THE SALES STACK: TOOLS TO CLOSE MORE OPPORTUNITIES FASTER

Transcription

1 2016 THE SALES STACK: TOOLS TO CLOSE MORE OPPORTUNITIES FASTER

2 Agenda Introductions Why are we talking about the sales stack? The SALES STACK Summary Virtual Causeway s Favorite Tools About Virtual Causeway and Contact Us

3 Virtual Causeway s Sources

4 WHY ARE WE TALKING ABOUT THE SALES STACK?

5 What Marketing is Saying According to SiriusDecisions, buyers today want to complete 70 percent of their buying process before they ever engage with a sales person. This means that they want to do all the research and take advantage of this abundance of information before they interact.

6 What Sales is Saying HubSpot predicted that 34% of sales reps missed their quotas in 2015, which makes 2016 a make or break year for those reps.

7 What Marketing is Saying According to MaretingSherpa, 79% of marketing leads neverconvert into sales. Lack of nurturing is the common cause of this poor performance. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads according to DemandGen Report.

8 What Sales is Saying According to AA-ISP 2014 s Top Challenges Survey, the #1 challenge faced by Inside Sales Professionals is a lack of quality leads. On average, 37% of the Inside Sales group s pipeline is generated by Marketing.

9 What Marketing is Saying 70% of the qualified leads that make it to sales get disqualified or discarded often because they just aren t ready to buy now. But 80%of those bad leads will ultimately go on to buy from you or from a competitor within 24 monthsaccording to Act On.

10 What Sales is Saying According to CSO Insights, 42% of sales reps feel they do not have the right information before making a sales call.

11 What Marketing is Saying According to MarketingProofs, Sales teams are not meeting quotas because they are not personalizing the buyer s journey and communicating value at every turn.

12 #1 SALES PROCESS

13 #1 Demand Generation and Sales Process Define the steps in your demand generation and sales process. At a very high level, the stages of your sales process could look something like this: Marketing Campaigns Inbound (Inquiry) Lead Qualification (MQL) Sales Qualification (SQL) Proposal (Opportunities) Closed Won/Lost

14 Example

15 #2 GENERATING DEMAND

16 Generating Demand Considerations for ways to generate demand: 1. Marketing Generated 2. 3 rd Party Sources 3. Outsource

17 Intelligence Tools

18 Data/List Tools Owned by Dun & Bradstreet. 65 million corporations and 85 million people C-Level titles Declining data quality

19 What Reachforce says...

20 Outsource

21 #3 MARKETING AUTOMATION

22 #3 Marketing Automation

23 Is Marketing Automation for You? Yes You can afford it You can make lots of content You understand your Buyer s Journey You understand your segments You understand Lead Nurturing You value Lead Scoring You are convinced the system will work for you No You can t afford it You can t make lots of content You think drip marketing is comparable You do not have sufficient traffic to justify the nurture or scoring You want your reps to call any lead immediately

24 Marketing Automation Tools All in one platform Easy to use interface Good reporting and analytics Affordable Robust Functionality User friendly interface Integrates with Salesforce.com Good mix of DIY tools Ingrates easily with other tools Solid tool for lead scoring and nurturing Ideal for top and middle funnel activities Low cost alternative for B2B marketing Poor access to data Not as many features as its competitors CMS is limited Customer support is lacking Consider purchasing from a Partdot partner for support Outdated interface Complex -may need a certified user/admin to run campaigns Lackluster reporting Expensive Starter platform Customer Support is lacking Consider purchasing from an Act On partner for support

25 Tips from the Trenches What Virtual Causeway Learned 70% of the qualified leads that make it to sales get disqualified or discarded often because they just aren t ready to buy now. But 80% of those bad leads will ultimately go on to buy from you or from a competitor within 24 months. Act On Stay in front of your prospects and customers Employ automation to nurture leads not yet ready to buy now Keep them engaged in your brand so that when they are ready to buy you are in front of them

26 #4 CUSTOMER RELATIONSHIP MANAGEMENT

27 #4 Customer Relationship Management When employing a CRM organizations can save time and resources, build their customer loyalty and increase their bottom line.

28 #4 Customer Relationship Management

29 Tips from the Trenches What Virtual Causeway Learned According to CSO Insights, 42% of sales repsfeel they do not have the right information before making a sales call. Help your sales team easily access customer interactions Automate follow up activities and reminders Build in content and templates that follow the Buyers Journey to help reps easily convey your message

30 #5 REPORTING

31 #5 Reporting Critical to any business, reporting can be included in your CRM or as a stand alone.

32 Tips from the Trenches What Virtual Causeway Learned Understand what you are trying to measure first Deliver quickly and iterate Fact based decision making Don t try to do too much with one report or dashboard

33 #6 SALES ENABLEMENT AND PERFORMANCE

34 # 6 Sales Enablement Is my team spending enough time prospecting? Are the leads marketing generates converting? Why are deals stalling? Could my team be more productive? Does your sale team have the right information to pitch, covert and nurture? Hunch or fact?

35 #6 Sales Enablement

36 #7 CUSTOMER PRESENTATIONS

37 #7 Customer Presentations Sales has qualified and built the relationship. Now its time to showcase what the product can do!

38 #7 Customer Presentations

39 #8 CLOSING THE DEAL

40 #8 Closing the Deal The prospect is now ready to sign on the dotted line! Way to go team!!!

41 Contract Tools

42 SUMMARY

43 The Sales Stack Finding the right stack for your business is a matter of mapping out your buyer s journey and identifying what your team needs to move prospects through that journey efficiently and effectively.

44 Virtual Causeway s Favorite Tools

45 QUESTIONS/ DISCUSSION

46 Get in Touch! Marlene Keay Senior Manager, Business Development x635 Virtual Causeway Inc. 180 King Street South Waterloo, ON N2J 1P Website: Find us on LinkedIn:

47 WHO IS VIRTUAL CAUSEWAY?

48 Virtual Causeway Manages the Entire Demand Waterfall Fast Facts Founded 2001 Offices inwaterloo, Ottawa and Boston Three times awarded one of Canada s fastest growing companies by Profit 100 Generated over 1 million leads Website Our Virtual Demand Center Combines Digital Marketing Specialists with Outbound Teleprospecting Experts and Data/Technology Integrators. Infrastructure Marketing Sales Data Integration Marketing Strategy Outbound Call Campaigns CRM Marketing Automation Inbound Marketing Campaigns Content Creation, Distribution and Tracking Lead Generation Virtual Causeway is unique in its capability to not just generate leads, but to manage and qualify your sales funnel. We combine digital inbound and outbound marketing tactics with teleprospecting to generate qualified leads.

49 Key Offerings, Competencies & Strengths Sales Marketing Research Technology Outbound Marketing Sales Appointment Setting Inbound Marketing Content Marketing Competitive Intelligence Marketing Automation Quantitative Research Customer Relationship Management Tele-prospecting Lead Nurturing Qualitative Research Data Sourcing Inbound Inquiries SEO / SEM List Development Data Services Lead Qualification Marketing List Cleansing Channel Development Social Media Event Recruitment Direct Marketing Integrated marketing drives SUCCESS!

50 Salesforce.com Team Partnering with SF.com since 2005 Focus We are focused on sales and marketing systems Strong focus on sales and marketing analytics Internal SF.com Admin Team

51 Some of Our Clients