ReadyTalk Recognized for Marketing and Sales Alignment by DemandGen Report

DemandGen Report Sales and Marketing Integration AwardToday, DemandGen Report announced the list of companies recognized in the 2012 Sales And Marketing Integration Award Report. ReadyTalk is honored to make the list. 

This year, the marketing team at ReadyTalk has spent a lot of time and energy focsuing on sales enablement, developing and implementing tools and tactics to help marketing empower the sales force to maximize prospect touch points and close deals.  Mike McKinnon has blogged about some of the programs he's put in place and the report hits on the fact that all of the tools implemented are integrated with salesforce.com and Eloqua to ensure streamlined marketing and sales processes. Here are some of the things implemented in the past year*:

  1. Prospect Profiler
  2. Eloqua for Outlook
  3. ReadyTalk for Outlook
  4. ReadyTalk for Salesforce
  5. Eloqua Cloud Connectors for ReadyTalk
  6. Data.com

Implementing each of these tools is great but doesn't mean much without results. At ReadyTalk, we use several metrics to gauge the effectiveness of our sales enablement tactics. Some are specific to the tool and others are overall metrics. The most important of these are below:

Metric 2011 2012 YTD
Marketing Sourced Revenue 62% 75%
SQO to Close Rate 48% 52%
SQO to Close Duration 40 days 20 days

 

 

 

 

Tool Specific:

Data.com Usage 1400 New New Added in Q2
Email Open Rate 30% (open rate for sales emails sent via Outlook)
Demos 60% attendance rate

What tools has your marketing team implemented for sales enablement? What's working and what isn't?

* Look for upcoming posts from Mike on each of these topics.

 

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