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What the sales team wants marketing to do for them

According to recent research conducted by Phoenix-based demand generator Televerde what B2B sales leaders want most from their marketing departments are better messaging and more qualified leads. The report was based on a survey of 200 sales leaders who sell B2B products or services; 25% work for companies with an annual revenue of $1B or more. Following is the full run down of how sales says marketing can help their efforts:

[if !supportLists]1. [endif]Better messaging: 43%

[if !supportLists]2. [endif]More qualified leads: 40%

[if !supportLists]3. [endif]Better marketing materials 35%

[if !supportLists]4. [endif]More case studies/testimonials: 34%

[if !supportLists]5. [endif]Vertical and segment targeting and materials: 33%

[if !supportLists]6. [endif]Better qualified leads: 30%

[if !supportLists]7. [endif]Better website: 30%

[if !supportLists]8. [endif]Better target personas: 28%

[if !supportLists]9. [endif]Be at more industry and influencer events: 25%

[if !supportLists]10. [endif]Host more clients and virtual events: 25%

[if !supportLists]11. [endif]Ask me what I need more often: 25%

[if !supportLists]12. [endif]Provide competitive or industry information: 23%

[if !supportLists]13. [endif]Improve our sales proposals: 17%

[if !supportLists]14. [endif]Other: 4%

When asked what tools/ assets/activities from marketing are most useful to sales, respondents said industry events, value propositions, and case studies. Specifically:

[if !supportLists]1. [endif]Industry events: 52%

[if !supportLists]2. [endif]Value proposition: 46%

[if !supportLists]3. [endif]Case studies: 42%

[if !supportLists]4. [endif]Sales presentations: 41%

[if !supportLists]5. [endif]Product sheets: 40%

[if !supportLists]6. [endif]Social marketing: 40%

[if !supportLists]7. [endif]Webinars/company hosted events: 35%

[if !supportLists]8. [endif]Thought leadership: 35%

[if !supportLists]9. [endif]Ebooks and whitepapers 30%

[if !supportLists]10. [endif]Email templates: 30%

[if !supportLists]11. [endif]Competitive profiles: 23%

[if !supportLists]12. [endif]Industry profiles: 23%

[if !supportLists]13. [endif]Battle cards: 23%

[if !supportLists]14. [endif]Blogs: 20%

This is all a great roadmap for prioritizing marketing activities that support the sales team.

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