Supporting sales in the virtual age — Derrick Jenkins // Owler
- B2B
- Data & Analytics
- Data Provider, Marketing Analytics
- Sales Enablement, Growth Marketing, Big Data, Marketing Strategy, Marketing Team
- Part 1 Supporting sales in the virtual age — Derrick Jenkins // Owler
- Part 2Personalizing B2B marketing in an evolving marketplace — Derrick Jenkins // Owler
- Part 3Using sales intelligence to surpass competition — Derrick Jenkins // Owler
Show Notes
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01:56How marketers support salesThe objectives of the marketing team must align with the overall objectives of the sales team. And that objective should be revenue, where everyone sees themself as revenue leads.
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03:21Why sales and marketing teams need to be alignedTo position the product correctly, marketing needs to understand the audience sales is pursuing. In order to support sales to effectively do their job, marketing must understand their challenges.
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05:44The difference between a lead and an opportunityIt boils down to marketers looking for the right opportunity to help sales. So, marketers are looking at a lead to pull out a true ICP, and passing it on to sales as an opportunity to close.
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07:07Marketing taking over the prospecting processMarketing isnt taking over prospecting. Instead, marketing and sales are working together more closely to identify sales accepted leads.
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08:58The fine line between marketing and sales currentlyMarketing and sales should always be actively engaging to identify remarketing opportunities. And marketing is always building those new data points and content to nurture prospects.
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09:58The hybridization of sales and marketing in organizationsNot every marketing team member will need to constantly work with everyone in sales. Rather, organizations should have a few key individuals engaging with sales more consistentIy.
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10:41Silos between marketing and sales teamsMarketers wont necessarily get absorbed into larger revenue team. Theyll still exist alongside sales teams, but work more closely around revenue generating activities.
Quotes
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"The objectives that we have for the marketing team align with the overall objectives of the sales team, which is to generate revenue. So, we're all looking at ourselves as revenue leads." -Derrick Jenkins, Head of Marketing, Owler
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"I don't think of just giving leads to the sales team. I'm trying to bring them opportunities, not just volume." -Derrick Jenkins, Head of Marketing, Owler
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"As they're going through the motion of selling, I'm still having conversations with heads of sales about some of the leads. I want to learn and build new data points for us to remarket later on." -Derrick Jenkins, Head of Marketing, Owler
- Part 1 Supporting sales in the virtual age — Derrick Jenkins // Owler
- Part 2Personalizing B2B marketing in an evolving marketplace — Derrick Jenkins // Owler
- Part 3Using sales intelligence to surpass competition — Derrick Jenkins // Owler
Up Next:
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Part 1Supporting sales in the virtual age — Derrick Jenkins // Owler
Derrick Jenkins, Head of Marketing, discusses the importance of digital personalization in B2B marketing. When marketing and sales teams are aligned, sales knows exactly where a prospects is on their customer journey, and marketing is supporting sales to sales close the deal and be more effective at their jobs. But, this is only possible if sales and marketing teams are working towards the goal of increasing revenue. Today, Derrick talks about supporting sales in the virtual age.
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Part 2Personalizing B2B marketing in an evolving marketplace — Derrick Jenkins // Owler
Derrick Jenkins, Head of Marketing, discusses the importance of digital personalization in B2B marketing. There’s hardly ever just one stakeholder involved in a B2B purchasing decision. Rather than relying on traditional digital campaigns, marketers have started to use account-based marketing solutions to personalize marketing messages for all decision-makers within high-value accounts. Today, Derrick talks about personalizing B2B marketing in an evolving marketplace.
Play Podcast -
Part 3Using sales intelligence to surpass competition — Derrick Jenkins // Owler
Derrick Jenkins, Head of Marketing, discusses the importance of digital personalization in B2B marketing. Your data is only as good as its expiration date and the case is no different for competitive intelligence. How will you be able to anticipate your competitor’s next move and the data you have on them is out of date? Today, Derrick talks about using sales intelligence to surpass the competition.
Play Podcast
