plugging the effectiveness gap between sales and marketing

Rich Rudolph EVP of Sales, MobilePaks Prior: Sage Software, Keynote Systems and WebTrends

John Harrison EVP Operations, Product & Client Experience at MobilePaks Prior: Webtrends, Yesmail and Symantec

J&R

Lost sales $$$ and productivity

Marketing Automation Tools Generate interest in a selling conversation

Customer Relationship Management (CRMs) Document selling conversations

Administer lead management process

Administer opportunity management process

Effectiveness Gap No scalable

support infrastructure

J&R

1. 66% of enterprises have more than 6 content repositories

2. Sellers waste 7 hours per week looking for information

3. 60-70% of marketing content is never used by salespeople

4. Salespeople retain only 10% of training 5. Sales managers agree the #1 reason for not hitting

quota is inability to articulate value




Effectiveness Gap No scalable

support infrastructure



J&R

CRM systems

are “not helpful” in

critical selling moments.

Only 33% of training is

retained after 1 day.

60-70% of marketing content

is not used by

sales. Instead, they use their own PPT, documents, emails,

strategies.

45% of Marketing and Sales Investment is Wasted

J&R

In 2014, 73% of B2B marketers are producing more content

than they were a year ago. —CMI/Marketing Profs 2014 B2B Content Marketing Report

stops the effectiveness Gap

Sales Enablement Effectively delivering relevant content when needed

Marketing Enablement Developing more effective conversation content





Smart, context-aware technology that recommends

the most relevant content and support at the exact

right time

Auto recommends relevant support by sales stage, prospect info, sales behavior and manager recommendations, etc.

J&R

Email and CRM vs. diverting attention and adding

distractions

Why send them to

another portal or

LMS?

Feedback

mechanisms to

help inform

managers

“The salesperson’s

inability to communicate value during customer interactions is perceived as the greatest inhibitor to sales success.” —SiriusDecisions

R

Support aids that help Sellers learn, retain and use information to drive better selling conversations

Push/pull

Fit into their daily activities

Short and engaging – five minutes or less

One interaction every 45 seconds

Space for reinforcement

Applying relevant knowledge directly after learning it boosts retention to

90%

Oh, wait, four times. OK.

• Modular and on-demand

• Auto recommended according

to relevance

• Short, engaging and easy to

digest.

• Available on any device

• Tracks feedback and usage to

drive improvement

How useful is this to your selling activity?

Quick rating: 1-5 star after each asset use

Open text feedback for suggestions and comments

Convert the 7 hours per week of searching to prospecting and selling time.

For every 50 Salespeople, that equates to 4 more sales reps.

R

Please let us know if you have any questions.

Sign up for the rest of the Super September Series at www.mobilepaks.com/SuperSeptember. For more information, contact us at [email protected].

plugging the effectiveness gap between sales and marketing

Business