5 New (& a Little Crazy) Ways To Align Sales & Marketing Webinar Slides

From A Salesforce.com Alum: 5 New (& A Little Crazy) Ways To Align Sales & Marketing

Who’s This Aaron Ross Guy? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Created A $100M Inside Sales Team At Salesforce.com Grew F5000 bookings by more than 60%...

And Years Of Consulting/Advising

Book Coming: “Predictable Revenue” Register for a free excerpt at: BuildASalesMachine.com/book Early reviewer comments: “ Entrepreneurial crack”, “ I couldn’t put it down”, & “ Freaking awesome”

Sales & Marketing Alignment Must Adapt ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],1.0 2.0 Dedicated prospecting team Is there a mutual fit? Measure results (qualified leads) Research, referral calls Short and sweet text emails CRM multiplies productivity Authentic selling

5 New & A Little Crazy Ways To Align Sales & Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Method #1 Specialize Sales Roles To Ensure Every Lead Gets The Attention It Deserves

Distinguishing Lead Types ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

___ Website Visitors ___ Leads (Registrations) ___ Qualified Leads ___ Qualified Opportunities $___ Pipeline $___ Bookings __% Conversion __% Accepted __% Converted $___ Avg /Oppty ___% Close SALES DEVELOPMENT SALES MARKETING Sales Cycle Length ____ __ Lead Qualification Reps per __ Leads per Month __ Account Execs per $__ Pipeline per Month Cost per Lead $___ Example Nets Funnel

Example Spears Funnel (Cold Calling 2.0) Add Target Accounts Add Contacts Prepare Define Ideal Target Profile __ Demos/Appointments __ Call Conversations Prospect Work Responses (9% Response Rate) Send __ Cold Emails / Make __ Mapping Calls __ New Opportunities __ Closed Deals Begin Sales Cycle

Critical Success Factor: Specialize Sales Functions “ Outbound” Customer Success / Account Mgmt Account Executives Sales Development Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers

You’ve Been Doing It Backwards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Prospecting Emails: Less Is More ,[object Object],[object Object],[object Object]

5-Step Cold Calling 2.0 Outbound Process Run Email Campaigns Generate Internal Referrals Sell The Dream Connect Their Need To Your Solution Pass The Baton Seamlessly Handoff To Quota-Carrying Salesperson Build List Import Into Sales/Marketing Systems Ideal Customer Profile Highest Revenue Potential & Close Rates

Method #2 Align Terms, Metrics & Compensation

No Common Language… ,[object Object]

Align Terms ,[object Object],[object Object],[object Object],[object Object],[object Object]

5 Key Metrics For Both Sales & Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]

Align Compensation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Have Them Walk A Mile In Each Others’ Shoes… ,[object Object],[object Object],[object Object],[object Object],[object Object]

How Badly Do You Want Your Results? ,[object Object],[object Object]

Method #4 Discover Your Unique Genius: “Your Purpose, Translated Into Fulfilling, Profitable Work”

What Makes You Unique? (Not Just Different?)

Unique Genius Aligns People & Attracts Results ,[object Object],[object Object],[object Object]

The Value Of Unique Genius & Alignment ,[object Object],[object Object],[object Object]

Unique Genius Attracts Results ,[object Object],[object Object],[object Object],[object Object],[object Object]

Forget About What You “Do” ,[object Object],[object Object],[object Object],[object Object],[object Object]

Homework ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Method #5 Turn Your Employees Into Mini-CEOs

3 Fundamental Values To Creating CEOFlow ,[object Object],[object Object],[object Object],[object Object]

Why Turn Employees Into Mini-CEOs? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The CEO Is The Pebble In The Pond

Three Ways To Begin ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

CEOFlow: The Book Register for a free excerpt at: CEOFlow.com “ A must read for every CEO and aspiring CEO…”

Bonus Method: Just Frickin’ Listen!

Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Aaron Ross Services ,[object Object],[object Object],[object Object],[object Object]

“ Build A Sales Machine” Client: WPromote ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Contact ,[object Object],[object Object],[object Object],[object Object]

5 New (& a Little Crazy) Ways To Align Sales & Marketing Webinar Slides

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5 New (& a Little Crazy) Ways To Align Sales & Marketing Webinar Slides