Traditionally, the mind of the marketer is on demand generation: filling the funnel for the sales force. Today, while that's still a key first step toward customer acquisition, marketing's role now extends far beyond the top of the funnel: to establishing an integrated "sales and marketing factory."
In this webinar, you'll learn how Concur Technologies aligned their sales and marketing team by creating a lead management framework that provides the taxonomy, process, and metrics from successful lead management.
-How to start the process of aligning sales and marketing
-Why establishing a Demand Funnel is a critical first step for effective demand generation
-Concur's funnel model that integrates marketing, lead development, and sales
-How Concur integrates lead scoring and nurturing with the Demand Funnel
-How the Demand Funnel is used to measure pipeline volume and velocity
Sponsored by: Eloqua
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