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