Download - #OxHUG sales acceleration by BabelQuest
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Sales Acceleration#oxHUG
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Why Sales Acceleration?92% of B2B Marketers know they don’t have sales alignment90% of Marketing deliverables are not used by salesA typical sales rep spends 65% of time not selling!
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The traditional marketing problem:
“We’re not listening anymore…” - everyone
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67% of the buyer journey is over before they talk to you…
The current sales problem
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Marketing and Sales departments have become entrenched in their separate positions
Developing a compelling message is often the biggest challenge for Marketing [Source: Frost & Sullivan]
Sales suffers from an inability to consistently articulate value messages [Source: SiriusDecisions]
During the past few years, the sales organisation has lost its control of the sales cycle [Source: Gartner]
Observations from the analysts
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Accelerating Sales
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MeasureWhat’s working
What’s not (equally important)
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OptimiseSmall adjustments reap big rewards
Learn, apply, repeat.
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Marketing’s goal:Generate Leads
The right quantity for the sales team
The right quality for the sales team
So they can hit their sales targets
So the business can hit it’s goals.
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Drive change in Sales
Process
Data
Technology
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Thanks!#oxHUG
@ericjmurphy@babelquest