Sales Readiness in the Digital Age

For Today’s Presentation

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About Sales Engine International

• Private - founded in 2006• Executive team of senior

sales and marketing executives built their own “sales engine” that delivered ½ decade double digit sales growth for $1B company

• Provide Integrated Marketing Services to companies from Start-ups to Fortune 50

• Growing 126% annually by using the same “sales engine” we provide our clients

• We’re not consultants that “tell” you how to do it… we are an outsourced business process and we do it all for you

About today’s speaker

Mike VannoyCOO, Sales Engine International

Mike Vannoy is a Partner and Chief Operating Officer at Sales Engine International. He has learned the best practices in sales acceleration founding start-ups, running large sales teams and as a senior executive in a Fortune 500 company. Mike is a Yellow Belt in Six Sigma and is responsible for all client operations at Sales Engine International.

www.SalesEngineIntl.com

Agenda

• What is a “qualified” lead?• Lessons Learned• Sales Readiness

– Timing– Sales Intelligence– Situational Fluency

• Failure points in digital marketing• Conclusion & QA

What’s a “qualified” lead?

Sales & Marketing “Alignment”

Marketing is in Nirvana

• Content is being created & campaigns executed

• Prospects are visiting the web and being nurtured

• Marketing Qualified Leads (MQL’s) are flowing in

Sales is trying to make quota

• MQL’s are only one source of Leads

• Enormous pressure to make quota this Qtr

• Spent entire career qualifying sales opportunities

“Aligned” but love-fest is over

Lessons Learned? The game has changed

Shift from “Alignment” to “Integration”

Alignment• Ideal Prospect Profile• Buying Personas• Lead scoring • Rules of engagement

IntegrationTimingSales IntelligenceSituational fluency

Timing is everything

• 100x more likely to ‘connect’ with lead within 5 minutes vs. 30 minutes

• 21x more likely to ‘convert’ leads contacted within 5 minutes vs. 30 minutes

• 7x more likely to have “meaningful conversations” w/decision makers” in 1st hour

• Only 37% of companies respond within hour

Timing is everything

• Real time email/text alerts• Email, web visits & content

consumption• Include contact information• Include context of the digital

behavior• Design for mobile devices

0%

20%

40%

60% 54% 54%

34%25%

47% 47%

18% 18%

Access to prospect Business Intelligence (BI)

Access to prospect BI No access to prospect BI

Does sales intelligence matter?

Source: Aberdeen Group, January 2010

Sales Intelligence:What keeps them up at night

Sales Intelligence:What they are interested in

Sales Intelligence:Who they’re connected to

• 90% of C-level executives never respond to email blasts or cold calls

• 80% do engage when referred by a connection

Situational fluency

• MQL’s are only one source of Leads

• Enormous pressure to make quota this quarter

• Spent entire career qualifying sales opportunities

• Different skills & talk-track to qualify vs. engage top-of-funnel prospects

Situational fluency

• Create a ‘playbook’ for every campaign

• Align ‘marketing’ message with high probability pains of prospects

• Not all ‘Click-thrus’ are alike… they didn’t ASK to be called but they ARE interested

• Give reps the questions to uncover and quantify the pain

• Give it to reps anywhere on any device at any time

Failure points…

Sales Readiness

Conclusions

• The game has changed• Sales Readiness requires more than

“alignment”• Effective ‘sales ready’ teams

– Follow up at the right time– Armed with great knowledge– And equipped with what to say

Thank youQ&A’s

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