domino to fall in the first place is the “Trigger”. In sales there are many types of triggers, some simple and visible, others more intricate and not always in plain view. Events are the simplest and most obvious form of triggers in sales, something happens, and this event sets things in motion, the dominos falling. How well prepared you are in advance will help determine how well you can leverage events when they come to your advantage. Events can include change in personnel in an account, a competing vendor; change in regulation; mergers and acquisitions; regulatory; economic and more. How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames.

Statistics are amazing, thought provoking and easy to remember. These 21 sales stats may not shape your sales strategy but will give you an insight into how salespeople approach their roles. And let's face it... Who doesn't enjoy a good stat!

What it takes to become a CMO Who do you need to build relationships with What roles and metrics you need to know Which superpowers you need to become the top 1%

Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?

In case you missed me speak, here is my presentation on transformational marketing at the 2018 Atlanta Electronic Commerce Forum.

As if sales development reps didn’t have their jobs cut out for them already. Response rates are dropping, sales are becoming more complex, and as a result it’s getting more and more difficult to break through to the right person. But does that mean prospecting is dead? Of course not. In fact, as the sales prospecting stats below show, smart SDRs are drawing on new skills and technology to help them develop a much-needed edge. So don’t just sit there — jump on your leads, get to them first, leverage your network for referrals and connections, and above all, stay persistent and proactive!

The document discusses marketing automation and how to get management buy-in for it. It recommends starting simply by focusing on low hanging fruit like re-engaging inactive email subscribers. To gain support, marketers should measure success based on customer-centric metrics like share of heart, wallet, and influence. Personalization is key, such as understanding customers' purchase journeys and addressing their needs and questions in a tailored way across channels. The goal is to anticipate customer needs and provide timely, differentiated communication through understanding their preferences.

Discover why so many people fail in network marketing and learn different things you can do to overcome it.

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.

The document discusses what a brand is and why having a strong brand is important for a business. It states that a brand is not just logos, slogans, or other visual representations, but rather it is the gut feeling and associations that customers have with a product, service, or organization. It suggests that a brand represents the personification of the entity, the promises made to customers, and the emotional connections that are formed. Having a strong brand allows a business to stand out from competitors, command higher prices, attract quality employees, and provide stability, growth, and longevity for the business.

This document summarizes a presentation about aligning sales and marketing using inbound demand generation and data-driven processes. The presentation covers developing inbound demand through content marketing and social media, defining service level agreements between sales and marketing, using data to determine optimal lead quality and quantity, implementing predictable and standardized sales hiring, training, processes, and using data to hold individual sales reps accountable to each step of the process. The overall goal is to enable predictable, scalable revenue growth.

The best Marketing VPs know exactly how well their campaigns are performing and, more importantly, how these campaigns are contributing to bookings and revenue. The answers to these questions will help you optimize practices and boost your team, your company, and your bottom line.

There is over a 70 percent attrition rate with New Hires in the Automotive Sales industry. Most dealers are suffering from high turnover. And Sales Consultants are suffering from mediocrity. This presentation will show you why this is happening and how to not only fix it but how to literally increase your gross and volume by 50%

Presentation given by Mark LaRosa, CEO of QuotaCrush and Jeff Stewart, CEO of UrgentCareers on 2/19/2009

This document discusses the future of selling and how it is being radically transformed by digital technologies and social media. It summarizes research findings from a study of over 1,000 sales professionals which found that customers now research products online before engaging with salespeople. It also found that top performing salespeople are adopting social media. The document argues that sales and marketing must work together to create engaging digital content and meet customers in online channels. It provides examples of companies that have boosted sales using social media campaigns. It concludes by urging readers to start walking in customers' digital footsteps and test social selling initiatives.

In this presentation, Matt Johnson, Chief Creative Officer at Safety Marketing Services, shares about how the industrial buyer journey has changed. How can the industrial B2B sector adapt to meet the needs of millennial buyers? What's a proven strategy for reaching industrial end users? Learn more.

Many manufacturing companies still rely on pre-Internet strategies to find new business, but with customers becoming unwilling to directly engage with a supplier until late on in their decision-making process, traditional opportunities to directly ‘sell’ have become limited. These slides made up a three-hour 'marketing for manufacturers bootcamp' in conjunction with Wakefield Manufacturing Forum as part of Wakefield Business Week. Slides 1-20 Business growth expert Mark Prince talks about why a manufacturer has to first create a point of difference and embrace how the world of business has changed. Young, agile companies are disrupting every industry and manufacturing is no different. Slides 21-62 The Chartered Institute of Marketing's Ambassador for Manufacturing Dave Pannell looks at the changing behaviour of the industrial buyer and explores the culture clash between marketing and manufacturing. Dave then explains the strategies for marketing a manufacturing company, from company branding to marketing to your own team. Slides 63-87 Sales guru Stewart Leahy then talks about digital marketing tactics, and how websites really generate referrals by being part of a wider strategy of digital marketing activity - including Google PPC, email marketing and remembering to pick up the phone! Download the accompanying free guide Marketing for Manufacturers here: http://tdmuk.com/marketing-for-manufacturers

The document provides an overview of business and marketing consulting services offered by Quantum Business Development. It discusses the importance of effective marketing and customer acquisition for business success. Key points include developing niche marketing strategies, unique selling propositions, risk reversals or guarantees, direct response advertising, and optimizing existing marketing to focus on customer retention and lifetime value.

This document provides guidance on modernizing a sales approach and driving sales in cyber security. It discusses the need to attract more leads and convert more of the leads into sales. It recommends developing an inbound lead generation plan that involves building a personal brand on social media to attract prospects, engaging in conversations to build relationships, and eventually converting connections into leads and clients. The document emphasizes listening to prospects, adding value through helpful content, and focusing on relationships over quick sales pitches in order to build trust and make the sale. It also stresses the importance of online perception and presenting oneself professionally as a personal brand.

The document discusses best practices for integrating sales and marketing. It defines sales as the process of listening to customers, determining needs, addressing objections, asking for orders, and closing deals. Marketing is defined as positioning a firm to ask for or be asked for business. The document recommends balancing sales and marketing based on the customer lifecycle and product type. It also provides tips for common marketing resources and levels needed. Best practices discussed include segmentation, differentiation, and implementation in marketing as well as tracking sales metrics.

This presentation outlines the growing differences between sales and marketing strategies that most B2B organizations are missing out. Poorly defined strategies, agreements and marketing-to-sales efforts are creating a deep impact on communication and collaboration to generate successful sales. As a result purchasing cycles of customers are taking time. Sales and marketing teams should come together to produce strategically combined efforts to generate effective networking among themselves. Here are the three effective strategies to align sales and marketing process to enable harmonious sales and marketing alignment. Read on.

This document outlines a nine-point sales strategy presented by Andrew Priestley. It discusses assessing sales skills through a tool called the Sales Profile. It then goes through nine questions that Priestley asks clients to better understand their sales environment, including what they sell, their target customers, the type of sales process, and their sales skills. The goal is to analyze a client's sales context and identify areas to improve performance and sales results.

Award winning business coach Andrew Priestley gives a special report on the nine point sales strategy for more sales.

The document discusses effective prospecting strategies for salespeople. It defines prospecting as finding qualified leads that may purchase a product. While prospecting is often disliked, it is important for identifying new business opportunities. Good prospecting involves researching target companies and contacts, crafting customized messages focused on the buyer's needs, and following a consistent sales cycle approach. The RIMS model of research, impact, message, and sales cycle is presented as an effective prospecting framework.

The document provides an overview of how to develop an effective sales plan for a small business. It discusses the importance of integrating sales and marketing efforts and viewing sales as a function of marketing. A sales plan should include background information, sales objectives and forecasts, products/markets analysis, forecasted sales pipeline, selling strategies, sales team management plans, and implementation/control procedures. The sales plan complements and flows from the overall marketing plan, focusing specifically on strategies for personal selling.

This document outlines an upcoming webinar series from Confluency Solutions on digital marketing. The webinars will cover topics like matching digital marketing tactics to objectives, measuring customer satisfaction, developing a value proposition, and communicating with customers via different channels. The second webinar focuses on using digital marketing to increase customer value by understanding customer segments, measuring loyalty, and referring others. It stresses the importance of an editorial schedule and communication plan for reaching targets across various channels like email, social media, and more.

A presentation that discusses why synergy between sales, marketing and consulting is important for organizations of all sizes and how to achieve it.

Today’s buyer has evolved. They leverage data to be more empowered than ever. Mark Roberge discusses how we, as sales leaders, must also evolve - particularly around talent, enablement, and compensation. Top Takeaways: . Data has changed the way we sell . The old rep may not be able to climb the change curve . Changes in hiring, training, and compensation plans drive the right behavior

This document discusses direct marketing strategies for restaurants, focusing on direct mail campaigns. It argues that most restaurant advertising produces only short-term results, while direct mail can build a business's sales and customer database over time. The document recommends a 4-step strategy: 1) Create a personalized 3-step direct mail campaign, 2) Identify the target "sweet spot" customer segment using POS data, 3) Obtain and scrub a mailing list of those customers, and 4) Mail the campaign pieces to the list at least 3 times for long-term results. Personalized direct mail is presented as a more effective marketing investment than other forms of advertising.

In today’s market, traditional media companies must adapt to the digital environment to grow their market share. It's a major challenge for media companies to efficiently identify quality leads, while both lowering the cost of acquisition and increasing their conversion rates. Join George Leith as he discusses how marketing automation helps you to identify hot leads and improve your sales process with information that's tailored to your prospects.

Klaus-M. has 20 years of experience from enterprise sales to B2B SaaS inbound and outbound sales. This presentation gives a holistic overview of sales and many insights into his learnings.

This document summarizes key issues facing sales and marketing based on a survey of over 2,600 companies. It finds that many companies lack a clearly defined consultative sales process or don't follow the process they have. As a result, salespeople struggle to balance their time effectively and often give up too easily on prospects. The document recommends developing a formal, step-by-step sales process tailored to the company's products and customers. It also stresses the importance of implementing the process, involving customers in its development, identifying best practices from top performers, and providing competency development and ongoing monitoring to ensure the process works as intended.

This document provides an overview of the Marketing Management I course taught by Dhruva Chak. It includes the course textbooks, assessment criteria with weights, definitions and concepts of marketing from various experts, and discussions on key topics like the marketing process, selling vs marketing, the importance of marketing, what is marketed, key customer markets, and core marketing concepts. The assessment is based on online tests, a case study, group project, and an end-term exam.

This document provides an overview of the Marketing Management I course taught by Dhruva Chak. It includes the course textbooks, assessment criteria which is 50% from an end term exam, and marketing definitions from various sources including the Chartered Institute of Marketing, American Marketing Association, Philip Kotler, and Peter Drucker. Key marketing concepts are also summarized such as the marketing process, the difference between selling and marketing, that marketing is a frame of mind for an entire organization, and why marketing is important.

How do VARs transitioning to become MSPs manage the changes in their sales teams? Sales is not evil. The right people need the right tools and the right management, then they can be wildly successful. Dominic Monkhouse shares his experience of building award winning high-performance sales teams in IT service firms.

For Digital 22, the Culture Code defines what we believe in, what we do and how we work with people internally and externally. It's a way of formalising our DNA and the soul of the company so it becomes the backbone of how to act at work.

This document discusses content that marketers can create to help sales teams. It begins by explaining that previous content focused on attracting traffic but not converting leads. It then discusses pivoting content strategies to focus more on decision-stage leads by creating content like price guides and product comparisons. The rest of the document provides examples of content ideas that can be created, such as case studies, testimonials, how-to guides, and specifications, that can help sales qualify leads and have informed conversations with customers. The key takeaways are to start with content focused on the end of the buyer's journey, provide instantly qualified leads, and choose multi-purpose content that delights customers and aids sales.

Hannah Churchman discusses how using HubSpot can help remove friction in sales processes by notifying sales teams about warm leads through workflows, allowing salespeople to chat with leads and personalize those conversations, setting up revisit notifications to follow up with leads, and educating sales on using HubSpot to have a single source of customer information. HubSpot can lay the groundwork for streamlined sales by facilitating handoffs between marketing and sales teams.

The document discusses how to create and optimize advanced workflows. It defines a SMART workflow as one that is measurable, personalized, connected, aligned, and optimized. It provides examples of making workflows measurable by setting goals, personalized by considering a contact's journey and behavior, connected by linking workflows together, aligned by notifying different teams, and optimized by automating processes. Tips are given on testing workflows effectively and maintaining an overview of all workflows.

The document summarizes Dan Tyre, an employee at Hubspot and serial entrepreneur. It provides background on Tyre's experience founding five startups since 1983 and current roles as a mentor, advisor, blogger, speaker, author, and angel investor. The document also includes graphs showing the most and least trusted professions and an example of establishing company goals with a mission, strategy, key initiatives (plays), targets, and potential omissions for a sample athletic sock company called M-Spot.

Slides from the October 18 Manchester HUG discussing new HubSpot releases and product announcements.

Slides from the May 18 Manchester HUG discussing Bots & Conversational Marketing with Stephen Fuery, Implementation Specialist at HubSpot.

The document discusses how to plan blog titles that meet SEO needs and attract readers. It outlines a 5-step process: 1) use titles that show knowledge by asking questions or using stats/benefits; 2) tie the title and content together to meet SEO needs; 3) use contextual language that appeals to the target persona; 4) optimize titles within character limits and ensure they match the content; 5) use actionable, intriguing, and emphatic language in titles to entice the persona. The overall process involves focusing a content campaign, researching keywords, and planning a set of optimized titles that balance these five areas.