– Sales – Bill Binch Talks Sales/Marketing Alignment
Ever wonder what’s in a Sales Playbook? Bill Binch, SVP of Sales at Marketo, visits the show to tell us all about them as well as the challenges of sales/marketing alignment and making “big round words” specific and actionable. 00:00 Cold Open 01:00 Bill’s Nightmare Sales Job 02:00 Vice President of Sales at Marketo, Bill Binch 03:00 Definitions and Metrics: making “big round words” specific 04:00 Suspects, prospects, and closed sales 05:00 The importance of an exact definition of a closed sale 06:30 What is a marketing qualified lead? 07:30 Accountability of marketing in driving leads versus sales 08:00 The Top Three Metrics for sales/marketing alignment 09:00 “Accidents happen in the intersections.” 11:30 Sales reps should be selling, not prospecting, segmenting, or negotiating 13:00 How to setup a brand new sales model 14:30 If resources are limited where do you choose to specialize? 16:30 Land and expand, hunters versus farmers 17:30 The Dallas Cowboys don’t run around the field without a plan, neither should you 18:30 Why you should have a playbook as a sales rep 19:30 Approaching small, medium, and enterprise businesses with different methodologies appropriate to the company, not the geography 21:00 “Start collecting logos.” Focus on transactions, not dollars as a new sales team 23:00 A better question to ask other than “how do you like to buy stuff”? 24:00 Bill runs through exactly how he listens to a customer 25:30 Kevin asks what else is in Bill’s playbook: is it …
Video Rating: 5 / 5
www.frantasticmakeup.com http Hey guys, sorry for the repost, but YouTube deleted the original because of the copyrighted music that was on it. Anyhoo, here it is with a voice over. Enjoy! Here’s a smokey eye look using purples (well, one purple). I used two eyeshadows from the Antiquitease collection that just came out last week. Love ’em!! But keep in mind, you don’t have to use the Antiquitease colors. Any lovely shimmerly silver sorta color will work for the inner corner, as well as any nice purple like Violet pigment or Parfait Amour! 🙂 Anyhoo, this was a youtuber request. Hope you all like it! Products used: FACE Clinique Perfectly Real Makeup MAC Studio Touch-Up Stick Aziza II Concealer MAC Studio Fix Foundation Clinique Blended Powder MAC Global Glow mineral skinfinish (cheeks) EYES UDPP MAC Family Silver mineralized eyeshadow MAC Mi’ Lady mineralized eyeshadow MAC Black Tied eyeshadow MAC Ricepaper eyeshadow MAC Smolder Eye Kohl Diorshow Mascara MAC Espresso eyeshadow (brows) LIPS MAC Blankety Lipstick MAC Backlit 3Dglass Music: “I’m Letting Go” (instrumental) by Josh Woodward www.joshwoodward.com Watch my how-to video, http How to apply eyeshadow for a purple smokey look on WonderHowTo.
Video Rating: 4 / 5
