Marketing’s Role in Quarterly Business Reviews

Marketing’s Role in Quarterly Business Reviews Fourquadrant.com/Marketing-Resource-Blog

How a B2B Direct Sales Person Spends Their

Time

§  Direct Selling 33% §  Research & Account

Planning 25% §  Travel 12% §  Administration 10% §  Order Processing 10% §  Planning 10%

Marketing’s Role in Quarterly Business Reviews

1

The two largest time draws on a B2B direct

sales rep are selling and research and account

planning. Specifically, the activities included in

these core-selling areas include:

§  Prospecting §  Account research & planning

Meetings with prospects and customers

§  Meeting follow-up §  Responses to proposals §  Proof of concept §  References §  Orchestration of internal

resources §  Contracts §  Quotes/configuration §  Communications with the sales

pipeline §  Training §  Account planning §  Account reviews

Marketing’s Role in Quarterly Business Reviews

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Quarterly Business Reviews should not be looked at by marketing as an interrogation of a

sales rep or sales director but as a forum for

collaboration between sales and marketing

The QBR is an opportunity to review past performance, discuss the current state and present integrated go-to-market strategies and tactics that, once executed, will meet or exceed the objectives of the sales rep or director.

Marketing’s Role in Quarterly Business Reviews

3

Marketing’s Role in Quarterly Business Reviews

Marketing’s Role in Quarterly Business Reviews Fourquadrant.com/Marketing-Resource-Blog