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Passing the Baton: How to Track Sales Follow-Up on your Marketing Leads

David Da Silva
Marketing Operations Manager - North America
NewVoiceMedia
Mark Farnell
RVP Marketing Operations
NewVoiceMedia

April 26th at 9:30am

Location: Room 2009/2011

We all want to measure and increase Marketing success and conversion to pipeline. However, without a strong measurable and optimized sales development process, your efforts will not always reap the rewards they otherwise could. Can you accurately call a campaign a success or failure if your Sales team didn’t follow-up with the leads you passed over? The cold reality of B2B is that it’s the interlock between your marketing activities and the sales follow-up that makes the difference and results in pipeline. Using native features in Marketo and Salesforce, you can see whether or not your campaign has been followed up correctly. If campaign A needs a 5 touch follow up, no problem, Marketo can show you if that’s happening.

This session will cover:

  • How to track sales touches on new MQLs and measuring them against SLAs
  • Custom campaign requirements for trade shows and events
  • Reporting and analytics
  • How to successfully align with Sales to increase Marketing led pipeline