Sales Enablement Framework

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Learn more about sales enablement by attending our upcoming Virtual Summit on April 3, 2014 - Sales Enablement for Success: Experts, Research, Tools & Solutions. REGISTER for FREE: http://events.demandmetric.com The summit is ideal for marketing executives who need to align more closely with the sales function. It will focus on the strategies, technologies, tools and best practices used to empower sales and optimize the sales and marketing partnership for better performance and profitability. Attendees get 80+ Demand Metric reports, guides, tools, templates and more. Registration is FREE! We created the Sales Enablement Framework to help organizations improve their sales enablement efforts across 6 categories: Roles, Responsibilities, Processes, Technology, Content and Metrics. This framework was designed with sales enablement best practices in mind. It should be used to audit your current capabilities and ultimately help you document an action plan for each of the following stakeholders: Senior Management, Product Management, Sales Operations, Marketing Operations, Demand Generation, Sales/Account Management, Human Resources and Customer Support. To obtain this document, visit us at http://www.demandmetric.com/register

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Download the PDF: https://www.demandmetric.com/content/digital-marketing-best-practices-report It has been said that “All Marketing is Digital Marketing.” And with good reason! In the last decade (or less), the marketing environment has been transformed. Marketing has moved from an environment in which traditional marketing, brick and mortar storefronts and Digital Marketing options all competed for the time, attention and resources of the marketing department to one in which Digital Marketing reigns supreme – with an occasional nod in the direction of the storefront, or traditional marketing (direct mail, print advertising, etc.) One of the biggest challenges of Digital Marketing is the speed of which it has taken over the marketing organization, often in an ad hoc, uncoordinated fashion. Demand Metric’s research has consistently shown that Digital Marketing has a very significant and positive impact on the organizations that are employing it when they do so by following best practices and processes in a coordinated, holistic approach. In this Best Practices Report on Digital Marketing we will cover the Digital Marketing landscape in five distinct categories - Content Marketing, Social Media Marketing, Mobile Marketing, Video Marketing and Public Relations

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Download the PDF: https://www.demandmetric.com/content/content-marketing-solution-study Our Content Marketing Solution Study presents the insights, landscape and vendors within the content marketing space. Demand Metric defines content marketing as the strategies, processes and software technology that enable marketing departments to automate, measure and improve the performance of marketing strategies, activities and workflows. These strategies and activities include: Email Marketing, Multi-channel Campaign Management, Inbound/Search Marketing, Landing Pages, Lead Generation, Lead Management, Lead Scoring, Lead Nurturing, Social Marketing, Marketing Resource Management, Event Management, Engagement Marketing and Marketing Analytics. The three foundation functions of marketing automation systems are – email marketing, campaign management and lead management. While the most advanced and sophisticated marketing automation systems have extending capabilities far beyond this base, these functions are core to a Marketing Automation system.

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Download the PDF: https://www.demandmetric.com/content/seo-technology-overview SEO is no longer just about search. In fact, SEO, which in its early days focused primarily on keywords (finding, optimizing, ranking), is now a baseline factor of a broader Internet Marketing strategy across the Enterprise. This new SEO-driven market segment that has been called Web Presence Management (WPM) is based on the reality that keywords no longer drive search results, but rather optimized content does. As the SEO market matures, quality measures, such as reputation, trust, content relevance and author authority, are replacing the old quantity metrics, such as keyword rankings and link volume. Advanced SEO solutions now weigh campaign performance metrics (based on brand building, site traffic and conversion) more heavily than keyword rankings. This reality is based on changes in the way customers search, the increasingly integrated omni-channel marketing environment and, most notably, changes to Google’s Search Engine Results Page (SERP) algorithms that favor page content freshness, density and content-rich media over standard keyword search. All of this means that Modern Marketing Organizations (MMOs) must re-evaluate their SEO strategies, processes and campaigns. In this report we will examine the state of the market, share results from the SEO Benchmark Study, evaluate the strengths and weaknesses of 15 top SEO solutions in our vendor landscape to help organizations choose the best solution for them, highlight the current trends in SEO that will have an impact on Enterprise SEO initiatives and provide some recommendations for the way forward as SEO is redefined right before our eyes. Demand Metric defines Search Engine Optimization Platforms as those frameworks, tools and technologies that use searchrelated functionally to secure high visibility and web presence for brands, products, services and companies through the use and management of elements, such as keywords, links, content relevance and social signals tracking.

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Executive Summary At the highest level, the Sales Support function is responsible for ensuring that the Sales & Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets. Read this brief 2-page guide to learn: Director of Sales Support Roles & Responsibilities Action Plan for formalizing the sales support function Read this report to learn how to assess your current level of effectiveness, and if necessary, hire an experienced Director of Sales Support.Download our Director of Sales Support Job Description to get started! Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary A mobile app is a software application designed for smartphones, tablets and other mobile devices that has been built on a mobile operating system such as iOS, Android, Blackberry and Windows. Mobile apps were originally developed for productivity and information retrieval. Today, over 91% of all U.S. citizens have their mobile device within reach 24/7 (Morgan Stanley). The rising use and accessibility of mobile phones has influenced many companies to enter this growing market with new and innovative use cases. This How-To Guide discusses the benefits of creating a mobile app, things to consider before building a mobile app and an action plan to help you launch your new app. Read this brief 5-page guide to understand the following: Benefits of creating a mobile app Things to consider Action plan for launching your mobile app Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary Agile Marketing is a method for planning and executing a marketing plan borrowed from the world of software development. Instead of long, “waterfall” methods of development that too often result in delayed or out-of date products launching later than planned, the Agile method follows a simple process of build, measure, and learn. Marketers all over the world are adopting this method to the extent that 2013 has been dubbed “the year of Agile Marketing". This How-To Guide defines why Agile Marketing is important and outlines its key principles and identifies and action plan for getting started. Read this brief 5-page guide to understand the following: How to apply agile methods to marketing Important terminology How Agile Marketing is currently being used Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary Leaving your domestic comfort zone to operate in another country or even continent requires careful planning. Expanding into new geographical markets is very exciting, but also very nerve-wracking. Any firm considering entering into international business transactions must understand that doing business abroad is not a simple task. It is stimulating and potentially profitable in the long-term but requires much preparation and research prior to the first transaction. Europe is probably the most heterogeneous continent on our globe, making understanding market potential more challenging than in more homogeneous markets. Because of the European Union, it’s tempting to view Europe as a single market. In reality, you must consider each country as a market, because each country has a different mix of history, culture, language and business etiquette. This How-To Guide will describe the steps required to successfully expand into the European market. Read this 7-page guide to understand the following: Understand market potential Identify product-market comibinations Identify a local partner Launch and start selling Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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This How To Guide will explain how press releases can boost SEO efforts, how to write press releases for SEO, the pros and cons of doing so and conclude with an action plan on using press releases in your SEO efforts. For decades, press releases were the basic building blocks of a public relations strategy. A company that wanted press coverage would write and issue a press release. The more skilled the company was at media relations, the better this strategy worked. Press releases still serve this purpose, although a new and important use of press releases has evolved as a tool for Search Engine Optimization (SEO). For companies whose websites are key to revenue generation, the SEO benefits are the primary motivation for writing and issuing press releases. If releases also produce favorable media coverage, that’s viewed as a bonus. The benefits of this SEO strategy result from the links a press release can produce back to the issuer’s website. These links are known as backlinks. The more external, authentic backlinks a website has pointing to it, the higher it ranks on a Search Engine Results Page (SERP). While this strategy is conceptually simple to grasp, executing it effectively requires some insider knowledge of both media relations and SEO. Read this brief 8-page guide to understand the following: How press releases boost SEO Writing press releases for SEO The pros and cons of a press release SEO strategy Using press releases in your SEO efforts Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com to make a content request.

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Executive Summary This How-To Guide details the definition of customer lifetime value (CLV), the advantages of calculating CLV and the standard formula for calculating CLV. Common sense tells us that the longer a customer is in relationship with a company, the more profitable that customer relationship is. However, many companies put the emphasis on new customer acquisition and not enough effort is made to retain existing customers. This is a mistake, because the financial impact of retaining customers is substantial: companies can increase profits by as much as 100% by retaining just 5% more of their customers. For these reasons, CLV is a crucial metric that most organizations overlook mainly because its definition and purpose are not entirely known. Understanding the monetary value each customer represents to your organization can help you budget correctly for your business needs, strategically plan your marketing initiatives and improve long-term relationships with your customer base. Read this brief 4-page guide to learn about: Customer Lifetime Value The advantages of calculating CLV The standard formula for calculting CLV Use the Customer Lifetime Value Calculator to get started! Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary This How-To Guide will help marketers score leads by showing how to set up a simple lead scoring system and then refine it over time. Lead scoring applies mathematical formulas to rank potential customers. It is chiefly used to identify prospects that are ready for direct sales contact. Because the calculations are automatic, the scores are consistent, current, and can include more variables than any manual assessment. This saves marketers work, ensures that all qualified leads are sent to sales promptly, and keeps non-qualified leads out of the sales system. Read this brief 11-page guide to learn about: The case for lead scoring Setting up a simple lead scoring system Refinements to improve results over time Companies that follow this process will quickly gain immediate benefits from lead scoring and have a solid foundation for future growth. Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com to make a content request.

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Executive Summary Social media are now part of every business and consumer activity, joining telephone, Web, broadcast, and face-to-face interactions as primary communication channels. This means that all marketing, sales, and service organizations should include social media as part of their basic activities. Yet social media are still new enough that many organizations are still struggling to learn how to use them, while others are learning how to use them most effectively. This How-to-Guide provides an overview of social media applications and emerging best practices for deploying social media at your company. Read this 9-page guide to learn: The definition of social customer relationship management (CRM) The main functions needed for social CRM The vendor landscape for social CRM Social CRM best practices Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary This How-To Guide will explain the components of a Marketing Resource Management (MRM) system, provide an action plan for deployment, and conclude with a plan for implementation. Marketing Resource Management (MRM) systems control the administrative processes that support customer-facing marketing programs. This distinguishes MRM from marketing execution systems that store customer databases and deliver marketing messages through email, Web ads, and other channels. MRM may be sold independently or as a component of comprehensive marketing management systems which also provides execution. MRM functions fall into two primary clusters. The first involves functions related to company-level marketing management, including program planning, scheduling, budgeting, and cost reporting. The other cluster relates to program management, including task lists, purchasing media and materials, and content creation, approvals, storage, and distribution. Some MRM systems specialize in a few of these functions. Others specialize in additional functions such as customizing content for local offices or dealers or in marketing reporting and analysis. Systems may also be tailored to specific industries or companies of a certain size. Companies buy MRM systems when their marketing programs become too complicated to run in a less systematic fashion. This, along with the systems’ high cost, originally meant that MRM was used almost exclusively by large marketing organizations with hundreds of marketers in multiple offices. More recently, the growth of digital marketing has meant that even small marketing organizations need to manage many different programs and content versions across multiple channels, and to introduce new versions more quickly. This expanded complexity has rarely been accompanied by a corresponding expansion of staff, adding to the pressure for more efficient operations. At the same time, costs have decreased as MRM capabilities were added to integrated marketing suites and as stand-alone MRM products became available as vendor-hosted services (Software as a Service, or SaaS). The result has been increased use of MRM systems among companies of all sizes. Read this 7-page guide to learn about: The components of a Marketing Resource Management (MRM) system An action plan to deploy an MRM system How to implement an MRM system Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary B2B marketers have enthusiastically adopted marketing automation, with industry revenue growing at 50% per year according to Raab Associates estimates. The reason for this adoption is simple: marketing automation works. Users consistently report growth in quantity and quality of leads, in lead acceptance rates, and in marketing revenue contribution. Recent acquisitions by major software vendors including Oracle, Salesforce.com, Microsoft and Adobe further confirm that marketing automation is becoming a standard part of every company’s technology foundation. But simply deciding you want to make better use of your marketing automation doesn’t end the discussion; it just raises the much more difficult question of how. This How-To Guide will provide you with some answers. Read this 12-page guide to learn about: The Marketing Automation Maturity Model The levels of Marketing Automation Maturity How to evolve your Marketing Automation strategy at each level Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com

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Executive Summary Business-to-business (B2B) marketing automation systems are among the hottest sectors of the technology industry. Vendor revenues have grown at 50% per year since 2009 and will probably top $1 billion in 2014. Leading vendors including Eloqua, Marketo, and Pardot have been acquired or gone public at tremendous valuations. Major software companies including IBM, Oracle, Salesforce.com, Adobe, and Teradata have purchased B2B or business-to-consumer (B2C) marketing automation products. Venture capitalists have invested several hundred million dollars in start-ups and existing firms. Yet, despite this growth, fewer than 20% of B2B marketers have purchased an integrated marketing automation system (although many more use email, Web analytics, and other component technologies). Even more alarming, many past buyers do not use their systems fully and a significant portion report little benefit from their investment. The lesson of these statistics is not that marketing automation doesn’t work. The same studies show that the majority of users are satisfied and productive. Rather, the point is that marketing automation works only when marketers deploy their systems effectively. This How-To Guide will help to ensure that you are among the successful majority of B2B marketing automation buyers, not the unhappy remnant. This 15-page guide includes the following sections: What is B2B Marketing Automation? Core Functions Specialty Functions Key Considerations Vendor Landscape Best Practices Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.

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Executive Summary Asset Management has historically been seen as a marketing and branding function. This technology is used to deliver materials to sales but is not within the sales teams’ direct control or influence. Today, as more organizations focus on marketing and sales alignment, many tools and technologies that were once managed exclusively by marketing have become shared marketing and sales functions. Despite this alignment progress on many fronts, Asset Management has tended to remain squarely in the hands of marketing. Demand Metric believes that marketing organizations that retain control are missing an opportunity to use Asset Management to its fullest capability. The purpose of this How-To Guide is to provide Modern Marketers with a clear understanding of how to effectively use Asset Management Systems as a Sales Enablement tool. This 6-page guide includes the following sections: What is Asset Management? The Sales Benefits of Asset Management Asset Management & Marketing Automation Asset Management Vendor Selection Criteria Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request. About the Sponsor Mindmatrix is a cutting-edge marketing automation and sales enablement company. Our platform incorporates all the functions and metrics essential to your sales and marketing departments into a single software package. Mindmatrix’s marketing automation platform will help you generate leads, cultivate interest and excitement about your organization, and ultimately… close sales. From the initial contact with a potential customer all the way through to their first purchase, and beyond, we have your sales and marketing teams covered.

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New 2024 Cannabis Edibles Investor Pitch Deck Template

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Sales Enablement Framework

1. TECHNOLOGY Senior Management ROLES RESPONSIBILITIES PROCESSES TECHNOLOGY CONTENT METRICS Revenue Accountability Staffing & Channel Management Reporting to CEO/Board Budgeting & Planning Performance Reviews & Coaching Recruitment & Retention CRM Business Intelligence MRM Thought Leadership Blog Webinar Presentations Conference Keynotes Revenue by Channel Customer Lifetime Value, NPS Return on Customer (ROC) Product Management New Product Development Create Sales Tools/Guides Messaging & Positioning Product Launch Win/Loss Analysis Competitive Analysis Product Mgmt. System Enterprise Feedback/Survey Content Management Data Sheets, Whitepapers Case Studies/Testimonials Competitive Analysis Market Share, Profitability Brand Equity Content Usage Sales Operations Build Reports & Dashboards Monitor Sales Productivity Data Management Sales Forecasting Territory Management Sales Compensation CRM Proposal/CPQ Sales Content Portal Compensation Model TCO/ROI Calculators Sales Playbooks % Quota Achieved Sales Cost/Revenue Ratio Incentive vs. Quota Ratio Marketing Operations Build Reports & Dashboards Marketing Systems Admin Data Management Marketing Budgeting Campaign Analysis Lead Scoring & Nurturing Buyer Personas Customer Journey Map Proposals, Presentations Sales Qualified Leads Cost Per Lead (CPL) Cost of Acquisition (CAC) CRM & Marketing Automation Analytics & B.I. Asset Mgmt. & MRM Demand Generation Lead Generation & Events Branding & Social Media Content Marketing Advertising/Sponsorship Lead Generation & Appointments Tradeshows & Webinars Marketing Automation/Email Digital Asset Management Event/Survey Management How-To Guides Research Reports Webinars Campaign ROI, Email Metrics Marketing Qualified Leads Contribution to Pipeline Sales/Account Mgmt. Customer Acquisition Customer Retention Up-sell/Cross Sell Sales Process Opportunity Management Contact Management CRM Proposal/CPQ Sales Content Portal New Features/Ideas for R&D Objection Responses Sales Scripts % Quota Achieved Renewal Rate, Revenue Opportunity Metrics Human Resources Staffing for Sales Enablement Sales Training Performance Management Recruiting & Hiring New Rep Onboarding Performance & Firing Job Descriptions Quality Assurance/Coaching Sales Training Manual Avg. Time to Achieve Quota % Unsuccessful Hires # CV/Resume Submissions HRIS Learning Management System LinkedIn & Job Websites Sales Enablement Framework Customer Support Customer Service/Support Identify Sales Opportunities Customer Insight/Feedback Helpdesk (phone support) Email Support (case/ticket) Online Community Requests New Features/Ideas for R&D Support Scripts FAQs, SLA Avg. Time to Resolution % Escalations to Tier 2 Net Promoter Score (NPS) Customer Support, Twitter CRM, Order Management Accounting/Billing/ERP

Sales Enablement Framework

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Sales Enablement Framework