Sales Acceleration#oxHUG

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!

The traditional marketing problem:

“We’re not listening anymore…” - everyone

67% of the buyer journey is over before they talk to you…

The current sales problem

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

Accelerating Sales

MeasureWhat’s working

What’s not (equally important)

OptimiseSmall adjustments reap big rewards

Learn, apply, repeat.

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.

Drive change in Sales

Process

Data

Technology

Thanks!#oxHUG

@ericjmurphy@babelquest