Spotlight on the ultimate aim: the handover, the revenue and the reporting. Specifically, how to effectively use CRM, campaign management, revenue performance management and customer lifecycle marketing.
Find out how IntraLinks built a marketing infrastructure to not only bring in more prospects but also to ensure that those prospects turned into customers. See first-hand how best practices in web design and phone support made a dramatic difference to the top of their funnel. See how platforms like Eloqua and Salesforce can be best leveraged with web technologies, then learn how their measurement strategies not only helped them show marketing team success but also generated an Employee of the Year award.
An important part of any lead management programme includes integrating your marketing automation system with your CRM system. Without it, you can’t give sales teams the information they need to prioritise and follow up leads in the funnel. Learn how Eloqua uses the power of this integration to enable their sales force to know which leads to follow up immediately and which leads to track for hidden potential in order to grow their sales pipeline.
Sales and marketing alignment; the theory is simple but the practice is more difficult. This is still a major issue for most organisations and if you achieve this, then hitting your revenue targets is much more easily achieved. The answer could lie in something you have already invested heavily in – your CRM. This session will cover:
- The fundamentals of sales and marketing alignment
- Alignment in the top, middle and bottom of your funnel
- How CRM can underpin this
- Your business before and after
Despite progressing nicely, in terms of maturity and adoption of Social Media, businesses are still very behind when it comes to the adoption of ‘internal’ Social Business tools. Yet the rate of adoption of technology-based social networking has been transforming politics and social norms on a global scale for the past decade. Will social networking and social software have a similarly transformative effect on business? Can marketers (through Social Business) enable sales forces better? We think so.
In this session we will try to unravel what the main drivers to use Social Business tools are alongside what drives users to participate in social networks in the first place. Whilst at the same time establishing what the internal and external challenges are for marketers and sales teams in this area.
In this presentation, Fergus Gloster explores the sales and marketing processes employed at Marketo and elsewhere to generate explosive growth. Discover best practices, strategies and techniques to drive revenue. Fergus will discuss three key topics around the funnel including:
1.The Combined Sales & Marketing Funnel
2.The ownership of the Funnel
3.The process flow and SLA required for alignment
This session explores a key fundamental in maximizing the potential from marketing activities - the handover of SQLs and hot leads, information, data and intelligence to sales teams to 'close the deal'. If marketers can know 'what good looks like' from their sales colleagues, they'll be much better at aligning content, activities, schedules and messaging to ensure sales-ready leads become a key driver of increased revenue.
Presentations from the day will be available online. We will be in touch with further information.