A review of how sales and marketing should be joined up and support each other, as well as suggesting systems and software to help achieve this.

1. Key Business Functions: Overview
Count
Finance
Sales
Marketing
M k ti Operations
Sell

2. Typical Business Systems
Sell Count Do
Sales / Marketing Financials Operational
Responsibility Sales Director Financial Director Operational Director
Regular Reports Forecast PL Work in Progress
Monthly Sales Won Balance Sheet Work Completed
Monthly Sales Lost
M thl S l L t Cash Fl
C h Flow Project Started
P j t St t d
Enquiry Reporting Budgeting
Systems / Software ACT Database Sage 50 Spreadsheets
Swiftpage MS Project
Tracking Monthly Graphs Transactional Spreadsheets
Plan vs. Actual Budget vs. Actual
g Time Sheets
Regular Meetings Quarterly (All) Monthly Weekly
Monthly (Sales)

3. Sales / Marketing Relationships
Define and Find
Marketing
Sales Customer
Service
Solutions and Value Keep and Grow

4. Sales Functions and Types
HUNTERS
NEW ACCOUNTS
ACCOUNT
DEVELOPMENT MARKET SHARE
FARMERS POACHERS

5. The Sales Funnel
Activities to get these Possible and
people to contact you: Potential Customers
-Networking
Know where
-Web Site
each contact
-Newsletters
is in their
-Word Of Mouth
Word
decision
-Cold Calling
making
process.
Marketing Material: Marketing
M k ti
-Case Studies develop
-Brochures
material to
help sales
p
- Info mation Sheets
Information
“move”
-Articles in trade and
regional press contacts onto
the next step.
Sales
increase skills
so conversion
between steps
is increased
Our Customers Competition’s Customers

6. Integrating Sales & Marketing
g g g
MARKETING COLLATEROL SALES SKILLS AND REQUIREMENTS
- Web Site - Market Knowledge
- Branded Template Emails - Questioning Skills
- Case Studies - Listening Skills
- First Meeting Report Form - Commercial Awareness
- ROI Calculator - Controlling the Sales Process
- Credibility Presentation - Presentation Skills
- Proposal - Proposal Writing
- Letters and Direct Mail - Negotiations
- Testimonials - Closing and Commitment
g
Our Customers

7. Measurements & Reporting
p g
Summary for each Opportunity Summary b t
S between dates:
d t
Time spent at each stage # Opportunities at each Sales Stage
Did sales interaction result in an £ Value of each Opportunity and
advance or continuation Total for each Sales Stage
Total time taken to pass through
Sales Process sliced ‘n’ diced by
pp
pipeline
product / market / salesperson etc
etc.
Margin earned vs. Resources
Employed % Conversion between each stage
Our Customers

8. Thank You
Emaiil: trevor@trevorleverconsulting.com
Website: www.trevorleverconsulting.com
Blog: www.theorderpreventiondepartment.blogspot.com
Blog: www.trevorlever.co.uk
Twitter: @RealTrevorLever
Facebook: Trevor_Lever
Ecademy: Trevor_Lever
Trevor Lever
Skype: Trevor.Lever