Your SlideShare is downloading. ×
0
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Success Today0709
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Success Today0709

370

Published on

Delivered for the ICSBD this presentation gives techniques to increase effectiveness of marketing and sales activities in 2009

Delivered for the ICSBD this presentation gives techniques to increase effectiveness of marketing and sales activities in 2009

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
370
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Marketing and Sales Techniques that Work in Today’s Market Jennifer Vessels July 15, 2009
  • 2. Today’s World
  • 3. Keys to Success Today 1. Spend sales time on Sales Ready prospects 2. Manage the pipeline closely 3. Build credibility through marketing assets 4. Focus messages to specific audiences 5. Refine approaches to address today’s needs
  • 4. Alignment of Sales and Marketing Lead Nurturing Process Problem identification Branding, PR, advertising Inquiry Solution exploration (Suspect) Website, SEO, direct mail Solution selection Lead Events, seminars, trade shows, webinars (Prospect) Inbound telephone/email/web inquiries Vendor selection Sales-Ready Lead Lead nurturing opt-in email Sales Process Engage Sales calls, meetings Qualified Prospect Follow-up/close Customer
  • 5. Marketing Success Today Prior to Trade Shows Today’s Search engines 2007 World Virtual events and Seminars workshops Telemarketing for Calling on leads clients/partners Segmented Broad campaigns campaigns Purchasing a list Development of of contacts house list Use of marketing Direct mail assets Brochures Vendor websites Advertising Social media
  • 6. Marketing to YOUR target audience Small organizations: • Specific ads, offers in third party newsletters, white papers Medium size organizations: • Case studies, webinars, emails re new research and how-to’s Enterprise: • Personal relationships, targeted success stories, virtual workshops
  • 7. The Value Selling Process
  • 8. Value Selling Customer Engagement Process
  • 9. Create Interest with Prospects • Introduce yourself and your company • Share the value YOU bring to clients • Relate to their issues • Provide validation and proof • Ask for follow-up Purpose: Create demand for further discussion
  • 10. ACTIVITY: Elevator Pitch • Consider one of your clients or prospects • What are their ‘top of mind issues’ • Fine tune your elevator pitch based on the framework • Prepare to practice with the group • Listen for: • Value of ‘what you do’ • Link to top of mind issues • Validation and proof
  • 11. Uncovering Customer Needs • Sales diagnosis is performed by questioning and listening • Question to direct conversation into areas that allow you to determine if the prospect has needs for your solution. • Listen to issues, problems, or opportunities that you can impact. Don’t prescribe before you diagnose!
  • 12. Uncovering Needs Dialogue Mutual Value Needs Payoff Implication Problem Status
  • 13. Value Selling Customer Engagement Process
  • 14. Business Value of Your Offerings • Functional • Financial • Emotional
  • 15. Assessing your Sales People • Hiring the RIGHT sales people • Time management and utilization • Calling on sales ready leads • Focus on qualified accounts • Value Selling Skills • Use of discovery questions • Building the business case • Ultimate assessment is in the pipeline
  • 16. What you can do today 1. Enhance value sales techniques 2. Assess / improve sales team’s effectiveness 3. Nurture leads until they are Sales Ready 4. Build targeted marketing campaigns 5. Refine messages to address today’s needs
  • 17. Action Plan I commit to completing the following actions within the month: Action Completed By 1. 2. 3.
  • 18. Next Step Delivers Revenue Results • Take your company to the Next Step through: • Alignment of sales and marketing programs • Cost-effective lead generation / nurturing programs • Assessment and enhancement of sales team effectiveness • Targeted marketing programs that deliver revenue results. “Thanks to Next Step we now have the right team, sales “Thanks to Next Step we now have the right team, sales process and marketing resources in place for peak process and marketing resources in place for peak performance despite the current economic conditions.” performance despite the current economic conditions.” Amir Zoufonoun CEO Exalt Communications
  • 19. Marketing and Sales Techniques that Work in Today’s Market Jennifer Vessels Next Step 650.361.1902 www.nextstepgrowth.com

×