2016 the sales stack: tools to close more...
TRANSCRIPT
THE SALES STACK:
TOOLS TO CLOSE MORE
OPPORTUNITIES FASTER
2016
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
Virtual Causeway’s Sources
WHY ARE WE TALKING
ABOUT THE SALES STACK?
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.
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.
What Marketing is Saying
According to MaretingSherpa, 79% of marketing leads
never convert 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.
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.
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 months according
to Act|On.
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.
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.
#1 SALES PROCESS
#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
Example
#2 GENERATING DEMAND
Generating Demand
Considerations for ways to generate demand:
1. Marketing Generated
2. 3rd Party Sources
3. Outsource
Intelligence Tools
Data/List Tools
• Owned by Dun & Bradstreet.
• 65 million corporations and 85
million people
• C-Level titles
• Declining data quality
What Reachforce says ...
Outsource
#3 MARKETING
AUTOMATION
#3 Marketing Automation
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 email 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
Marketing Automation Tools
• All in one platform
• Easy to use interface
• Good reporting and analytics
• Affordable
• Poor access to data
• Not as many features as its
competitors
• CMS is limited
• Robust Functionality
• User friendly interface
• Integrates with Salesforce.com
• Good mix of DIY tools
• 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
• 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
• Starter platform
• Customer Support is lacking
• Consider purchasing from an
Act|On partner for support
Tips from the Trenches
What Virtual Causeway Learned
• 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
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
#4 CUSTOMER RELATIONSHIP
MANAGEMENT
#4 Customer Relationship
ManagementWhen employing a CRM organizations can save
time and resources, build their customer loyalty
and increase their bottom line.
#4 Customer Relationship
Management
Tips from the Trenches
What Virtual Causeway Learned
• Help your sales team
easily access customer
interactions
• Automate follow up
activities and reminders
• Build in content and
email templates that
follow the Buyers Journey
to help reps easily convey
your message
According to
CSO Insights,
42% of sales
reps feel they
do not have
the right
information
before making
a sales call.
#5 REPORTING
#5 Reporting
Critical to any business, reporting can be
included in your CRM or as a stand alone.
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
#6 SALES ENABLEMENT
AND PERFORMANCE
# 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?
#6 Sales Enablement
#7 CUSTOMER
PRESENTATIONS
#7 Customer Presentations
Sales has qualified and built the relationship.
Now its time to showcase what the product can
do!
#7 Customer Presentations
#8 CLOSING THE DEAL
#8 Closing the Deal
The prospect is now ready to sign on the dotted
line! Way to go team!!!
Contract Tools
SUMMARY
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.
Virtual Causeway’s Favorite Tools
QUESTIONS/ DISCUSSION
Get in Touch!
Virtual Causeway Inc.180 King Street SouthWaterloo, ON N2J 1P8
1-866-211-6549
Website: www.v-causeway.comFind us on LinkedIn: www.linkedin.com/company/virtual-causeway
Marlene Keay
Senior Manager,
Business Development
519.886.1600 x635
WHO IS VIRTUAL CAUSEWAY?
Virtual Causeway Manages the
Entire Demand WaterfallOur Virtual Demand Center Combines Digital Marketing Specialists
with Outbound Teleprospecting Experts and Data/Technology
Integrators.
Fast Facts
• Founded 2001
• Offices in Waterloo,
Ottawa and Boston
• Three times awarded one
of Canada’s fastest
growing companies by
Profit 100
• Generated over 1 million
leads
• Website
www.v-causeway.com
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.
Infrastructure Marketing Sales
Data Integration Marketing Strategy Outbound Call
Campaigns
CRM Inbound Marketing
Campaigns
Lead Generation
Marketing
Automation
Content Creation,
Distribution and Tracking
Key Offerings, Competencies & Strengths
Sales Marketing Research Technology
Outbound Marketing Inbound
Marketing
Competitive
Intelligence
Marketing Automation
Sales Appointment
Setting
Content
Marketing
Quantitative Research Customer Relationship
Management
Tele-prospecting Lead Nurturing Qualitative Research Data Sourcing
Inbound Inquiries SEO / SEM List Development Data Services
Lead Qualification Email Marketing List Cleansing
Channel Development Social Media
Event Recruitment Direct Marketing
Integrated marketing drives SUCCESS!
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
Some of Our Clients