TMSA Sales&Marketing Metrics Study · TMSA Sales & Marketing Metrics Study •Annual study to help...
Transcript of TMSA Sales&Marketing Metrics Study · TMSA Sales & Marketing Metrics Study •Annual study to help...
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Today’s Session
“Benchmarking Your Company: 2019 Sales & Marketing Metrics Review”
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2019 TMSA Metrics Study
TMSA Sales & Marketing Metrics Study• Annual study to help understand
key sales and marketing metrics, how they change over time, and best practices for success in the industry
• Initially launched in 2014
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2019 TMSA Metrics Study
Metrics and Trends include:• Demographics of Participants• CRM, Automation, Technology Use• Staff and Budget Sizes• Cost Per Sales (FTE)• Sales Contribution by Source• Reasons for Business Loss• Allocation of Marketing Budget• Digital Averages: Email Open Rates, Click Rates, etc.• Marketing Activity Outsourcing• How Metrics and ROI are Tracked
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Today’s Session
5 Steps to Improve Your Sales and Marketing
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Demographics of Respondents
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Demographics of Respondents
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Demographics of Respondents
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5 Steps to Improve Your Sales, Marketing
Step 1: Leverage Technology • CRM Systems• Sales Automation• Marketing Automation• Emerging technologies in AI
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Use of CRM Technology
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5 Steps to Improve Your Sales, Marketing
Step 2: Listen to the Voice of Customer• Set upfront measurable goals and objectives • Ensure proper collaboration within the
relationship• Perform regular, meaningful customer reviews• Implement appropriate CX strategy
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CX and Customer Reviews
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Listen to the Voice of the Customer
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5 Steps to Improve Your Sales, Marketing
Step 3: Look at Your Sales Strategy Holistically• Determine your sales goals and objectives and tie
them to overall business strategy• Deploy your sales organization based upon business
goals, objectives, strategy• Establish demographic profile (persona) of your
ideal customer • Set sales team for success with adequate tools and
support (technology, training, measurement, etc.)
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Qualifying Sales Leads
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Sales Organization Deployed
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Reasons for Loss of Business
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Measuring Salesperson Success
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5 Steps to Improve Your Sales, Marketing
Step 4: Look at Your Marketing Strategy Holistically• Align Marketing strategy and operations with
Business Goals, Objectives• Establish SMART Goals: Specific, Measurable,
Achievable, Relevant, Time-based• Reflect all Marketing with the Buyer’s Journey• Fight for appropriate resources• Establish ROI Measurement best practices
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Size of Marketing Budget
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Marketing Budget by Category
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Marketing Budget by Objective
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Marketing ROI
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5 Ways to Improve Your Marketing, Sales
Step 5: Ensure Proper Alignment
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5 Steps to Improve Your Sales, Marketing
Step 1: Leverage TechnologyStep 2: Listen to the Voice of CustomerStep 3: Look at Your Sales Strategy HolisticallyStep 4: Look at Your Marketing Strategy HolisticallyStep 5: Proper Alignment between Sales, Mktg, Ops
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Still Time to Participate!
Participate in the FINAL PHASE of the 2019 Sales & Marketing Metrics Study
• Visit TMSAtoday.org • Click “Sales & Marketing Metrics Study”
under Quick Links• Closing survey participation on June 15, 2019
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Today’s Session
“Benchmarking Your Company: 2019 Sales & Marketing Metrics Review”