Marketing’s Role in Quarterly Business Reviews
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Transcript of Marketing’s Role in Quarterly Business Reviews
Marketing’s Role in Quarterly Business Reviews
Marketing’s Role in Quarterly Business Reviews Fourquadrant.com/Marketing-Resource-Blog
How a B2B Direct Sales Person Spends Their
Time
§ Direct Selling 33% § Research & Account
Planning 25% § Travel 12% § Administration 10% § Order Processing 10% § Planning 10%
Marketing’s Role in Quarterly Business Reviews
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The two largest time draws on a B2B direct
sales rep are selling and research and account
planning. Specifically, the activities included in
these core-selling areas include:
§ Prospecting § Account research & planning
Meetings with prospects and customers
§ Meeting follow-up § Responses to proposals § Proof of concept § References § Orchestration of internal
resources § Contracts § Quotes/configuration § Communications with the sales
pipeline § Training § Account planning § Account reviews
Marketing’s Role in Quarterly Business Reviews
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Quarterly Business Reviews should not be looked at by marketing as an interrogation of a
sales rep or sales director but as a forum for
collaboration between sales and marketing
The QBR is an opportunity to review past performance, discuss the current state and present integrated go-to-market strategies and tactics that, once executed, will meet or exceed the objectives of the sales rep or director.
Marketing’s Role in Quarterly Business Reviews
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Marketing’s Role in Quarterly Business Reviews
Marketing’s Role in Quarterly Business Reviews Fourquadrant.com/Marketing-Resource-Blog