Frenemies to FriendsReal Tips for Crossing the Sales & Marketing Divide

Courtney Wilson

Director of MarketingCloudFactory

@CourtneyHWilson

Nathon Williams

Enterprise Software Sales ExecutiveRelias Learning

2xSo, why is crossing the divide so important?

2009$3M

Marketing Hired

2010$4MNot

Aligned

2011$7MClose

Alignment

2012$10MSold

92%

*Forrester Research

Are you aligned?

…say they’re not

208%

*Corporate Visions

Teams that are aligned see an average increase of…

…in revenue!

Today

$10,000

$100,000

$1,000,000

$10,000,000

$100,000,000

What is it costing you today?

Today Possible

$10,000 $20,800

$100,000 $208,000

$1,000,000 $2,080,000

$10,000,000 $20,800,000

$100,000,000 $208,000,000

Prospects are 60% through the buying process before engaging with sales.

Goals

Empowerment

asdfadfadfadfadf Areas of Disconnect

Communication

Goals

We’re going to generate tons of leads, fans, followers, visitors & blog posts.

That’s great. What about sales?

Gaining Alignment With Data

Focus on data that matters to

sales• Revenue Won• Opportunities Created• % Contribution to Pipeline• Lead Scoring, MQLs, SQLs (Quality over

Quantity)

Communication

The Mythical Funnel

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The REAL Funnel

What happens

next?

Call a meeting and ask…

Smart CommunicationCommunicate often…but strategically

Market your successes

Use technology (Chatter, social, email)

Highlight what matters to sales

Make results timely and visible

How can you provide visibility?

Be Part of the Team

Attend Calls On the Road

Grab Beers Competition?

Action Items

Understand the sales process

Ask “what’s next?”

Smart communication

Be a part of the team

SalesEmpowerment

INTERVIEW CUSTOMERS1

2

1

3

4

5CUSTOMER STORIES2

OVERCOME OBJECTIONS3

SALES TOOLS/CONTENT4

CREATE EVANGELISTS5

adfadfadfadfad Sales Empowerment Waterfall

Does/Is/Means

Does/Is/MeansSolution Does Is Means (that, will, can, results

in, etc)

Medfusion

Medfusion equips practices with the ability to dramatically improve office efficiency and reduce operating costs … driving bottom-line results and generating revenue while others struggle in a challenging economy.

We are a patient-to-provider communication platform that allows patients and practices to communicate simply and securely online for things like appointment requests, prescription renewals, filling out paperwork, and communicating lab results.

By moving time-, expense-, and resource-intensive processes to a Medfusion Web-based solution, you can realize unprecedented results like: -reducing operating costs by 75 percent, - accelerating patient payments by 35%, - streamlining patient visits by 4-6 minutes by having the patient’s HPI/ROS before the visit begins, - redirecting hundreds of hours a month away from paperwork to focused patient care. According to Central VA Family Physicians (a 40-doc practice), "We're very pleased with our new web-based offerings ... we've streamlined operations and saved money, strengthening our bottom line."

Appt. Requests

Appointment requests lets patients securely request an appointment at any time, from anywhere.

It is a secure Web-based patient self-service application that enables patients to request appointments according to physician, location, day, time, and priority.

It drastically reduces office phone volume and increases staff productivity by shifting part of the appointment process to your patients. And it works: at Plano Orthopedic they get 320 online appointment requests per day, and they fill and respond to 90% of those online - without the need for a phone call.

Important Battle Card Sections

About the company

Strengths vs. weaknesses

Product highlights

Key messages and how we respond

Landmines to set & avoid

Pricing

T-Chart: The Secret Weapon

• No workflow tools to help clinicians and office staff keep up critical tasks

• No mandatory requirements for visit notes are no better than “electronic paper”

• Visits can be closed with errors or missing data creates risk during an audit

• Manual QA process leads to audits• Limited reports only scratch the

surface of your business• Form-based and simplistic

comprehensive assessments

• SmartCare workflow tools and alerts provide critical compliance safeguards and helps your team stay on top of their key tasks

• CareTouch Logic enables critical compliance safeguards, reducing risk of missing data

• Logic-based clinical engine supports accuracy: incomplete visits cannot be closed limiting missing documentation

• Hundreds of customizable reports as well as Performance Lab Analytics

• Detailed clinical content is the engine that powers CareAnyware

Solution A Solution B

Further Consulting Services?Courtney Wilson cwilson526@gmail.com

Nathon Williamsnathon911@gmail.com