Vanwege de Corona crisis kijken organisaties kritischer naar de omzet en de toegevoegde waarde die teams leveren. Juist Marketing ligt flink onder de loop. Hoe ga je hier als B2B marketeer mee om? Hoe kan je juist nu je meerwaarde tonen en een waardevolle ondersteuning zijn voor Sales?
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How marketing can help sales - HubSpot & OrangeValley
1. DATA DRIVEN DIGITAL MARKETING
WEBINAR
HOW MARKETING CAN HELP SALES
HubSpot & OrangeValley
Thomas Fennelly & Gerlinde Dekker
14-4-2020
2. Nice to e-meet you!
Gerlinde Dekker
➜ 5+ years experience in digital marketing
➜ B2B digital marketing
➜ Consultant @ OrangeValley | Centraal Beheer, Dorel,
TPvision
Thomas Fennelly
➜ 5+ years experience in B2B marketing and tech sales
➜ Business Consultancy
➜ Consultant @ HubSpot | Dublin, Ireland
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Why should Sales and Marketing be
working together?
The main challenge between Sales
and Marketing
Key tool to help Sales people close
more business
HOW MARKETING CAN HELP SALES
Content of this webinar
How can Marketing help Sales
(3 examples)
Take aways
14. ● Create your personas together
● Define MQLs/SQLs/Opportunity
● Understand how many leads are needed to
hit quota/targets
● Create a SLA between Sales and Marketing
● Combined Content Review
Sales and Marketing Alignment
15.
16. ● Start with your shared goal: Revenue
● Revenue goal = €10,000
● Avg. deal size: €1,000
(Current revenue / current customers)
● Customers needed: 10 Revenue goal/ Avg. deal size
● Average lead to customer: 2%
(Current customers / Current leads)
● Leads needed: 500
Customers needed / Avg Lead to Customer%
Defining Goals
17. 3. What is the key tool to help sales
people close more business?
33. ➔ In today’s climate, it is important to consider the stages of a crisis when implementing a
strategy
➔ Communication is vital towards the success of Marketing and Sales working together
➔ Without a system it is not possible to measure and report on Marketing and Sales
Alignment
➔ Data insight, lead scoring and sales enablement are three clear ways Marketing can help
Sales become more effective
Key Takeaways
36. Resources:
Landing Pages Examples Blog
Guide to Service Level Agreement Blog
Lead Scoring 101 Blog
Align your Sales and Marketing Free Lesson
Sales Enablement General structure