Marketing Automation, Technology

How Relationships Drive Revenue Webinar Series

How Relationships Drive Revenue Webinar Series | Marketing Tech Blog

How Relationships Drive Revenue Webinar Series | Marketing Tech BlogDuring the month of June, my friends and clients, Right On Interactive and TinderBox, joined forces to create a fantastic webinar series about how relationships drive revenue. Right On Interactive, a sponsor of the Marketing Tech Blog, provides a marketing automation solution with a focus on winning, keeping, and growing relationships.  TinderBox is a SaaS online sales proposal software  that makes it easy to create multimedia, cohesive sales proposals for your prospects. Both have amazing insight into the marketing and sales industries, which they have shared in this webinar series.

This is a 3 part series, with a focus on different parts of the marketing and sales cycles in each 30 minute webinar. Here are some key takeaways from each session, but you should definitely listen to the series to learn more! You can also follow the conversation on Twitter with the #revwebseries hashtag.

Part 1: Painting a Picture of Your Prospect

Here are some discussion points and takeaways from this webinar:

  • Who you should be spending your time talking to
  • “The adoption of marketing automation technology is expected to increase by 50% by 2015.” (Sirius Decisions)
  •  “50% of qualified leads are not ready to purchase immediately.” (Gleanster)
  •  Shift from the company telling you what your problem is to helping you solve the problems you have identified
  •  How lead acquisition is more about the prospect
  • Quality over quantity (leads)
  • Creating tailored, relevant communication
  • Acknowledging all lead sources for more conversions
  • Tips on how to start (goals, customer profiles, business leads)

Part 2: The Score Tells a Story

  • Talking about aligning sales and marketing goals
  • Ensure the handoff is smooth and efficient and effective
  • “47% of B2b marketers say they either close fewer than 4% of all marketing-generated leads, or don’t even know this metric.” (Forrester Research)
  • “People are 12% more likely to buy from you if you can create an emotional connection.” (Gallup Poll)
  • “By 2020, customers will manage 85% of their relationship without talking to a human.” (Gartner Research)
  • Using scoring to identify and qualify internally
  • Scores should correspond to different types of relationships
  • Every stage should be treated differently
  • The numbers give insight to the entire story – the lifecycle of a relationship

 Listen to Part 2 here.

Part 3: Let’s Get Personal

  • “B2B buyers are as much as 70% through the buying process before contacting the vendor.”  (Sirius Decisions)
  • Aligning tools with the relationship
  • Talking about the seamless handoff from marketing to sales
  • Respect, Relevancy, Responsiveness
  • Attract, Nurture, Convert (sales/marketing funnel and how they are changing)
  • Completely branded experience for customers
  • Using technology to connect nationally and internally
  • Data drives conversions
  • Deals close because of relationship
  • Speak to a stage
  • Time to get personal takes 70% of the way through the process

Listen to Part 3 here.

Take the time and listen to this truly fantastic webinar series – you won’t regret it!

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