Discover the Real MVP of Your B2B Sales Funnel

DISCOVER the REAL MVP of YOUR SALES FUNNELHINT: IT’S NOT YOUR PROSPECT

AN COMPANY

PRESENTED BY RIC RIDDLE, VP DEMAND GENERATION

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• Why too many leads can be bad for funnel health

• Why your salespeople should not prospect

• How to accelerate lead flow in your sales funnel

• How to build the perfect team


70% of the Buyer’s journey

is complete before a

salesperson is contacted2

When sales and marketing teams are in

sync, companies became 67% better

at closing deals3

Sales reps ignore half of

all marketing leads4

1. 101 B2B Marketing and Sales Tips from The B2B Lead; 2. Sirius Decisions; 3. Marketo; 4. 101 B2B Marketing and Sales Tips from The B2B Lead

53% of sales time is

wasted on unproductive

prospecting1


Marketing

• Is measured on total leads generated

• Is compensated for reducing lead cost

• Is not empowered with technology

• Is not enabling the sales conversation


Sales

• Does not trust the leads from Marketing

• Wants all of the leads…quickly

• Does not follow up quickly…or at all

• Treats every lead the same


1. Establish a Service Level Agreement

2. Link performance to revenue

3. Integrate data, marketing and sales technology

4. Enable the selling discussion

5. Communicate, measure and analyze often

8% of B2B

companies say they have tight alignment between sales and marketing.

That means that 92%of B2B organizations

have a marketing and

sales alignment problem.


Expensive use of resources

Distracting – lack of focus

It’s not in their DNA

Short term fix – does not scale

Not trained, motivated or compensated

Doesn’t align with today’s Buyer


Touch 1

Touch 3

Touch 2

Touch 4

Touch 5

Touch 6

Touch 7

Touch 8

Touch 9

Touch 10

Touch 11

Customer

50% of salespeople have given up




You are becoming a factor in your prospect’s mind

By nurturing, your prospect is getting to know you

You are probably the only person to

make 8 contacts with this prospect

You are earning top of mind awareness

When this prospect is ready to buy, you

have a 90% chance of being called

Source: Microsoft

Prospect


Sales Accepted Leads x Win Rate (%) x Average Sales Price

Average Length of Sales Cycle


SALs (meetings) 10

Win Rate 25%

A$P $100K

Sales Cycle 60 days

Pipeline velocity = 4.16

SALs (meetings) 12

Win Rate 25%

A$P $100K

Sales Cycle 50 days

Pipeline velocity = 6.0

44% Improvement


Marketing Qualified

Lead

Inbound Lead Reps

Outbound Prospecting Reps

Sales Closers


• Personally engage and guide prospects

• Qualify prospects before involving sales

• Prospect intelligence to assist marketing and sales

• Rapid lead response time – superior conversions

• Metrics designed to improve sales cycle velocity

No matter what you do,

do not pass leads directly

to the sales team.Craig Rosenberg, The Funnelholic


“I am not a lead or a click”

“I am not a persona”

“I am not a transaction”

“I don’t want to be in your funnel”

“I research everything”

“I trust no one”

“I can’t say yes, but I can say NO”


Prospect Inquiry/Behavior

•Website interaction

•Email / Phone

•Event / Campaign

MQLMarketing

Qualified Lead

•Fits Ideal Prospect Profile

• Total Lead Score >X

• Lead qualification begins

SALSales Accepted

Lead

•Verify Influence

•Confirm Interest

•Guide to Sales

SQLSales Qualified

Lead

•Add to sales pipeline

•Forecast

•Revenue

Closed Won/Lost

• Proliferate

• Analyze

Prospect Prospect

Prospect

Prospect

Prospect

Prospect

Prospect Prospect

Prospect

Prospect

Prospect

Prospect

MQL

SAL

SQL

Client

Nurture

Nurture

Nurture


107%

Better lead

conversion rate

21%

Improved

pipeline velocity43%

Greater average

deal size

32%


Telemarketing and cold calling are rapidly

becoming extinct.

David Balzen

Founder & CEO, SalesStaff

If you build an effective lead

generation machine, it will drive

results even if your salespeople

and process aren’t perfect.


OUTBOUND

• Engage in human

conversation

• Guide decision

making process

• Qualify best

relationships

• Determine authority,

issues, pains

INBOUND

• Establish thought

leadership

• Earn Buyer trust

• Cultivate best

relationships

• Determine interest

SM


SalesStaff.com

888.591.8022

info.salesstaff.com

@SalesStaffLeads

SalesStaff, LLC

SalesStaff LLC

Ric RiddleVice President, Demand Generation

832.539.2127

[email protected]

: linkedin.com/in/ric.riddle


http://www.info.salesstaff.com/

mailto:[email protected]

Discover the Real MVP of Your B2B Sales Funnel

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