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 House CMO, CallidusCloud

HQ in Pleasanton, CA

Leader in sales and marketing effectiveness

650+ employees worldwide

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

• 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?

Simon Sinek

Renee Mauborgne

7% Sales lost because territories are not properly

valued

Weak lead generation sources

90% of visitors on your website are anonymous

• 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 field inquiries

Too few attempts to contact leads

20% Nurtured leads more likely to convert to

opportunities

Lackluster training, coaching & mentoring

17% Quota attainment increase with

3 hours a month of coaching

Experiential

Coaching & Mentoring

Formal Education

McCall,

Eichinger,

Lombardo

• 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

80% Of leads generated by marketing die and

remain dead because sales

doesn’t believe they’re “sales ready”

• 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 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