accelerating sales: how marketing can be the hero

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 tduranle@calliduscloud.com 925-251-2295

Jennifer Kling CallidusCloud, Product Marketing Manager jkling@calliduscloud.com 925-225-6735

Thank you