Frenemies to Friends - Bridging the Gap Between Marketing & Sales
-
Upload
courtney-wilson -
Category
Marketing
-
view
147 -
download
2
Transcript of Frenemies to Friends - Bridging the Gap Between Marketing & Sales
![Page 1: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/1.jpg)
Frenemies to FriendsReal Tips for Crossing the Sales & Marketing Divide
![Page 2: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/2.jpg)
Courtney Wilson
Director of MarketingCloudFactory
@CourtneyHWilson
![Page 3: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/3.jpg)
Nathon Williams
Enterprise Software Sales ExecutiveRelias Learning
![Page 4: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/4.jpg)
2xSo, why is crossing the divide so important?
![Page 5: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/5.jpg)
2009$3M
Marketing Hired
2010$4MNot
Aligned
2011$7MClose
Alignment
2012$10MSold
![Page 6: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/6.jpg)
92%
*Forrester Research
Are you aligned?
…say they’re not
![Page 7: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/7.jpg)
208%
*Corporate Visions
Teams that are aligned see an average increase of…
…in revenue!
![Page 8: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/8.jpg)
Today
$10,000
$100,000
$1,000,000
$10,000,000
$100,000,000
What is it costing you today?
![Page 9: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/9.jpg)
Today Possible
$10,000 $20,800
$100,000 $208,000
$1,000,000 $2,080,000
$10,000,000 $20,800,000
$100,000,000 $208,000,000
![Page 10: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/10.jpg)
![Page 11: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/11.jpg)
![Page 12: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/12.jpg)
Prospects are 60% through the buying process before engaging with sales.
![Page 13: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/13.jpg)
Goals
Empowerment
asdfadfadfadfadf Areas of Disconnect
Communication
![Page 14: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/14.jpg)
Goals
![Page 15: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/15.jpg)
We’re going to generate tons of leads, fans, followers, visitors & blog posts.
That’s great. What about sales?
![Page 16: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/16.jpg)
Gaining Alignment With Data
Focus on data that matters to
sales• Revenue Won• Opportunities Created• % Contribution to Pipeline• Lead Scoring, MQLs, SQLs (Quality over
Quantity)
![Page 17: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/17.jpg)
![Page 18: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/18.jpg)
Communication
![Page 19: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/19.jpg)
The Mythical Funnel
Adfadsfkja;dlfkja;ldkfjaldkfjaldkjf;alkdjfalkdfjalkdfj
![Page 20: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/20.jpg)
The REAL Funnel
![Page 21: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/21.jpg)
What happens
next?
Call a meeting and ask…
![Page 22: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/22.jpg)
![Page 23: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/23.jpg)
Smart CommunicationCommunicate often…but strategically
Market your successes
Use technology (Chatter, social, email)
Highlight what matters to sales
Make results timely and visible
![Page 24: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/24.jpg)
How can you provide visibility?
![Page 25: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/25.jpg)
Be Part of the Team
Attend Calls On the Road
Grab Beers Competition?
![Page 26: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/26.jpg)
Action Items
Understand the sales process
Ask “what’s next?”
Smart communication
Be a part of the team
![Page 27: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/27.jpg)
SalesEmpowerment
![Page 28: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/28.jpg)
INTERVIEW CUSTOMERS1
2
1
3
4
5CUSTOMER STORIES2
OVERCOME OBJECTIONS3
SALES TOOLS/CONTENT4
CREATE EVANGELISTS5
adfadfadfadfad Sales Empowerment Waterfall
![Page 29: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/29.jpg)
![Page 30: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/30.jpg)
Does/Is/Means
![Page 31: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/31.jpg)
Does/Is/MeansSolution Does Is Means (that, will, can, results
in, etc)
Medfusion
Medfusion equips practices with the ability to dramatically improve office efficiency and reduce operating costs … driving bottom-line results and generating revenue while others struggle in a challenging economy.
We are a patient-to-provider communication platform that allows patients and practices to communicate simply and securely online for things like appointment requests, prescription renewals, filling out paperwork, and communicating lab results.
By moving time-, expense-, and resource-intensive processes to a Medfusion Web-based solution, you can realize unprecedented results like: -reducing operating costs by 75 percent, - accelerating patient payments by 35%, - streamlining patient visits by 4-6 minutes by having the patient’s HPI/ROS before the visit begins, - redirecting hundreds of hours a month away from paperwork to focused patient care. According to Central VA Family Physicians (a 40-doc practice), "We're very pleased with our new web-based offerings ... we've streamlined operations and saved money, strengthening our bottom line."
Appt. Requests
Appointment requests lets patients securely request an appointment at any time, from anywhere.
It is a secure Web-based patient self-service application that enables patients to request appointments according to physician, location, day, time, and priority.
It drastically reduces office phone volume and increases staff productivity by shifting part of the appointment process to your patients. And it works: at Plano Orthopedic they get 320 online appointment requests per day, and they fill and respond to 90% of those online - without the need for a phone call.
![Page 32: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/32.jpg)
![Page 33: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/33.jpg)
Important Battle Card Sections
About the company
Strengths vs. weaknesses
Product highlights
Key messages and how we respond
Landmines to set & avoid
Pricing
![Page 34: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/34.jpg)
T-Chart: The Secret Weapon
• No workflow tools to help clinicians and office staff keep up critical tasks
• No mandatory requirements for visit notes are no better than “electronic paper”
• Visits can be closed with errors or missing data creates risk during an audit
• Manual QA process leads to audits• Limited reports only scratch the
surface of your business• Form-based and simplistic
comprehensive assessments
• SmartCare workflow tools and alerts provide critical compliance safeguards and helps your team stay on top of their key tasks
• CareTouch Logic enables critical compliance safeguards, reducing risk of missing data
• Logic-based clinical engine supports accuracy: incomplete visits cannot be closed limiting missing documentation
• Hundreds of customizable reports as well as Performance Lab Analytics
• Detailed clinical content is the engine that powers CareAnyware
Solution A Solution B
![Page 35: Frenemies to Friends - Bridging the Gap Between Marketing & Sales](https://reader035.fdocuments.us/reader035/viewer/2022070517/58cfbb331a28ab223a8b6109/html5/thumbnails/35.jpg)