How Marketers Can Empower Sales Reps - Sales & Marketing Alignment
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14-Sep-2014 -
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Transcript of How Marketers Can Empower Sales Reps - Sales & Marketing Alignment
It’s a New Era of Buying
Marketing and Sales: How marketers can empower sales reps to achieve their quota
New Era of Buying
Sales reps have lost their controlover the early stages of the buying journey.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
New Era of Buying
But why?
Sales reps have lost their controlover the early stages of the buying journey.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Because consumers areresearching the productindependently via the internet.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
„John likes this toaster...“
„This is the best toaster ever! #toaster #food“
„I bought it right here...“
Because consumers areresearching the productindependently via the internet.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Prospects are now highly informed before they even consider speaking directly with a sales rep.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
So, how can you fight it?
Marketing and Sales: How marketers can empower sales reps to achieve their quota
YOU DON‘T!You embrace it...
Marketing and Sales: How marketers can empower sales reps to achieve their quota
YOU DON‘T!You embrace it...
…by empowering sales reps via marketing.
of Your Sales PipelineEmbrace the Front-End
Marketing and Sales: How marketers can empower sales reps to achieve their quota
#1: Become an authority or
a “go-to” business
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Create useful, relevant and interesting content that answers the questions your target customer is asking.
#1: Become an authority or
a “go-to” business
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Create useful, relevant and interesting content that answers the questions your target customer is asking.
If prospects find the answers to their questions, they are more likely to contact you.
#1: Become an authority or
a “go-to” business
Marketing and Sales: How marketers can empower sales reps to achieve their quota
That’s how marketers empower sales reps, for the
first time!
Marketing and Sales: How marketers can empower sales reps to achieve their quota
That’s how marketers empower sales reps, for the
first time!Sales and marketing should work
together to be sure no resources are wasted on a lead that never closes.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
#2: Define your ideal customer
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Understand your ideal costumer and buying persona.
#2: Define your ideal customer
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Understand your ideal costumer and buying persona.
#2: Define your ideal customer
The real value comes from implementing lead qualification into your sales pipeline.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
That’s how marketers empower sales reps, for the
second time!
Marketing and Sales: How marketers can empower sales reps to achieve their quota
That’s how marketers empower sales reps, for the
second time!Sales and marketing should work
together and create a well-defined buyer persona.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
It’s a Question time...
Marketing and Sales: How marketers can empower sales reps to achieve their quota
What influences the speed at which the prospect moves within your sales pipeline the most?
Pick one of the choices...
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Making prospects search for information.
A
What influences the speed at which the prospect moves within your sales pipeline the most?
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Making prospects search for information.
A
Giving all available informationto prospects.B
What influences the speed at which the prospect moves within your sales pipeline the most?
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Making prospects search for information.
A
Giving all available informationto prospects.B
Screaming at your prospects.C
What influences the speed at which the prospect moves within your sales pipeline the most?
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Making prospects search for information.
A
Giving all available informationto prospects.B
Screaming at your prospects.C
Are you sure?
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Making prospects search for information.
A
Giving all available informationto prospects.B
Screaming at your prospects.C
What influences the speed at which the prospect moves within your sales pipeline the most?
Marketing and Sales: How marketers can empower sales reps to achieve their quota
#3: Turn buyer’s journey into a buyer’s ride
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Create marketing materials for each step of your sales pipeline.
#3: Turn buyer’s journey into a buyer’s ride
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Create marketing materials for each step of your sales pipeline.
It helps understand the questions and stumbling points buyers will encounter during your sales proces.
#3: Turn buyer’s journey into a buyer’s ride
Marketing and Sales: How marketers can empower sales reps to achieve their quota
That’s how marketers empower sales reps, for the
third time!
Marketing and Sales: How marketers can empower sales reps to achieve their quota
That’s how marketers empower sales reps, for the
third time!Sales and marketing should work
together to understand the journey of your buyers and help them along.
Marketing and Sales: How marketers can empower sales reps to achieve their quota
Use these three tips to empower your sales
through sales & marketing alignment.
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