Get Ahead of Your Competition

A Unique Approach to GrowthHow to generate more revenue from your existing investments

in sales and marketing

“Follow the Lead from Click to Sale”

Funnel & Pipeline Optimization

Marketing and Sales Alignment: We Have; Have You?

Top Marketing Priority B2B : Leads and

Conversions!

Your Goals

1. More Visitors to the Website

2. More Lead Conversions

3. Shorter Sales Cycle

4. More Sales Opportunities

5. Increase Market Share

6. Better Marketing ROI

7. More Profit

Test the Power of 5s! …. What If?

5% more visitors to your website/landing pages

5% more lead conversions

5% more sales opportunities

5% increase in close rates

Let’s Show an Example; or How the Above Affects Your Business

Calculate the Power of 5s

Now, Let’s Tell a Story…

“The Life of a Lead”

Once Upon a Time…A Leaky FunnelProblem: Poor Lead Management

Solution: Optimize with People, Platforms, Process

Introduction: B2B Buyer Behavior

80% of buyers begin their search for solutions online

70% of buyers start their research by visiting a vendor’s website or landing page

78% of buyers start their purchase process with informal information gathering

59% of buyers engage with peers during the buying process

2010 DemandGen Report

Chapter 1: Magnetic, Relevant Content =

Funnel Entrances

This is the key to:

Inbound Marketing, Demand Generation, SEO, & Social Media

Get the Messages Targeted Properly

Engagement

Value Proposition

Buyer Personas

Message Modeling

TargetAudiences

When Targeting Messages That Satisfy Needs of Your Prospects, Engagement Occurs, and Leads are Generated

Build a Content Strategy

•Buyer Persona Development

•Buying Stage Mapping

•Topic by Buying Phase

•Editorial Calendar, with Keyword IDs

Chapter 2: Convert Visitors Into

Inquiries

Analysis

Offer

CTA

Design

Test

Current Performance, Analytics, Conversions

Persuasive Assets & Content

Determine Action, Web Form fields

Page Design & Usability

A/B, Multivariate Tests, Optimization

Always Be Testing Your Landing Pages

Chapter 3: Convert Inquiries to

Opportunities

Marketing Automation

Marketing Automation

The Marketing Automation

Process

The Qualification Process

The Scoring Process

The Nurturing Process

The Benefits of Marketing

Automation

•50% more sales ready leads at 33% lower cost (Forrester)

•10% or greater revenue in 6-9 months (Gartner)

•9.3% higher sales quota achievement (CSO insights)

•Relevant emails drive 18x more revenue than broadcast emails (Jupiter)

•40% greater deal size (Aberdeen)

Develops trust by providing buyers with info that helps them make decisions and reducing organizational risk

Drives traffic to websites and landing pages; persuades prospects to convert via forms

Educates and informs as the lead develops, the fuel of a robust lead nurturing program

Again, it’s the Content that…

Chapter 4: Opportunities to Sales

The Stages of the Sales Process

The Marseli Insights App for Salesforce

•Convert a higher percentage of leads to opportunities -efficiently build your pipeline.

•Close more opportunities in your pipeline- maximize revenue.

•Generate inquiry-to-revenue analytics in Salesforce.com - improve forecasting.

•Improve the job satisfaction of your marketing and sales teams- work as a true team.

•Capitalize on your sales and marketing investments -reach your ROI targets.

•Note: If you don’t have Salesforce, we can provide these analyses as well via exporting data from your CRM to an excel spreadsheet.

Full Pipeline Conversion Analytics – compare

period vs. period

Team and individual reporting – compare team-to-team and rep-to-rep. You can also

see how reps are performing against average or other segmentation

Sales leaders and reps can also see their team or individual pipeline in units and dollars

John Burke

Chapter 5: Measure and Optimize

Process

Analyze Efficiency and ROI

We WillPaid Media

Social Media

Digital Media

Marketing Automation

Content Marketing

Search Engine Visibility

Conversion Mgmt.

Demand Generation

Assess, Plan, Execute, and Optimize These Lead Generation Tasks

We WillLead

Qualification

Lead Routing

Sales Process

Stage Analytics

Pipeline Optimization

Align Sales-Marketing

Forecasting

Maximize Revenue

Assess, Plan, Execute, and Optimize These Sales Optimization Tasks

PEOPLE

Our virtual team of experienced strategists ready to solve your problems

PLATFORMS

Tools and programs that optimize your pipeline and increase ROI

PROCESS

Our approach to optimizing the entire inquiry-to-sales funnel

The 3 P’s

Paul Mosenson

Frank Donny

Thank You

The EndWe’ve Aligned to Grow…..

…Have You?