Why Sales And Marketing Don't Speak The Same Language

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presented at TrueConnection: Sales Performance Management Conference 2007 by Mike Scher, CEO of Frontline Selling

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  • Why Sales And Marketing Don't Speak The Same Language

    1. 2. Introduce Yourselves Name Company Role / Title What are you looking for from the session today? Introductions and Expectations
    2. 3. FRONTLINE helps organizations increase sales effectiveness by focusing on creating demand for their products and services <ul><li>About FRONTLINE Selling </li></ul><ul><li>Engages with Companies in 3 ways: </li></ul><ul><ul><li>Outsource Demand Creation Provider </li></ul></ul><ul><ul><li>Advanced Prospecting Skills Workshop </li></ul></ul><ul><ul><li>Prospecting Productivity Management™ (PPM) </li></ul></ul><ul><li>RAMP-UP ™ ( Repeatable and Measurable Process for Upgrading Pipelines) is our proprietary methodology to Identify, Target & Engage with Key Players about your solutions through a Meaningful Interaction (MI) </li></ul><ul><li>Vision-Lock™ is the selling approach to </li></ul><ul><li>convert Meaningful Interactions™ (MI’s) into Qualified Sales Opportunities. </li></ul>FRONTLINE Overview Repeatable Demand Creation
    3. 4. FRONTLINE Clients with and without target market brand or solutions awareness FRONTLINE Overview
    4. 5. Prospecting Theory What if . . .
    5. 6. Frontline Level-1 Whiteboard Step Script Step 1 “ repeatable demand creation process” (rdcp)
    6. 7. Frontline Level-1 Whiteboard Step Script Step 2 “ repeatable demand creation process” (rdcp) Target
    7. 8. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 3 “ repeatable demand creation process” (rdcp) Access Target
    8. 9. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 4 “ repeatable demand creation process” (rdcp) Access Execution Target
    9. 10. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 5 “ repeatable demand creation process” (rdcp) Access Execution visibility Target
    10. 11. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 6 Your sales force Your prospect T h e W al l ! Access Execution visibility “ repeatable demand creation process” (rdcp) Target
    11. 12. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 7 Your sales force Leads Demand creation 20%? 5%? 1% Access Execution visibility “ repeatable demand creation process” (rdcp) Your prospect T h e W al l ! Target
    12. 13. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 8 Your sales force Leads Demand creation outsourcers Your prospect 20%? 5%? 1% “ bombs away” Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered Access Execution visibility “ repeatable demand creation process” (rdcp) T h e W al l ! Target
    13. 14. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 9 Your sales force Leads Demand creation outsourcers Your prospect Frontline “ Branded Touches” Email Vmail Fax Admin Snail mail referral 1 2 3 4 5 Ramp-up 20%? 5%? 1% “ bombs away” Access Execution visibility “ repeatable demand creation process” (rdcp) “ MI” Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered T h e W al l ! Target
    14. 15. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 10 Your sales force Leads Demand creation outsourcers Your prospect Frontline PPM “ Branded Touches” Email Vmail Fax Admin Snail mail referral 20%? 5%? 1% “ bombs away” Vision-lock recaps Access Execution visibility “ repeatable demand creation process” (rdcp) Total visibility and metrics MI Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered 1 2 3 4 5 Ramp-up T h e W al l ! Target
    15. 16. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 11 Your sales force Leads Demand creation outsourcers Your prospect The “gate keeper” Frontline PPM “ Branded Touches” Email Vmail Fax Admin Snail mail referral 20%? 5%? 1% “ bombs away” train experts 25-35%! Vision-lock recaps Access Execution visibility “ repeatable demand creation process” (rdcp) Total visibility and metrics MI Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered 1 2 3 4 5 Ramp-up T h e W al l ! Target
    16. 17. Frontline Level-1 Whiteboard SCRIPT TBD Step Script COMPLETE Your sales force Leads Demand creation outsourcers Your prospect The “gate keeper” Frontline PPM “ Branded Touches” Email Vmail Fax Admin Snail mail referral 20%? 5%? 1% “ bombs away” train experts Vision-lock recaps Access Execution visibility “ repeatable demand creation process” (rdcp) Total visibility and metrics MI 25-35%! Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered 1 2 3 4 5 Ramp-up T h e W al l ! Target
    17. 18. RAMP-UP TOUCH POINTS RAMP-UP Overview Admin Assistant Voice-Mail E-Mail Referral Direct Conversation Fax US Mail / FedEx Effect of Aggregated Touch Points Admin Voice-Mail Referral US Mail Fax Phone E-Mail
    18. 19. Campaign A series of coordinated activities (Rounds) geared towards a common objective (Securing a key players Time and Attention) RAMP-UP Overview Rounds Groups of synchronized touches to a key player separated by specific time intervals
    19. 20. The Prospecting “Campaign” & 5 “Rounds” RAMP-UP Overview # of synchronized touches RAMP-UP ™ Bell Curve Probability of Success for an MI Rd 1 Rd 2 Rd 3 Rd 4 Rd 5 2-4 days 2-3 weeks
    20. 21. More Information (877) RAMP-UP1 Mike Scher (770) 777-9336 [email_address] Matthew Sullivan (303) 552-0901 [email_address]

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