Post on 20-Aug-2015
Can Marketing Can Help Sales Sell?June18,2009
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BarryTrailerManagingPartner,
CSOInsights
PhilFernandezPresidentandCEO,
Markeo
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Topics
LatestResearchfromCSOInsights
Discussion:CanMarkeJngHelpSalesSell?
MarketoSalesInsightIntroducJon&Demo
Q&A
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PIPELINESELLING PROCESS STEPSINPUT
M A R K E T I N G C U S T O M E RS U P P O R T
OUTPUT
Step5
Step4
Step3
Step1
Step0
Step2
Stepn+2
Stepn+1
Stepn
Sales Cycle Length
S E L L I N G
Traditional Sales Cycle
NoporJonofthesematerialsmaybereproducedordistributedinanyformwithoutthepriorwriWenpermissionoftheauthors© CSO Insights
Introducing the Revenue Cycle
TOTALREVENUE PROCESS STEPS
OUTPUT
Step5
Step4
Step3
Step1
Step0
Step2
Stepn+2
Stepn+1
Stepn
S E L L I N G
C U S T O M E RS U P P O R T
M A R K E T I N G
Revenue Cycle Length
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15th Annual Sales Performance Optimization (SPO) survey
~1800 Companies Participated Worldwide
Survey Closed 12/15/08
5th Lead Generation Optimization (LGO) survey
~600 Companies have responded thus far
Survey Closes 6/25/09
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Should Companies Stop Marketing To Prospects Once Sales Engages?
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How Can Sales Reps Prioritize Time On The Right Accounts And Activities?
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Introducing Marketo Sales Insight
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A Social Sales Application:Buying Has Changed Forever
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Get Facebook-like feed updates of Interesting MomentsAnytime to any desktop browser or mobile device
Distill “Interesting Moments” from customer behaviorFocus on activities sales really cares about
Find people you would like to know more about One-click access to Jigsaw, Demandbase and LinkedIn
Define “social network” of leads & contacts to followPrioritized by urgency and quality
A Social Sales Application
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Levelsthe‘buyer‐is‐in‐control’playingfield
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What Customers Think
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MarketoSalesInsightisthemostexci4ngthingaboutMarketo.Ithelpsuscloselymonitorourclients,sendtrackableemailsandreceiveinstantno4fica4ons,sowecanbe?errespondtoclientneedsandearntheirrenewalbusiness.
KaJeEfstraJs,SalesManager
“”
MarketoSalesInsightgivesmySalesteamanunfairadvantagebyprovidingtheessen4aldatatofocusontheho?estleadswiththehighestrevenueimpact.
DaveOrrico,SeniorVicePresidentSales”“
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Marketo at a Glance
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July Aug Sep Oct Nov Dec Jan Feb Mar Apr May
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More than 200 Successful Customers
SelectCustomers
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