Sales and Marketing Tool Box A FlackVentures Process Example

Marketing Tool Kit

Simplified Marketing Process Research Potential Clients Client Planning Reviewing Clients

Research Potential Clients

Client Planning

Reviewing Clients

Researching Potential Clients Identifying and Selecting Potential Clients There are four levels that will help to identify target clients and to decide where best to invest marketing efforts – Partners, People, Process, and Public. Making Contact Introductory letters to get the client’s attention before a Call. Gaining Access Select an approach that is most appropriate for the executive under consideration Plan your approach Create the message(s) you want to get across Initializing Relationships To listen, you must get the other person to talk .

Identifying and Selecting Potential Clients

There are four levels that will help to identify target clients and to decide where best to invest marketing efforts – Partners, People, Process, and Public.

Making Contact

Introductory letters to get the client’s attention before a Call.

Gaining Access

Select an approach that is most appropriate for the executive under consideration

Plan your approach

Create the message(s) you want to get across

Initializing Relationships

To listen, you must get the other person to talk .

Client Planning Mission Setting Evaluating Sales Campaign The Situation Snapshot will help you evaluate the current status of a sales campaign to determine where attention is most urgently required. Creates a very useful way of discussing the progress and next activities of a sales campaign with the rest of your sales team, your sales management and even with friends within the client.

Mission Setting

Evaluating Sales Campaign

The Situation Snapshot will help you evaluate the current status of a sales campaign to determine where attention is most urgently required.

Creates a very useful way of discussing the progress and next activities of a sales campaign with the rest of your sales team, your sales management and even with friends within the client.

Reviewing Clients Reviewing and Planning Appreciate where you are now with this client, and if your plan is to take the client from A to B. A will be described in the information you have acquired. Assess how the client regards your company. Resource Commitment Determine what type of assistance you need to achieve your client plan. Client Satisfaction Surveys Determine the satisfaction of the clients and use this information to achieve client plans. Capitalizing on Relationships The ideal basis of your relationship will not necessarily be a highly valued personal and business relationship. It is more important that you understand where the relationship is, and how you as a team can effectively deal with this.

Reviewing and Planning

Appreciate where you are now with this client, and if your plan is to take the client from A to B. A will be described in the information you have acquired.

Assess how the client regards your company.

Resource Commitment

Determine what type of assistance you need to achieve your client plan.

Client Satisfaction Surveys

Determine the satisfaction of the clients and use this information to achieve client plans.

Capitalizing on Relationships

The ideal basis of your relationship will not necessarily be a highly valued personal and business relationship. It is more important that you understand where the relationship is, and how you as a team can effectively deal with this.

Sales Tool Kit

Simplified Sales Process Qualification Stage Selection Stage Closure Stage Major transition points divide the three stages of Qualification, Selection and Closure. The transitions are generally identified by a reduction in communication between the buyers and the sellers.

Qualification Stage

Selection Stage

Closure Stage

Major transition points divide the three stages of Qualification, Selection and Closure.

The transitions are generally identified by a reduction in communication between the buyers and the sellers.

Qualification Stage Selling Side Fact Finding Qualifying Defining Buying Side Exploring Interest Checking Viability Justifying

Selling Side

Fact Finding

Qualifying

Defining

Buying Side

Exploring Interest

Checking Viability

Justifying

Selection Stage Selling Side Verifying Proposing Buying Side Comparing Selecting

Selling Side

Verifying

Proposing

Buying Side

Comparing

Selecting

Closure Stage Selling Side Confirming Agreeing Contract Closing Buying Side Accepting Negotiating Contract Finalizing

Selling Side

Confirming

Agreeing

Contract Closing

Buying Side

Accepting

Negotiating

Contract Finalizing

Selling Side Process Flow Closure Selection Qualification Fact Finding Qualifying Defining Verifying Proposing Confirming Agreeing Contract Closing FlackVentures You

Selling Side Lifecycle Fact Finding Contract Closing Agreeing Confirming Proposing Verifying Defining Qualifying You

Buying Side Lifecycle Closure Selection Qualification Exploring Interest Checking Validity Justifying Comparing Selecting Accepting Negotiating Contract Finalizing FlackVentures Your Client

Buying Side Lifecycle Exploring Interest Contract Finalizing Negotiating Accepting Selecting Comparing Justifying Checking Validity Your Client