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www.themarketingsurvivalist.blogspot.com
Marketing Survival Training
A Sneak Preview
www.themarketingsurvivalist.blogspot.com
My Background
B.S. in Marketing 20+ years in enterprise
software marketing– Microsoft– SAP (as a Partner)
Sales, Product Marketing, Product Management, Demand Creation, Channel Management and Programs
If I knew then, what I know now….
www.themarketingsurvivalist.blogspot.com
Sound familiar?
Sales - “Marketing doesn’t give me enough leads.”
Marketing – “What happened to the leads I gave you?”
Management – “Am I getting anything out of my marketing investment?”
“What we have here, is a failure to communicate.”The Warden, Cool Hand Luke
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All Sales People are Ferengi
Enough….Is never enough
Ferengi Rules of Acquisition #97
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Set Metrics
First determine how many qualified leads marketing needs to generate
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Set Metrics
Monthly Sales Quota = X Average Sales Price = Y
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Set Metrics
Monthly Sales Quota = X Average Sales Price = Y # of Sales Needed = X/Y
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Set Metrics
Monthly Sales Quota = X Average Sales Price = Y # of Sales Needed = X/Y % Close Ratio of Qualified Leads = Z
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Set Metrics
Monthly Sales Quota = X Average Sales Price = Y # of Sales Needed = X/Y % Close Ratio of Qualified Leads = Z # of Qualified Leads Needed Each Month to
Hit Quota = (X/Y)/Z
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Example
Monthly Sales Quota = $100,000 Average Sales Price = $25,000 # of Sales Needed = 100,000/25,000 = 4 % Close Ratio of Qualified Leads = 25% # of Qualified Leads Needed Each Month to
Hit Quota = (100,000/25,000)/25% = 16
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Other Topics Covered
Target Markets Search Engine
Optimization Social Media LinkedIn Facebook Twitter Blogging Lead Nurturing
Metrics, Metrics, Metrics
Sales Enablement Website Performance Blogging Trade Shows Marketing Tools Email Marketing List Building
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Marketing Survival Workshop Details
Location – online only Date – Aug 12 - 14 Time – Noon – 4:00 CST Cost - $395 per person Registration – [email protected] Limited to 15 people
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Questions?
Write to me at the email address below
