It’s a New Era of Buying

Marketing and Sales: How marketers can empower sales reps to achieve their quota

New Era of Buying

Sales reps have lost their controlover the early stages of the buying journey.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

New Era of Buying

But why?

Sales reps have lost their controlover the early stages of the buying journey.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Because consumers areresearching the productindependently via the internet.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

„John likes this toaster...“

„This is the best toaster ever! #toaster #food“

„I bought it right here...“

Because consumers areresearching the productindependently via the internet.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Prospects are now highly informed before they even consider speaking directly with a sales rep.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

So, how can you fight it?

Marketing and Sales: How marketers can empower sales reps to achieve their quota

YOU DON‘T!You embrace it...

Marketing and Sales: How marketers can empower sales reps to achieve their quota

YOU DON‘T!You embrace it...

…by empowering sales reps via marketing.

of Your Sales PipelineEmbrace the Front-End

Marketing and Sales: How marketers can empower sales reps to achieve their quota

#1: Become an authority or

a “go-to” business

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Create useful, relevant and interesting content that answers the questions your target customer is asking.

#1: Become an authority or

a “go-to” business

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Create useful, relevant and interesting content that answers the questions your target customer is asking.

If prospects find the answers to their questions, they are more likely to contact you.

#1: Become an authority or

a “go-to” business

Marketing and Sales: How marketers can empower sales reps to achieve their quota

That’s how marketers empower sales reps, for the

first time!

Marketing and Sales: How marketers can empower sales reps to achieve their quota

That’s how marketers empower sales reps, for the

first time!Sales and marketing should work

together to be sure no resources are wasted on a lead that never closes.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

#2: Define your ideal customer

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Understand your ideal costumer and buying persona.

#2: Define your ideal customer

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Understand your ideal costumer and buying persona.

#2: Define your ideal customer

The real value comes from implementing lead qualification into your sales pipeline.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

That’s how marketers empower sales reps, for the

second time!

Marketing and Sales: How marketers can empower sales reps to achieve their quota

That’s how marketers empower sales reps, for the

second time!Sales and marketing should work

together and create a well-defined buyer persona.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

It’s a Question time...

Marketing and Sales: How marketers can empower sales reps to achieve their quota

What influences the speed at which the prospect moves within your sales pipeline the most?

Pick one of the choices...

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Making prospects search for information.

A

What influences the speed at which the prospect moves within your sales pipeline the most?

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Making prospects search for information.

A

Giving all available informationto prospects.B

What influences the speed at which the prospect moves within your sales pipeline the most?

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Making prospects search for information.

A

Giving all available informationto prospects.B

Screaming at your prospects.C

What influences the speed at which the prospect moves within your sales pipeline the most?

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Making prospects search for information.

A

Giving all available informationto prospects.B

Screaming at your prospects.C

Are you sure?

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Making prospects search for information.

A

Giving all available informationto prospects.B

Screaming at your prospects.C

What influences the speed at which the prospect moves within your sales pipeline the most?

Marketing and Sales: How marketers can empower sales reps to achieve their quota

#3: Turn buyer’s journey into a buyer’s ride

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Create marketing materials for each step of your sales pipeline.

#3: Turn buyer’s journey into a buyer’s ride

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Create marketing materials for each step of your sales pipeline.

It helps understand the questions and stumbling points buyers will encounter during your sales proces.

#3: Turn buyer’s journey into a buyer’s ride

Marketing and Sales: How marketers can empower sales reps to achieve their quota

That’s how marketers empower sales reps, for the

third time!

Marketing and Sales: How marketers can empower sales reps to achieve their quota

That’s how marketers empower sales reps, for the

third time!Sales and marketing should work

together to understand the journey of your buyers and help them along.

Marketing and Sales: How marketers can empower sales reps to achieve their quota

Use these three tips to empower your sales

through sales & marketing alignment.

Phone: 1-888-843-6699

Website: http://pipelinersales.com/Email: info@pipelinersales.com

© 2014 Pipelinersales Inc.