Sales & Marketing Alignment with Predictable Revenue
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Transcript of Sales & Marketing Alignment with Predictable Revenue
The Blame Game:Sales v Marketing
AIIM Trade Members MeetingThursday May 1st 2014
Rod Sloane Sales & Marketing Alignment Group
About Rod
Worked for IBM, CA, BAT, BT & BCPD
Roles Sales, Marketing, Business Development
Author 2 books, Sales & Marketing Alignment Podcast
Married, live in Ealing, play tennis and support Blackpool FC
Core Process "Showing Up"
"In 2009, half of all salespeople did not meet quota.
Two thirds of the time, it was due to lack of Sales and Marketing Alignment." Richard VancilVP Executive Advisory Group, IDC 10th March 2010
“What’s the difference between Sales and Marketing?”
Scale
What is Sales and Marketing Alignment?
Remember:
Sales think in terms of opportunities and pipeline NOT leads.
"We started with nothing, and Predictable Revenue is what started and drives our growth. Even though we’re screwing it up we’re still growing 100% a year.”
Damien StevensCEO, Servosity
This morning's One Thing!
Could you triple your Pipeline/ hit $100m Revenue with the principles explained in Predictable Revenue?
Consistent Scalable
$0 outbound to $15 million per quarter
Fastest Growing Private Company
Tim BertrandVP Worldwide Sales
Acquia
What does it take to
become the fastest growing private
software company in
North America?
Create all the qualified leads that you'll need
With Predictable
Scalable Lead Gen you can
create Predictable Revenue &
Growth
Start with More Awareness
Do your executive team and board know how much new qualified pipeline the company needs to generate each month?
Is this "new pipeline generated per month" number tracked at board level?
Common Language
Cold Calling 2.0?!?
Prospecting into cold accounts to generate new business without any cold calls.It’s a process and system to generate “Predictable Results”
Show me the Money!
$1m to $20m in 3 years, 80% from 2.0
grew pipeline by 400% in 12 Months
grew pipeline 300% < 90 Days
Are you ready to grow?
Who is your ideal customer?
Why does your ideal customer buy from you?
How confident are you that your ideal customer will be more successful using your product?
The Litmus Test
"If you got more meetings, with the right kind of prospects...what is your confidence level that you would sign up new customers that...would be happy with your service?"
Three Types of Leads
Three Types of Leads
Three Types of Leads
Three Types of Leads
1. fatal mistakeafraid to pick a niche(& get rich)
How do Sales People define a Qualified Lead?
1. Buyer in target market willing to meet
2. Budget, Authority, Need & Timeframe
3. Authority, Need backed by trigger event
4. Contract and pen in hand, press hard
6%
53%
73% of Major Purchases
NOT
budgeted at start of year
Demand Gen Report
Grown 1500% in 3 years
What advice would you
give businesses
keen on growing fast?
Make selling easy.
Be relentless about going out and
finding customers.
1. fatal mistakeafraid to pick a niche(& get rich)
1. fatal mistakeafraid to pick a niche(& get rich)
Thought for the Day
Could you triple your Pipeline with the principles explained in Predictable Revenue?
What you need to have
• B2B product that sells for $6K+
• Message
• Target market
• ROD
• (Resource, Organisation & Discipline)
• CRM :SFDC
• Data: LinkedIn and SalesLoft
Your Options?• Do nothing and miss out on your
$100M+!!
• DIY
• Hire a Consultant
• Outsource
• Join an Online Group Programme
• Email [email protected] for details
Thanks for listening
YouTube: youtube.com/user/RodSloane
Podcast: http://rods.libsyn.com or iTunes
Twitter: @RodSloane
www.RodSloane.co.uk
T: 020 8840 0498
LinkedIn: http://uk.linkedin.com/in/rodsloane
Blog: http://no-bullbusiness.blogspot.com