See this presentation from Marketo's Heidi Bullock, VP Demand Generation, and Mike Mansour, Senior Manager, Sales Development, on how to establish and improve sales and marketing alignment.
Making the Marketing and Sales High Five a Reality: A Marketo Use Case
1. #SalesSummit | @heidibullock
Making the Marketing and Sales
High Five a Reality: A Marketo
Use Case
Heidi Bullock, VP Demand Generation and Mike
Mansour, Senior Manager, Sales Development
Marketo
14. #SalesSummit | @heidibullock
No Lead Left Behind: Service Level Agreements
Day 0
Notification
Day 1
If untouched, reminder
Day 2
If untouched, reminder cc boss
Day 3
If untouched, alert executives
Day 7
If stale, reminder
Day 8
If stale, reminder cc boss
Day 9
If stale, alert executives
16. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
TOFU
MOFU
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
BOFU
17. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Exposed to us via content, brand, or word of mouth
18. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Feels a relationship and trust with us
19. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Names are just names
20. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Meaningful interaction with us
21. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Nurture until ready for next step
Qualified potential customer
22. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Marketing qualified lead (score > 100) – Sales Development Rep (SDR) reach-out
23. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Qualified as sales-ready by Sales Development Rep (SDR)
24. #SalesSummit | @heidibullock
Name
Awareness
Friend
Engaged
Target
Opportunity
Customer
Lead
Sales Lead
Nurturing Database
Accepted and actively worked by sales: marketing quota attainment