The Blame Game:Sales v Marketing

AIIM Trade Members MeetingThursday May 1st 2014

Rod Sloane Sales & Marketing Alignment Group

About Rod

Worked for IBM, CA, BAT, BT & BCPD

Roles Sales, Marketing, Business Development

Author 2 books, Sales & Marketing Alignment Podcast

Married, live in Ealing, play tennis and support Blackpool FC

Core Process "Showing Up"

"In 2009, half of all salespeople did not meet quota.

Two thirds of the time, it was due to lack of Sales and Marketing Alignment." Richard VancilVP Executive Advisory Group, IDC 10th March 2010

“What’s the difference between Sales and Marketing?”

Scale

What is Sales and Marketing Alignment?

Remember:

Sales think in terms of opportunities and pipeline NOT leads.

"We started with nothing, and Predictable Revenue is what started and drives our growth. Even though we’re screwing it up we’re still growing 100% a year.”

Damien StevensCEO, Servosity

This morning's One Thing!

Could you triple your Pipeline/ hit $100m Revenue with the principles explained in Predictable Revenue?

Consistent Scalable

$0 outbound to $15 million per quarter

Fastest Growing Private Company

Tim BertrandVP Worldwide Sales

Acquia

What does it take to

become the fastest growing private

software company in

North America?

Create all the qualified leads that you'll need

With Predictable

Scalable Lead Gen you can

create Predictable Revenue &

Growth

Start with More Awareness

Do your executive team and board know how much new qualified pipeline the company needs to generate each month?

Is this "new pipeline generated per month" number tracked at board level?

Common Language

Cold Calling 2.0?!?

Prospecting into cold accounts to generate new business without any cold calls.It’s a process and system to generate “Predictable Results”

Show me the Money!

$1m to $20m in 3 years, 80% from 2.0

grew pipeline by 400% in 12 Months

grew pipeline 300% < 90 Days

Are you ready to grow?

Who is your ideal customer?

Why does your ideal customer buy from you?

How confident are you that your ideal customer will be more successful using your product?

The Litmus Test

"If you got more meetings, with the right kind of prospects...what is your confidence level that you would sign up new customers that...would be happy with your service?"

Three Types of Leads

Three Types of Leads

Three Types of Leads

Three Types of Leads

1. fatal mistakeafraid to pick a niche(& get rich)

How do Sales People define a Qualified Lead?

1. Buyer in target market willing to meet

2. Budget, Authority, Need & Timeframe

3. Authority, Need backed by trigger event

4. Contract and pen in hand, press hard

6%

53%

73% of Major Purchases

NOT

budgeted at start of year

Demand Gen Report

Grown 1500% in 3 years

What advice would you

give businesses

keen on growing fast?

Make selling easy.

Be relentless about going out and

finding customers.

1. fatal mistakeafraid to pick a niche(& get rich)

1. fatal mistakeafraid to pick a niche(& get rich)

Thought for the Day

Could you triple your Pipeline with the principles explained in Predictable Revenue?

What you need to have

• B2B product that sells for $6K+

• Message

• Target market

• ROD

• (Resource, Organisation & Discipline)

• CRM :SFDC

• Data: LinkedIn and SalesLoft

Your Options?• Do nothing and miss out on your

$100M+!!

• DIY

• Hire a Consultant

• Outsource

• Join an Online Group Programme

• Email rod@rodsloane.co.uk for details

Thanks for listening

YouTube: youtube.com/user/RodSloane

Podcast: http://rods.libsyn.com or iTunes

Twitter: @RodSloane

E: rod@rodsloane.co.uk

www.RodSloane.co.uk

T: 020 8840 0498

LinkedIn: http://uk.linkedin.com/in/rodsloane

Blog: http://no-bullbusiness.blogspot.com