You’re not in Kansas anymore. In today’s mind-blowing, rapidly changing B2B market, you're faced with new technologies and demanding prospects. In fact, Buyers are in control like never before. You need a solid plan to engage your best prospects, win them over and then grow them into delighted clients. So, join SalesStaff on December 11th if you want to: • Learn how to engage today’s new Buyer • Find out how crucial the ‘human element’ of the B2B sales process really is • Understand the hype of the technology “Silver Bullet” • Discover why B2B Marketing owns the revenue pipeline, not B2B Sales • Learn how to build the ultimate B2B sales funnel Hold on to your little dog because the funnel is about to touch down. Topics include - B2B sales - B2B marketing - B2B lead generation - B2B demand generation - sales and marketing alignment - marketing automation For the full audio and video, please visit: http://bit.ly/1yERaWs For more on SalesStaff's Demand Generation program, click here: http://bit.ly/1px1vAw

1. THE ULTIMATE SALES FUNNELHOWTOBUILDTHEMACHINE
AN
COMPANYPRESENTEDBYRICRIDDLE, VP DEMANDGENERATION

3. Marketing
-Build list
-Promote awareness
-Identify
-Investigate
-Cold call
-Follow up
-Qualify
-Develop solution
-Present solution
-Close

4. 53
how it used to be2416126345

5. of the Buyer’s journey is complete before a salesperson is contacted170% 2743%
average number of “touches” before a prospect becomes a client2
number of B2B sales cycles lengthened over the past three years3

7. The New Normal

8. •Can source information when, how and where they want
•Prefer to conduct own research on own terms
•Value third party reviews over vendor claims
•More individuals are involved in purchasing decision
•Often reach solution conclusion before engaging sales
•Perception of vendors is regularly forged online

10. Sales in control
Buyers and Influencers in control
Marketing push
Buyer pull –anytime, anywhere
One to many
Multiple one to one conversations
Find and interrupt
Educated buyers find you
Manage relationships
Solve problems

12. Ideal Client Profile
―Buyer persona by role, not just title
―Consider at least 3 buyer personas
Build a database
―Cleanse often
Scrub out duplicates, invalids, unsubscribes, “hard” bounces
―Allow for database decay
Consistently add new data records to the top of the funnel
*Source: MarketingSherpaB2B data decays at a rate of 2.1% per month*

13. 12InfluencerDecision Maker

15. Companies win when they treat the attention of their prospects as an asset, not as a resource to be strip-mined and then abandoned.
Seth Godin, Permission Marketing

16. •Better targeting of prospects and customers
•Customize content to buying stage
•Align marketing with sales
•Nurture prospects until ready to buy
•Alert sales of prospect buying signal
•Automate tasks so Marketing can focus on strategy
Focus on winnable leads first

17. *Source: Pardot

21. Now which way do we go? This way is a very nice way.

22. •Personally engage and guide prospects
•Qualify prospects before involving sales
•Enable sales with prospect intelligence
•Allow marketing to optimize based on real data
•Shared metrics for improved sales cycle velocity
•Better ROI –Sales closes deals; BDRs nurture leadsNo matter what you do, do not pass leads directly to the sales team.
Craig Rosenberg, The Funnelholic

23. Touch 1
Touch 3
Touch 2
Touch 4
Touch 5
Touch 6
Touch 7
Touch 8
Touch 9
Touch 10
Touch 11Customer
50%of salespeople have given up
65%of salespeople have given up
79%of salespeople have given up
89%of salespeople have given up
You are becoming a factor in your prospect’s mind
By nurturing, your prospect is getting to know you
You are probably the only person to make 8 contacts with this prospect
You are earning top of mind awareness
When this prospect is ready to buy, you have a 90%chance of being called
Source: MicrosoftProspect

24. •Much more than integrated campaigns
•Once engaged, keep the dialogue growing
•Build a fabric of multiple platforms
•Repurpose content across many media
•Empower employees as ambassadors
•Establish a Service Level Agreement with Sales

26. •Map key metrics to your revenue strategy
•Keep up with the Jones’
•Optimize effectiveness of appropriate spend
•Clearly demonstrate value to executives3 out of 4 CEOs want Marketing to become 100% ROI focused.*74%

28. 1.Develop an audience of ideal Buyers
2.Invest in marketing automation
3.Establish a lead qualification group
4.Synchronize marketing efforts
5.Track, manage and measure often

30. Okay, so who has a question?

31. SalesStaff.com
888.591.8022
info.salesstaff.com
@SalesStaffLeads
SalesStaff, LLC
SalesStaffLLC
Ric Riddle
Vice President, Demand Generation
832.539.2127
Ric.Riddle@salesstaff.com
: linkedin.com/in/ric.riddle