Speakers:
Ben Sardella,
Co-founder at Datanyze
Nic Zangre,
Director of Marketing
Operations at AdRoll
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B2B marketing success: Aligning marketing and sales to build a demand gen machine презентация
Содержание
- 1. B2B marketing success: Aligning marketing and sales to build a demand gen machine
- 2. Speakers
- 3. Agenda Aligning your org Tools of the trade Revenue sharing Q&A
- 4. Source: MathMarketing (2013) Why are we
- 5. Leads Opportunities Revenue Conversions Prospecting Nurturing Verticalization/
- 6. Redefining the relationship Who are
- 7. Do we have all the tools we need?
- 8. Sales & Marketing Infrastructure Digital
- 9. Your CRM is the center of your universe
- 11. The web, social networks (LinkedIn, Twitter, Google,
- 12. The joint goal: revenue
- 13. Implement lead scoring to accelerate the sales
- 14. Why score leads?
- 15. Content downloads Subscriptions Free trials Tradeshows
- 16. Competitive Techs Complementary Techs
- 17. Lead prioritization and distribution
- 18. Automation can improve efficiency
- 19. Organizing your touchpoints
- 20. Team selling + sharing the credit
- 21. SUSPECTS PROSPECTS OPPORTUNITIES CONTACTS Sales attribution
- 22. The CxO Mindset
- 23. Questions? Nic Zangre, Director of Marketing Operations Ben Sardella, Co-founder
Слайд 1B2B marketing success: Aligning marketing and sales to build a demand
gen machine
Слайд 2Speakers
Nic Zangre
Director of Marketing Operations
at AdRoll
Ben Sardella
Co-founder of Datanyze
Слайд 4
Source: MathMarketing (2013)
Why are we here?
Alignment between marketing and sales can
help your company become 67% better at closing deals, 108% better at lead acceptance, and generate 209% more revenue from marketing.
Слайд 5Leads
Opportunities
Revenue
Conversions
Prospecting
Nurturing
Verticalization/
Named Accounts
Account Based Marketing
(mis)communication and compromise
Слайд 6
Redefining the relationship
Who are our prospects?
What data do we need to
validate fit?
Who are our Marketing Qualified Leads?
What is the follow-up time for MQLs?
How is data structured in our CRM?
How does sales provide a feedback loop?
What are our shared goals?
Who are our Marketing Qualified Leads?
What is the follow-up time for MQLs?
How is data structured in our CRM?
How does sales provide a feedback loop?
What are our shared goals?
Слайд 8
Sales & Marketing
Infrastructure
Digital Analytics
Testing
Marketing Cloud
CRM
Data Management Platform
Big data architecture
Business
Intelligence
Sales & Marketing Tools
Demand Side Platform / Display
Content / Social Marketing Platforms
Website CMS/WCM/RTP
Data Enrichment & Prospecting
Lead Scoring / Predictive Analytics
Sales & Marketing Automation
Sales Enablement
Customer Sales &
Marketing Tools
Advocacy / Networking
/ Event Management
Customer Success
Finding the right tool for the job
Слайд 11The web, social networks (LinkedIn, Twitter, Google, YouTube)
Sales data / list
providers
Contact databases
Contact databases
Data Enrichment & Prospecting
Sales intelligence
Sales & marketing automation
Email tracking
Sales enablement
E-signature
Sales analtics / data visualization
Sales Tools
The outbound funnel
Слайд 13Implement lead scoring to accelerate the sales cycle
Execute on a service
level agreement and prioritization process of leads
Nurturing the relationship
Слайд 15Content downloads
Subscriptions
Free trials
Tradeshows
What makes a lead qualified?
Revenue/funding
Employees
Technologies*
Traffic
B2B/B2C
Title
Fit (Explicit)
Engagement (Implicit)
