By Jerry Rackley
Editor’s Note: This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.
Jennifer Kling, product marketing manager at CallidusCloud, a titanium sponsor of the upcoming Sales Enablement Virtual Summit. We asked Jennifer to share her thoughts on Sales Enablement:
Business Objectives Matrix – This tool provides sample business objectives that can be inserted into a Balanced Scorecard Strategy Map. Ensure that each objective contains a description, value created, deliverables, deadlines, and measures for success.
Business Strategy Plan – The purpose of this tool is to help you develop a business strategy plan. The Business Strategy Plan template was designed to summarize key analyses suggested in our report: Generating Business Strategy Plans.
Case Study Template – The purpose of this tool is to assist you with the creation of an effective Case Study. Focus on what is critical for your business, and modify this template as necessary.
Due Diligence Checklist - Use this tool to document due diligence during an acquisition.
Email Marketing ROI Calculator – Use this tool to calculate results for email marketing campaigns. Develop benchmarks for Open Rate, Click-Thru Rate, Click-to-Open (CTOR), Conversion Rate (Leads), Conversion Rate (Sales), Cost/Lead, Cost/Sale, and compare with historical averages across all campaign types.
Sales complains that the tradeshow, web, or other leads they get are junk. Marketing says that Sales doesn't call the quality leads they produce. Sound familiar? The basis for this common rift is a poor lead generation, qualification, scoring, and nurturing program. Read this Executive Summary to learn how to qualify, score, and nurture leads that aren't quite ready to be handed off to sales for closing.
