accelerating sales: how marketing can be the hero
TRANSCRIPT
Accelerating Sales
How Marketing Can Be the Hero
Today’s Speakers
Tim Duranleau CallidusCloud, Account Manager
Jennifer Kling CallidusCloud, Product Marketing Manager
Sales & Marketing = A Rocky
Relationship
26%
of sales reps say marketing
consistently delivers sales-
ready leads
10%
of marketers report sales
follows up on leads within one
day
0%
of the time the issue is solved
by a silver or magic bullet
Why is it rocky today?
Different (but not?)
objectives
Lack of
Agreement on
Definitions and
Processes
Lack of
Communication
Hamstrung
Sales Teams
Just like with “Men are
from Mars, Women are
from Venus” there will
always be differences
First steps to bridge?
Agree on Key
Definitions
• What’s the right quantity of leads
• What defines a quality lead
• What defines a sales ready lead
• What are lead follow up SLAs
• What are initial funnel
conversion rate targets
Iterate often and
work TOGETHER
• Adjust quantity of leads needed
• Adjust definition of a quality lead
• Adjust definition of sales ready
• Adjust/Improve follow up SLAs
• Refine funnel conversion targets
• Include additional definitions
Get Even Closer
Empower Your
Sales Team . . .
Become Their
Heroes
• In-flow dialing
• Social Listening / Posting
• Email & Visit Tracking
• Sales Enablement & Training
• LinkedIn Premium access for all
• CRM integration
Buyers are boss
They have more information,
are talking and buy
how/when they want
57% of buyer’s journey is completed
before they engage a sales rep
• Information is freely available
• Word of mouth travels fast
• Social Sphere making an
impact
It’s noisy out there
And getting harder for
sales to find the needles
What do you do?
Get the word out
Grow bigger ears
Always be closing
Get the word out Even the smallest drop creates ripples
73% Of sales teams that incorporate
social in their business make
quota vs 47% who don’t
Grow Bigger Ears
Be part of the
conversation
early to win
55% of B2B buyers search for
information on social media
Better engagement leads to
CLOSING MORE, FASTER
100% The amount your chances go
down of converting a lead if
you don’t engage within 5
minutes
Be the Hero
About CallidusCloud
Questions?
Tim Duranleau CallidusCloud, Account Manager [email protected] 925-251-2295
Jennifer Kling CallidusCloud, Product Marketing Manager [email protected] 925-225-6735
Thank you