14th Alex Marketing Club (Smarketing) by dr. Amir Hassan to attend & Get the Address Confirm to me on Pvt WhatsApp #Mahmoud_Bahgat 00966568654916 #Marketing_Club Only If you are a Marketer Register as a member & or a Speaker in the link http://goo.gl/forms/RfskGzDslP ■■■■■■■■■■■■■■ جروبات خاصة عالواتساب ب محبي العمل فالتسويق فالمستقبل غير عاملين بالتسويق حاليا للتعلم ■ أهم الإعلانات والأفكار والكتب في التسويق■ ■■ *بدون كلام ولا سلام ولا شكرا*■■ فقط اشتراك الجروبات وليس حضور اجتماعات نادي الماركتينج ■ *(الماركتيرز لهم جروبات خاصة)*■ ويستطيعوا حضور الاجتماعات الشهرية ولنا ■ اشترك في جروب واحد منهم فقط دوس على اللينك ■ Marketing club 19 (Future) https://chat.whatsapp.com/IqDyV0a7GcPIKhcSKan8zD Marketing club 20 (Future) https://chat.whatsapp.com/Kt0SlWIeh3n8JPNrUKBOX8 ■■■■■■■■■■■■■■■■ Marketing Club Middle East Since 29 October 2015 We have 7 groups whatsapp with 750 marketers From all middle east since 9 years & now 13 more groups For Marketing Club Lovers as future Marketers Many non Marketers yet have asked to Attend the Club ((We Wish All can Attend,But Cant right now but soon we will..)) Criteria for attending Marketing Club Meetings ••••••••••••••••••••••••••••••• For Better Harmony & Mind set. Must be only Marketer Also Previous Marketing experience ●Business Managers ●Country Manager,GM ●Directors, CEO Are most welcomed to add Value to us. ■■■■■■■■■■■■■■■■ 《 *Unmatched Criteria*》 till we allow all soon Not Med Rep, Not Key Account, Not Product Specialist, Not Sales Supervisor, Not Sales Manager, ●●●●●●●●●●●●●●●●●● But till you become a marketer you can join our What'sApp group Marketing Lover Future Club Group ■■■■■■■■■■■■■■■■ 《 *Unmatched Criteria*》 For Conflict of Interest Also Can't attend If Working in a Marketing Services Provider =not Hotel or tourism =not Restaurant =not Advertising =not Event Manager =not Market Researcher ■■■■■■■■■■■■■■■■ this Club for Only Marketers Soon will open for all Very Soon we will have ■ Business Leaders Club ■ For Sales Managers & Directors Will be Not for Marketers ■■■■■■■■■■■■■■■■ جروب وصفحة الماركتينج كلووب عالفيسبوك #Marketing_Club Group on Facebook https://www.facebook.com/groups/837318003074869/ Now we can talk freely In all marketing topics As open discussion all the time On our Facebook group Without disturbing anyone on our 16 what'sApp groups To keep what's app groups simple &to the point Only 2 or 3 posts daily ■اتكلم براحتك على الفيسبوك■ وخلي الواتساب صور وكتبو وبوستات كاملة فقط حتى لا نزعج الناس اشترك الآن في صفحة الفيسبوك https://www.facebook.com/MarketingTipsPAGE/ اشترك الآن في جروب الفيسبوك https://www.facebook.com/groups/837318003074869/ لتسجيل بيناتك لتصلك بعض المحاضرات لو أمكن عالايميل http://goo.gl/forms/RfskGzDslP #Marketing_Club #Mahmoud_Bahgat 00966568654916 ■■■■■■■■■■■■■■■

1. 1
SMarketing

3. “Smarketing”
The Key to Success in Your
Company
AMIR HASSAN IBRAHIM
PRODUCT MANAGER

4. Bio
 Amir Hassan is a Product Manager
with more than 10 years experience in pharmaceutical field.
 Since 2009, He worked at different cultural organizations
as a medical rep at Holdipharma, Orchidiapharma,
as a Professional MR at Novartis, Senior MR at GSK.
 At 2017, He chose to continue his career in marketing
and moved to Borg as a Product Manager.
 Amir got his MIBA at 2019 from ESLSCA university.
 Also got Sales and Marketing certificate from AASAT (2012-2014).
 Achieved Managing sales team certificate from AASAT at 2014.
 Google certification for Digital marketing fundamentals at 2019.
4

5. Issue
87% of the terms sales & marketing use to describe
each other are negative.
SALES
•“simple-minded”
•“incompetent”
•“lazy”
MARKETING
•“arts and crafts”
•“academics”
•“irrelevant”
5

6. 6

7. Smarketing
The process of aligning the sales and marketing teams
around common goals within a business or organization,
focused on improving revenue.
The ability to bring marketing-qualified leads (MQL) and
sales-qualified leads (SQL) together through a process that
measures, grades and follows up on possible leads for your
business.
7

8. In one study, organizations that had
an effective sales and marketing
alignment achieved 20% annual
revenue growth!
8

9. How do you achieve successful
implementation?
9

10. 1. Share the same funnel.
In the marketing and sales funnel, Marketing is responsible
for the top of the funnel (TOFU), while Sales is responsible
for the lowest part (BOFU). The middle of the funnel (MOFU)
is the responsibility of both teams.
10

11. 11

12. 12

13. 2. Speak the same language and
maintain daily communication
between both teams.
 No problems will ever be resolved in the workplace if no one is aware that something is wrong. The
marketing team could be proactively taking initiatives they believe are smart and successful, but
they may not be working successfully to close the lead. You could take the most up-to-date
approach in your marketing efforts, but if it doesn’t align with your buyer personas’
needs/preference of communication, it’s just wasting of time.
 Clear communication between both teams—using the same terms—is essential in order to speak to
contacts effectively, based on their position in the buyer’s journey. Questions both teams should
answer together include: ‘What do we talk about when we talk about prospect or lead?’ and ‘When
do we consider a lead ready for the sales team to take over?’
 They should also determine who the ideal client or buyer persona is, and understand how the two
departments’ processes relate to each other. Ideally, Sales and Marketing should know exactly
which functions each will perform, with the goal being full integration. Daily, weekly and/or monthly
meetings will make it easier to achieve this by facilitating open communication around new
products, campaigns, etc.
13

14. WEEKLY SMARKETING MEETING
Your entire Sales and Marketing teams attend
to get on the same page about:
team successes, product info, persona
education, and SLA evaluation.
14

15. MONTHLY MANAGEMENT MEETING
Key managers attend to discuss topics in depth and
resolve issues.
15

16. CAMPAIGN COMMUNICATION
Market your campaigns to
your sales team –share the info
they need in order to be
successful.
16

17. PRODUCT COMMUNICATION
Share updates about products and
services –arm the sales team with the
details and why customers/prospects
will care.
17

18. 3. Both Marketing and Sales must
have visibility of the other's actions,
objectives and progress.
 Business objectives must be independently defined, with both
departments collaborating to achieve them.
 For example, Marketing should know the amount of monthly sales
and where they came from. This will help the team know which of
their lead generation actions are most effective.
18

19. 4. Both teams must have the same
organizational goals.
 Get on the same team.
 Align both marketing and sales around
the same goal.
19

20. 5. Compensation based on shared
marketing and sales goals.
 Money can be a valuable lever for jumpstarting organizational
alignment
20

21. 6. Continual education around
personas.
Alignment around personas helps you solve for those personas
21

22. 7. The marketing pipeline should be
tied to sales quotas.
22

23. 8. Implement a service level
agreement
A Sales-Marketing SLA defines what each team commits to
accomplishing in order to support the other in reaching the
shared revenue goal(s).
23

24. SLAs GO BOTH WAYS
MARKETING
Number and quality of leads required to hit company revenue goals
+
Activities
SALES
Speed and depth of lead follow-up that makes economic sense
+
Implementation
24

25. 9. CLOSED-LOOP REPORTING
Completes the feedback loop between Marketing and Sales
25

26. Benefits
 For Marketing
•Get up-to-date contact info and status updates
•Learn which marketing programs are working and which aren’t
•Increase Marketing ROI
 For Sales
•Help prioritize leads
•Help make warmer calls
•Increase close rate and Sales ROI
26

27. 10. Rely on data.
 Create and share a common dashboard with the reports aligned
with the teams’ goals. Check the dashboard daily and encourage
individuals to fix problems
 Rely on data, not emotions.
 Separate reality from perception
27

28. Remember 28

29. “Selling to people who actually want to hear from you is
more effective than interrupting strangers who don’t.”
29

30. Question
Is your organization apply Smarketing?
30

31. Discussion
31Thank you
Q & A