Transcript
  • INBOUND15

    Get Sales Jazzed About Inbound Marketing

    Jenifer KernVP Marketing, Celerity

    #SMarketingJazz@jenifer_kern

  • INBOUND15

    If you dont like sales,

    get out of marketing.

    #SorryNotSorry

  • INBOUND15

    Marketers can be change agents,if you can sell your vision.

  • INBOUND15

    Why do sales & marketing need each other?

    #SMarketingSandwich

  • INBOUND15

    Its all about the content

    1 2 3 4

    5 6 7 8

    9 10 11 12

    13 14

    Tech buyers consume an average of 14 pieces of content before making a buying decision

  • INBOUND15

    90% of consumers go to Google search first

    - CIO.com

    #SMarketingJazz

    All That Jazz!

    Photo credit: http://bayareaplays.com

  • INBOUND15

    The Celerity story

    #SMarketingJazz

  • INBOUND15

    In the beginning (Pre-2011)there was an opportunistic sales team, savvy entrepreneurs and 30% CAGR.

    #SMarketingJazz

  • INBOUND15

    But soon there was disharmonyBrand fragmentation, client diversity & scaling issues, sales turnover

    #SMarketingJazz

  • INBOUND15

    So Marketing was added to the repertoire

    #SMarketingJazz

    Branding, content marketing, lead generation, sales alignment

  • INBOUND15

    And the tune changed for good

    #SMarketingJazz

    0 to 50% pipeline contribution in 3 years

    25% increase in margins & revenues

    Explosion of net-new customer accounts

    Reduced sales turnover by 40%

    Increase in CRM adoption: 5 to 75%

    Bigger deal sizes

  • INBOUND15

    Where does an Inbound Marketer start?

  • INBOUND15

    Top Five Tunes 1. Get Top Dogs Jazzed2. Expand Sales Universe3. Talk it Up4. Find the Right Harmony5. Make it Easy (and Fun)

  • INBOUND15

    1 Tap into their competitive spirit Focus on low-cost opportunities

    Assemble your band leaders

    Teach Execs how to sing Inbound tunes

    Get Top Dogs Jazzed

    #SMarketingJazz

  • INBOUND15

    #SMarketingJazz

    3 52Keywords on Page 1 of Google

  • INBOUND15

    #SMarketingJazz

    2 Focus on Marketings mission: Sales-ready leads Add Inbound to Outbound More tools, warmer leads = More $$$

    Its Not a Solo Performance

    Expand Sales Universe

  • INBOUND15

    Inbound leads

    Content offers

    Form submits

    Buyer journey

    Lead scoring

    Warm & Hot Leads

    ProspectingCold callingOutbound emailsClient meetingsCustomer care

    #SMarketingJazz

  • INBOUND15

    #TalkItUp

    3 Communicate then over-communicate Find your early adopter & champion Be transparent and imperfect

    Now isnt the time to be shy or humble

    Talk It Up

  • INBOUND15

    Dont be afraid to embrace corny slogans!

  • INBOUND15

  • INBOUND15

    #SMarketingJazz

    4 Walk 1,000 miles in their shoes Listen to sales calls & talk to customers Be creative and improvise (office move)

    Get in tune with Sales

    Find the Right Harmony

  • INBOUND15

    Anatomy of a Sales PersonKnow what makes them tick

    Driven to Succeed

    Resilient & Positive

    Competitive

    Problem Solver

    Easily Distracted

    Strong Family Bonds

    On the Move

    *Read: The Art of the Sale, Philip Delves Broughton

    Highly Caffeinated

  • INBOUND15

    #MakeItCrazyEasy

    5 Make it mobile friendly Reports/dashboards

    Sidekick

    Its Gotta be Really. Super. Easy.

    Make It Ridiculously Easy

  • INBOUND15

    If you love sales,

    marketing wont get the Blues.

    #SMarketingJazz

  • INBOUND15

    Go forth and create your boogie-woogie.

    #SMarketingJazz #BoogieWoogie #CoolCats

  • INBOUND15

    Q & AWhat do you do to get Sales jazzed?

    What are your biggest challenges/obstacles?

    #SMarketingJazz

  • INBOUND15

    Thank YouJenifer KernVP Marketing, Celerity

    Share your tune@jenifer_kernLI: Jenifer (McGregor) [email protected]: celerity.com/blogs/jeniferkern

    Slide Number 1Slide Number 2Slide Number 3Slide Number 4Slide Number 5Slide Number 6Slide Number 7Slide Number 8Slide Number 9Slide Number 10Slide Number 11Slide Number 12Slide Number 13Slide Number 14Slide Number 15Slide Number 16Slide Number 17Slide Number 18Slide Number 19Slide Number 20Slide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27


Top Related