Marketing success today requires far more than delivering leads to sales – it requires a full-funnel approach that addresses every stage of the buying journey and sales process. This presentation will highlight specific best practices, habits and proven methods used by modern B2B marketers to increase the measurable impact of their work.
2. Housekeeping
• Copy of this deck
• Offers for you
• Full Funnel Marketing – the BOOK
• Modern Marketer’s Field Guide
• Matt’s award-winning* smoked bacon recipe
• Send me an email (matt@heinzmarketing.com) or bring me a
business card noting what you want
4. Page 4 #MKTGNATION
Five keys to full-funnel marketing
1.Do the math (quantify what success looks like)
2.Create a clear customer profile
3.Map the sales and buying process
4.Embrace revenue responsibility
5.How will you measure it?
12. Leads & Opportunities
Stage Definition Sales Next Step(s) Marketing Next Step(s)Leads
Open/Not Attempted
New lead, has not been attempted or contacted by
sales
Begin follow-up to get on the phone live to
qualify as opportunity
Provide scripts and response offers as
needed to increase call-backs
Attempting to Contact
Sales has begun the process of following the lead
follow-up process to reach the prospect live
Continue follow-up attempts via phone,
email, "zero out" to reach prospect live
Provide scripts and response offers as
needed to increase call-backs
Interested
Prospect has expressed interest in ABC Company
and/or achieving better results, and is interested in
learning more; full qualification criteria
intent/purchase timeline still unknown
Once prospect has been qualified, either
move into a "Qualified" opportunity or
move to Nurture (if timeline is long-term or
undetermined)
Provide collateral, case studies and other
information as needed to help prospect
determine sales intent
Nurture
Prospect is interested, but there is no near-term
opportunity to buy (prospect may have other
immediate priorities, or may just need more time to
consider interest/intent)
no action Drip marketing to prospect 1-2 times per
month with value-added offers, until
they're ready to engage in a short-term
buying cycle again
Unresponsive
Haven't been able to get ahold of prospect after
repeated attempts
no action Drip marketing to prospect 1-2 times per
month with value-added offers, until
they're ready to engage in a short-term
buying cycle again
No Further Action Lead is not a qualified prospect no action no action
Opportunities
Qualified
Prospect has a need & budget, and is actively
evaluating solutions
Get demo commitment, plan next steps and
timeline to buy (or at least make decision)
with prospect
Provide additional support tools as
needed (case studies, etc.) to help
accelerate prospect interest and buying
cycle
Presentation & Demo
Demo has been scheduled or completed; working
through objections & questions
Get permission to present formal proposal Provide additional support tools as
needed (case studies, etc.) to help
accelerate prospect interest and buying
cycle
Proposal
Formal proposal is in process or has been delivered
outlining terms, services, fees
Get verbal commitment to buy pending
finalization of terms
no action
Negotiation
Prospect has verbally agreed to do business; both
sides are working through final legal/term/service/fee
details
Sign, seal and return baby! no action
Close Agreement has been signed and returned victory lap no action
Opportunity has stalled indefinitely or is dead no action Drip marketing to prospect 1-2 times per
month with value-added offers, until
15. Page 15 #MKTGNATION
Marketing plan in 5 questions
1. What/who are your targets?
• Direct & indirect users, influencers
• Address entire buyer ecosystem
2. What do they care about? What outcome are they seeking?
3. Where do you find them?
4. What or who influences them?
5. How do they want to engage and (eventually) buy?
22. Page 22 #MKTGNATION
Questions your CEO should be asking
1. Show me your model
2. What problem are you solving and for whom?
3. Who is your target customer and why?
4. What is your sales process?
5. Who is selling for you and how are you measuring &
managing them?
6. How are you going to generate leads?
7. How are you going to decrease acquisition costs over
time?
26. Revenue responsibility in practice
• Quick sales vs. lifetime value
• Good sales vs. bad sales
• Expensive customers, higher churn likelihood
• Can you buy a beer with it?
• Business vs. commission check mindset
5/11/2016 26
34. Is your tech helping or hurting?
• What problem does it solve?
• What does it automate or accelerate?
• What is your system or process?
• Can it scale beyond you?
5/11/2016 34
45. What is your tolerance for chaos?
• Speed and focus amidst change
• Quick recalibration & new game plan development
• The power of humility
5/11/2016 45
47. What empathy means…
• For your peers
• For your sales organization
• For other departments
• For your customers
• What is important to THEM?
5/11/2016 47
48. Page 48 #MKTGNATION
Five recommendations
1. Know your customer better
2. Focus on building consensus internally
3. Prioritize early buyer stages
4. Establish key metric baselines & goals
5. Develop systems, processes & habits to execute
consistently
49. Housekeeping
• Copy of this deck
• Offers for you
• Modern Marketer’s Field Guide
• Full Funnel Marketing the BOOK
• Matt’s award-winning* smoked bacon recipe
• Send me an email (matt@heinzmarketing.com) or bring me a
business card noting what you want