SMarketing Operations

What is SMarketing

SMarketing is the process of integrating the Sales and Marketing operations of a business.

The objective is for the sales and marketing to have integrated goals and approaches, agree on common terminologies and KPIs, and have measurable targets and mutual accountability throughout the entire sales and marketing process.

Integrated Marketing & Sales Funnel

Create opportunities from SQCs

Nurture contact into MQC {Main Goals

Identify & Qualify SQCs from MQCs {

Individual Contacts

Marketing Qualified Contacts (MQCs)

Sale Qualified Contacts (SQCs)Pipeline

OpportunitiesClosed Deals$$

Target Amount

{{Close Deals

}}

Marketing

Sales

SMarketing works best with a closed-loop funnel reporting by tracking the success with particular prospects from the marketing stage through direct sales efforts.

May 2, 2023Presentation Title 4

Contact to Deal Flow

▪ Capture contacts

▪ Segment contacts

▪ Nurture & Score contacts

▪ Re-segment contacts

▪ Identify Marketing Qualified Contacts (MQCs)

▪ Calls / emails / voice messages

▪ Qualify / Disqualify contacts

▪ Schedule meetings

▪ Collect additional insights

▪ Build & nurture Relationship

▪ Identify BQCs

▪ BQC is assigned to each sales

▪ Sale follows up his BQCs

▪ Create potentials

▪ Close deals

Marketing – Air cover Inside Sales – Personal touch Direct Sales – Grow pipeline

Lead Scoring▪ Lead score enables systems to auto-segment contacts

and identifies MQCs▪ A contact is given a score based on its overall attribution

(both explicit and implicit)▪ Scores are updated in real time and in an ongoing basis. ▪ Scores are deducted for undesired behaviors, i.e.

seeking for jobs, hibernating on emails, etc.▪ Unbiased - No individual score can be manually changed

Explicit attribution

•Job title•Contact type•Focused industries•Location•Company’s revenue

Implicit attribution (activity)

•Interaction with different gated content•Interaction with email & social media campaigns•Website visits stats

Lead Source Analysis

Lead Source A Lead Source B Lead Source C0

20

40

60

80

100

120

Contacts MQCs SQCs Bookings Closed Deals

▪ Which source brings the most leads▪ Which source contributes the most closed deals

Read More …▪ 10 Metrics that Help You Gain More Insight into You

r Marketing Operations▪ How Bit Stew Systems Drive Closed-loop Marketing