Revenue: Marketing's New Role in Sales

Author: Marge Bieler, Founder and CEO RareAgent
Posted: December 13th, 2010
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Marketing's new accountability to revenue generation and selling to Customer 2.0.

Today's buyer – Customer 2.0 – has a wealth of information at his fingertips. By the time buyers see a salesperson, they are already well-educated about the product. They have read reviews online and researched pricing – and it is buyers who controls the sales cycle. They decide whether to attend a webinar, revisit your website, or to engage in social media.

Today's marketers have a new challenge. In order to be effective, they must come to the table with relevant programs at each stage of the sales process to better support sales and work with them as a collaborative team

In this article from Jon Miller, VP of Marketing, Marketo, hear how marketing and sale must align to address Customer 2.0 and drive revenue in 2011 and beyond.

Categories

Phone Sales, Prospecting, Sales Process, Metrics

Keywords

Inside, Inside Sales, Telemarketing, Building a Pipeline, Products, Software, Closing, Prospecting, Cold calling, Referrals, Social Media, Networking, Word of Mouth, Product Knowledge, Databases, Lead Gen, Closing, Methods, Organization, Tips, Objections, Questions, Opening, Product Knowledge, Volume, Activity, Measurement, Guideline, Goals, Margins

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