can marketing help sales sell?
TRANSCRIPT
Can Marketing Can Help Sales Sell?June18,2009
© 2009 Marketo, Inc. All rights reserved
BarryTrailerManagingPartner,
CSOInsights
PhilFernandezPresidentandCEO,
Markeo
Page
Topics
LatestResearchfromCSOInsights
Discussion:CanMarkeJngHelpSalesSell?
MarketoSalesInsightIntroducJon&Demo
Q&A
©2009Marketo,Inc. MarketoProprietaryandConfidenJal
NoporJonofthesematerialsmaybereproducedordistributedinanyformwithoutthepriorwriWenpermissionoftheauthors© CSO Insights
PIPELINESELLING PROCESS STEPSINPUT
M A R K E T I N G C U S T O M E RS U P P O R T
OUTPUT
Step5
Step4
Step3
Step1
Step0
Step2
Stepn+2
Stepn+1
Stepn
Sales Cycle Length
S E L L I N G
Traditional Sales Cycle
NoporJonofthesematerialsmaybereproducedordistributedinanyformwithoutthepriorwriWenpermissionoftheauthors© CSO Insights
Introducing the Revenue Cycle
TOTALREVENUE PROCESS STEPS
OUTPUT
Step5
Step4
Step3
Step1
Step0
Step2
Stepn+2
Stepn+1
Stepn
S E L L I N G
C U S T O M E RS U P P O R T
M A R K E T I N G
Revenue Cycle Length
© CSO Insights NoporJonofthesematerialsmaybereproducedordistributedinanyformwithoutthepriorwriWenpermissionoftheauthors
15th Annual Sales Performance Optimization (SPO) survey
~1800 Companies Participated Worldwide
Survey Closed 12/15/08
5th Lead Generation Optimization (LGO) survey
~600 Companies have responded thus far
Survey Closes 6/25/09
© CSO Insights NoporJonofthesematerialsmaybereproducedordistributedinanyformwithoutthepriorwriWenpermissionoftheauthors
Can Marketing Help Sales Sell?
Discussion
© 2009 Marketo, Inc. All rights reserved
Page
Should Companies Stop Marketing To Prospects Once Sales Engages?
©2009Marketo,Inc. MarketoProprietaryandConfidenJal
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How Can Sales Reps Prioritize Time On The Right Accounts And Activities?
©2009Marketo,Inc. MarketoProprietaryandConfidenJal
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Marketing Campaigns That Help Sales Sell
©2009Marketo,Inc. MarketoProprietaryandConfidenJal
Introducing Marketo Sales Insight
© 2009 Marketo, Inc. CONFIDENTIAL Until June 9, 2009. All rights reserved
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A Social Sales Application:Buying Has Changed Forever
©2009Marketo,Inc. MarketoProprietaryandConfidenJal
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Get Facebook-like feed updates of Interesting MomentsAnytime to any desktop browser or mobile device
Distill “Interesting Moments” from customer behaviorFocus on activities sales really cares about
Find people you would like to know more about One-click access to Jigsaw, Demandbase and LinkedIn
Define “social network” of leads & contacts to followPrioritized by urgency and quality
A Social Sales Application
© 2009 Marketo, Inc. Marketo Proprietary and Confidential
Levelsthe‘buyer‐is‐in‐control’playingfield
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Demo
© 2009 Marketo, Inc. Marketo Proprietary and Confidential
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What Customers Think
©2009Marketo,Inc. MarketoProprietaryandConfidenJal
MarketoSalesInsightisthemostexci4ngthingaboutMarketo.Ithelpsuscloselymonitorourclients,sendtrackableemailsandreceiveinstantno4fica4ons,sowecanbe?errespondtoclientneedsandearntheirrenewalbusiness.
KaJeEfstraJs,SalesManager
“”
MarketoSalesInsightgivesmySalesteamanunfairadvantagebyprovidingtheessen4aldatatofocusontheho?estleadswiththehighestrevenueimpact.
DaveOrrico,SeniorVicePresidentSales”“
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Marketo at a Glance
FinancingTeam
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July Aug Sep Oct Nov Dec Jan Feb Mar Apr May
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More than 200 Successful Customers
SelectCustomers
©2009Marketo,Inc. MarketoProprietaryandConfidenJal–EXTERNALUSE
