7 Must Avoid Sales & Marketing Time Wasters for

2014

• Mick Hollison CMO, InsideSales.com HQ in Silicon Slopes, Utah Leader in sales acceleration technology 3 years of 100%+ annual revenue growth 350+ employees – Inc. Hire Power winner

• Giles HouseCMO, CallidusCloudHQ in Pleasanton, CALeader in sales and marketing effectiveness650+ employees worldwide

⑦ 1. Poor sales and marketing strategy

2. Weak lead generation sources

3. Slow response to lead inquiries

4. Too few attempts to contact leads

5. Lackluster training, coaching & mentoring

6. Ineffective lead management processes

7. Not knowing your wins and losses

Poor sales & marketing strategy

Sales & marketing

strategy

• Ask the tough questions What is your core message and USP? Who is your target buyer? How is your product or service different? What is your most successful lead source?

“Customer’s don’t buy what you do, they buy why you do

it”

Simon Sinek

“In red oceans, the industry boundaries are defined and accepted... In blue oceans, competition is irrelevant

because the rules of the game are waiting to be set.”

Renee Mauborgne

Understand sales

coverage 7%

Sales lost because territories are not properly valued

Weak lead generation sources

Accelerate inbound

leads 90%

of visitors on your website are anonymous

It’s all about the

leads

• Provide a sustainable source of quality inbound leads

• Buy high-quality lists Costs 5-10% of the labor costs Could be wasting 40% of reps time

• Use intelligent communications technology

Increase contact volume and rates Predict lead value and contact-ability

Slow response to lead inquiries

Too few attempts to contact leads

Pass high-

quality leads

20% Nurtured leads more likely to convert to

opportunities

Lackluster training, coaching & mentoring

Training vs.

learning & coaching

17% Quota attainment increase with

3 hours a month of coaching

Experiential

Coaching & Mentoring

Formal Education

McCall, Eichinger, Lombardo

Insidesales.com

Results & Lessons Learned

• Begin with onboarding experience

• Don’t depend on managers Hire role-based coaches

• Align coaching content to KPIs

• Cut sales rep ramp time by 50% from 4 months to 2 months

• Decreased product implementation time by 33%

Ineffective lead management processes

Marketing owns lead

qualification

80% Of leads generated by marketing die and

remain dead because sales doesn’t believe they’re “sales ready”

Blame game

versus automatio

n

• Typical model is finger-pointing between sales & marketing

• Time to initial contact is often 48 hours or more

• Automated lead management is essential

Lead capture Lead scoring Lead sorting Lead tracking Lead reporting Lead source analysis

Not knowing your wins & losses

Know where you

win and lose at

every stage of the funnel

Monitor, report,

analyze and adapt

• Know sources of success & failure

• Monitor & record sales interactions in “real-time”

• Build a BI team

• Implement basic KPIs inbound outbound new account acquisition revenue rep performance

• Build a sales operations center

Q&A