2. Topics
About
Marketology
The Formula
Get Started
The Process
Results
What's Next
Tracey Ellis Strategic Marketing Executrix
3. About Tracey Ellis
+10 Years in Marketing and Sales
Specialize in Strategy, Planning and Execution
MBA
Recent Awards: Crains BtoB Top 10 Websites Frost and Sullivan Product
Strategy of the Year Award Intermec Innovator of the Year
For more details you can download my resume Click Here
4. Marketology
It's part science, it's part art, it's part seat-of-your-pants
genius… and it's not easy.
People are inundated with information everyday – and in order to cut through
the noise you need to know how to get noticed. Getting the right content, in
front of the right person at the right time. A general understanding of
marketing concepts does not a successful marketer make. Rather, you need
to have that basis, balanced with a budget commitment, the ability to integrate
new cutting edge ideas to drive results and PASSION.
A job in marketing requires three key things: wide open eyes, an open mind
and raw honesty. At a high-level it is a science. At a mid level it is art. And at
a detailed level it is genius.
Tracey Ellis Strategic Marketing Executrix
5. The Formula
You start with an overall company objective. For this example we will
assume the goal is to increase revenue for the year by $1,000,000.
A few assumptions:
Average Deal Size $50,000
Historical Win Conversion Ratio 1 in 4 or 25%
Historical Lead to Oppty Conversion Ratio 1 in 25
Quality Lead Ratio 1 in 10
Equation This Example
Revenue Goal/Average Deal Size $1,000,000/$50,000 = 20 Deals
Deals * Win Conversation 20 X 4 = 80 Deals In Pipeline
Deals in Pipleine * Oppty Conversion 80 X 25 = 2,000 Qualified Leads
Qualified Leads * Quality Ratio 2,000 X 10 = 20,000 Raw Leads
Marketing needs to generate 20,000 raw leads to get to 20 closed deals.
What are YOU going to do?
Tracey Ellis Strategic Marketing Executrix
6. Get Started
Take the technicality out of it and ask these four simple
questions:
1. Where do you want to be?
2. Where are you now?
3. What obstacles are in your way of getting there?
4. What things are on your side?
Don't forget to ask:
Your Team
Your Customers
Your Competition
Analysts
Thought Leaders
Tracey Ellis Strategic Marketing Executrix
8. Results
The best advice I have is measure what you do and be
honest about your results. That means:
Only quality matters.
No padding.
Good results are positive indicators, they let you know what you are
doing that is working.
Bad results are okay too, they put a magnifying glass on what you need
to change and it's overcoming the bad that makes success possible.
Review constantly and share weekly.
If you don't do this you will be compromising your success!
Tracey Ellis Strategic Marketing Executrix
9. What's Next
Have questions? It would be a pleasure to discuss any
details of this presentation in more detail, discuss marketing
challenges you have, share ideas, or help with a strategy
session. Just reach out!
Contact me:
Call me (775)553.8573
Email me tracey@traceyellis.com
Stay updated:
@traceylrellis
www.traceyellis.com
www.linkedin.com/in/traceyellis
Tracey Ellis Strategic Marketing Executrix
