Achieving Predictable Revenue: Case Studies in Improving Sales Effectiveness

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Posted: January 18, 2011 | Sales Marketing Alignment

Dreamforce has been over for a few weeks now, and many are trying their best to implement the best practices they learned in the many sessions they attended.  Just in case you need a refresher, you can watch the 2010 sessions on-demand via YouTube, or check out one of Marketo’s own sessions below.

In this sales session, Achieving Predictable Revenue: Case Studies in Improving Sales Effectiveness, Bill Binch, SVP of Sales at Marketo, and a panel of sales professionals tackle the following objectives: creating a high-velocity revenue engine, unleashing sales productivity and the death of cold calling.

More companies are feeling the pressure to be more effective and companies that have access to prioritized leads outperform those that don’t. Jim McLoughlin, SVP of Sales at Appirio, shared with the audience his version of the Secret Sauce to Sales Success which he defined as the trust between the marketing and sales functions. This trust includes the ability to create a repeatable sales process and structure that is completely agreed upon and well-document between the two functions, starting from campaigns to lead generation and process.

To learn more, watch the video below.

Katie brings a fresh perspective to the Modern B2B Marketing blog, as she is new to the discipline of B2B Marketing. Her strong publishing background and smart business sense give her posts a sharp, fun edge.

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Achieving Predictable Revenue: Case Studies in Improving Sales Effectiveness

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