Marketing Reboot: Missing Opportunities to Accelerate Your Sales Team?

Aa16011fadc08150f36617c50e50a1c0?s=47 W-Systems
November 08, 2017

Marketing Reboot: Missing Opportunities to Accelerate Your Sales Team?

In this webinar, we showed how to:

- Send trackable emails within their email client and CRM system and utilize messages they create or use pre-built marketing templates that have been created for them;
- Receive instant alerts when their prospects hit their website;
- Prioritize their lead queue with behavioral scoring; and
- Gain visibility into prospect activity when they’re researching on LinkedIn.

Aa16011fadc08150f36617c50e50a1c0?s=128

W-Systems

November 08, 2017
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  1. © W-Systems Corp. | www.w-systems.com © W-Systems Corp. | www.w-systems.com

    Missing Opportunities to Accelerate Your Sales Team? Marketing Reboot
  2. © W-Systems Corp. | www.w-systems.com Presenters Sarah Friedlander Garcia W-Systems

    sarah@ w-systems.com Scott Alder Act-On scott.alder@ act-on.com
  3. © W-Systems Corp. | www.w-systems.com Agenda • Percentage of Time

    Sales Reps Spend on Tasks • Complexity for B2B Companies • Customer Journey has Changed • Act-On’s Impact for Sales • Sales Enablement Demo • Adaptive Journey • Act-On Vision • Engagement Optimization • Summary
  4. © W-Systems Corp. | www.w-systems.com Percentage of Time Sales Reps

    Spend on Tasks 60%+ = Non-selling tasks *Taken from “A Day in the Life of a Salesperson” by Quotable, a Salesforce publication.
  5. © W-Systems Corp. | www.w-systems.com Complexity Only Increasing for B2B

    Companies Marketing Sources: SiriusDecisions, Salesforce Research, AberdeenGroup More Channels 34% of marketing budget spent on channels that didn’t exist 5 years ago Sales Alignment More Buyers Average buying decision team includes 8 stakeholders No Longer Optional Organizations 2x as likely to miss revenue targets without strong alignment
  6. © W-Systems Corp. | www.w-systems.com The Customer Journey Has Been

    Digitally Transformed 78% start the buying process with a web search, 50% turn to social media for peer reviews Web Company Website Events Sales Social Email Content BEN BETH Web search Product pages Attends Tradeshow Downloads Whitepape r Sales Call #1 Meeting Occurs Registers for webinar Downloads Case Study Downloads eBook Sales Call #2 Meeting Occurs Connects with other customers Follow-U p Email Sales Call #1 Meeting Occurs Downloads Case Study Confers with peers on LinkedIn Looks at Company LinkedIn Product Pages Attends virtual Event Downloads Whitepape r Sales Call #2 Meeting Occurs Follow-U p Email Sales Call #3 Becomes Customer Subscribes to customer newsletter Downloads Datasheet Attends User Group Pricing pages Sales Call #3 Becomes Customer New customer welcome email Convert Expand Nurture Capture Attract
  7. © W-Systems Corp. | www.w-systems.com 4 Key Ways Act-On Can

    Impact Sales Website Tracking + Alerts Sales View in CRM Email Plug-ins Act-On Anywhere Track buyer behavior and alert Sales of key activity so enable more intelligent sales outreach Prioritize lead follow-up and provide content + visibility into all activity - right in the CRM Integrate with LinkedIn and other web-based platforms to share prospect / account intelligence, content, templates, etc. Easy for reps to leverage templates right from Outlook or Gmail and track all outreach / engagement Prioritize + Improve Sales Outreach → Close More Business, Faster
  8. © W-Systems Corp. | www.w-systems.com Fast-Growing Flycast Exceeds Its Sales

    Goals by 10X “We've built our success on Act-On. It was shortened the sales cycle, eliminated time wasted in cold calls, and allowed us to reach prospects while interest is high.” BILL DOUCETTE - Principal, Flycast Email templates made it easy to build HTML emails without programming experience Website tracking allowed sales to reach out to warm prospects with targeted messages and never cold call again Lead management significantly shortened the sales cycle 10x Exceeded their sales goals
  9. © W-Systems Corp. | www.w-systems.com © W-Systems Corp. | www.w-systems.com

    Sales Enablement Walk-through Demo © W-Systems Corp. | www.w-systems.com
  10. © W-Systems Corp. | www.w-systems.com Bringing the Waze experience to

    marketing automation Adaptive JourneysTM POWERED BY MACHINE LEARNING ▪ THE BEST MESSAGE ▪ AT THE PERFECT TIME ▪ THROUGH THE IDEAL CHANNEL
  11. © W-Systems Corp. | www.w-systems.com Delivering On Our Vision Engagement

    Optimization Marketer creates content, Act-On gathers data to determine the best times to deliver the content Journey Mapping Marketer defines what is an MQL, SQL, lead, customer, advocate and all other conversion points Understanding the Customer Act-On collects, enriches and analyzes data to find patterns in behavior Channel Optimization Dynamic adjustments to nurture track in real time based on customer behavior
  12. © W-Systems Corp. | www.w-systems.com Engagement Optimization Value: Higher conversion

    rates, more leads feeding the sales engine Adaptive Sending | Adaptive Social Posting | Adaptive Scoring • Beyond time zone optimization • Beyond interactions in aggregate • Beyond email engagement
  13. © W-Systems Corp. | www.w-systems.com Summary: 4 Key Ways Act-On

    Can Impact Sales Website Tracking + Alerts Sales View in CRM Email Plug-ins Act-On Anywhere Track buyer behavior and alert Sales of key activity so enable more intelligent sales outreach Prioritize lead follow-up and provide content + visibility into all activity - right in the CRM Integrate with LinkedIn and other web-based platforms to share prospect / account intelligence, content, templates, etc. Easy for reps to leverage templates right from Outlook or Gmail and track all outreach / engagement Prioritize + Improve Sales Outreach → Close More Business, Faster
  14. © W-Systems Corp. | www.w-systems.com © W-Systems Corp. | www.w-systems.com

    Q&A
  15. © W-Systems Corp. | www.w-systems.com © W-Systems Corp. | www.w-systems.com

    Thanks!