MathMarketing Funnel Coach MathMarketing Ramp the performance of your combined sales and marketing engine with clear plans and the skills to execute

Problems Marketing’s not respected Sales & Marketing are not aligned We lack a common language We lack a clear plan for growth Our marketers lack the skills Our tactics are arbitrary I don’t have budget to hire ready-made marketers We lack a framework specific to B2B Our channels lack B2B marketing skills We’re not getting a return on our co-op dollars Our Sales & Marketing engine is underperforming

About MathMarketing  For the past eleven years, MathMarketing has served many leading and aspiring businesses who seek to ramp the performance of their combined sales and marketing engine to pursue growth  260 projects completed across 4 continents  Global network of experienced Funnel Coaches selling and delivering Funnel Camp and Funnel Academy  7000 subscribers to B2B thought leadership series Funnel Vision

Common impediments to a high-performance sales and marketing engine

 Don’t know what you don’t know  Progression rates  Lag between stages  How this has changed  How it compares Don’t know what is so today

 Objectives not explicit  Lost in the noise of assumed composition  Lack of early-warning indicators  Strategy not blisteringly clear  Products and non-products  Markets and non-markets  Channels (sell and refer)  Disconnected elements  Plan not actionable  Great ideas but no concrete actions  Actions not linked to strategy  Internally focussed v buyer progression Plans not clear

The difference between good enough and great is a performance gulf  Marketers lack skills in  Setting and evolving strategy  Campaign design and management  Sizing and measurement  Optimised tactics  Powerful communications  Sales people lack skills & discipline in  Creating opportunities  Managing opportunities  Managing Accounts  Powerful communications  Is the gap the skill or the person? Resources not ready to execute

 Ruthless execution is rarely more than a catch-cry  Lack weekly discipline of execution of:  Actions  Inputs  Buyer progressions  Resources are rarely actively mentored against the plan  Usually some other (arbitrary) factor Execution lets the strategy down

 Forecasts used to explain failure  not to determine success  No link between forecast and CRM  No actionable insights from either  Lack culture of constant improvement:  Ratios  Volume  Progressions (planned and measured) Measures don’t tell you what to change

What got you here won’t get you there…  This market calls for a different approach to funnel management:  You need a single plan, that’s –Blisteringly clear –Highly actionable  You need awesome execution –Keep on track –Don’t let Sales do their own spade-work –Relentless focus

Funnel Camp will take your strategy to plan in 6 weeks  3 days out of the field  Lots of prep before, and we write the plan  Validate your objectives and strategy against market reality and buyer priorities  Model your funnel for next 3-5 years  Tactics to progress buyers at required rate  Binds team around a single view, using a common language

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 Most marketing training and books address consumer marketing only  It's no wonder business marketers leave money on the table with much of their marketing  We drew on our deep consulting experience helping companies to grow, and built marketing training that balances robust theory with grounded experience  Funnel Academy skills marketers in:  Setting and evolving strategy  Campaign design and management  Sizing and funnel measurement  Optimised tactics Resources not ready to execute Funnel Academy: marketing training specific to B2B

 How to Set Strategy for Business Markets  How to Size the Funnel and Measure Progress  How to Plan Campaigns that Move Buyers  How to Select Tactics that Progress Buyers Resources not ready to execute Funnel Academy: four 2-day modules

 Funnel Camp  "We will look back on this event as a turning point in the company's history." Carey McMahon, Chief Operating Officer, Security services  "Best planning program I have been a part of." Greg Sampson, National Sales & Marketing Director  Funnel Academy  “Brings together a number of aspects of marketing theory into a highly practical framework which can easily be applied” Mike Nelles, Invoke Productions  “The positive effect of my team all talking the same language is already working and the course is only just over. Excellent” David Liff, VP Marketing, Software Resources not ready to execute Testimonials