Sales & Marketing, Jean Pierre Hessman

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Sales & Marketing, Jean Pierre Hessman

  1. 1. SALES & MARKETING JEAN-PIERRE HESSMANN OCTOBER 2013
  2. 2. SALES & MARKETING NEW VISION NEW APPROACH SMARTKETING
  3. 3. WHY INSISTING IN SALES & MARKETING ? … WELL, BECAUSE THIS CREATES, BEGINS AND CARES YOUR BUSINESS !!
  4. 4. WHY INSISTING IN SALES & MARKETING ? … WELL, BECAUSE THIS GIVES LIFE, ANIMATES AND GIVES VALUE TO YOUR PRODUCT / SERVICE !!
  5. 5. WHY INSISTING IN SALES & MARKETING ? ONLY MONEY, WILL CHANGE NOTHING ! ONLY PRODUCT, WILL CHANGE NOTHING ! SALES & MARKETING CAN MAKE MONEY FROM PRODUCT
  6. 6. NEW AGE ebay
  7. 7. NEW AGE
  8. 8. NEW AGE NEW VISION New things, new users, evolution, adaptation, habits, approach … NEW MARKET New products, services, size, design, behaviors, understandings, doubts, inconveniences, agreements, efficiency, complexity ... NEW STRATEGY New worries, wishes, expectations, needs …
  9. 9. WHY INSISTING IN SALES & MARKETING ? ONLY MONEY, WILL CHANGE NOTHING ! ONLY PRODUCT, WILL CHANGE NOTHING ! SALES & MARKETING CAN FOLLOW, COMPARE, ANALYSE, UNDERSTAND AND MAKE MONEY FROM MARKET
  10. 10. NEW AGE … ADAPT, STYLE, SIZE, BEHAVIOR … THEREFORE NEW SALES ebay
  11. 11. NEW AGE ebay … ADAPT, STYLE, SIZE, BEHAVIOR … THEREFORE NEW SALES U N D E R S TA N D I N G RECOGNITION RESPECT RELATIONSHIPS TRUST
  12. 12. NEW VISION … PRODUCT, SERVICE, USERS, COMPLEXITY … THEREFORE NEW MARKETING
  13. 13. NEW VISION … PRODUCT, SERVICE, USERS, COMPLEXITY … THEREFORE NEW MARKETING UNDERSTANDING 4P 5C
  14. 14. NEW AGE NEW VISION NEW SALES PRODUCT KNOWLEDGE / CONTRACT SIGNED GUEST UNDERSTANDING / SUCCESSFUL CONTRACT NEW MARKETING MARKET KNOWLEDGE / ANSWER MARKET UNDERSTANDING / GENERATE
  15. 15. SALES & MARKETING
  16. 16. REV. MANAGEMENT YIELD MANAGEMENT : How to sell at the right price, at the right time, to the right customer ? REVENUE MANAGEMENT : How to sell at the right price, at the right time, with the right service, to the right customer ? FROM PERFORM TO OPTIMIZE
  17. 17. BUSINESS MANAGEMENT SALES BUSINESS MARKETING PROMOTE REV. MANAG. PROFITS SALES & MARKETING & REV. MANAGEMENT SUCCESS
  18. 18. SMARTKETING
  19. 19. SMARTKETING Even the best seller may sell the right product at the wrong price or the good price for the wrong service  Marketing should solve the problem Even the best marketer may understand the market but do not satisfy the business figures  Revenue Management should solve the problem Even the best rev.manager may reach the goals but do not satisfy the client  Sales should solve the problem
  20. 20. SMARTKETING SALES has evolved … Marketing it’s the evolution of Sales Revenue Management it’s a specialization of SALES Let’s all work together !
  21. 21. SMARTKETING SALES MARKET Product Service Client BUSINESS Product Service Client PERFORM MARKETING SEGMENT REVENUE MANAGEMENT MONEY Product Service Client OPTIMIZE
  22. 22. SMARTKETING Sales and Marketing are two completely different activities ... Marketing and Revenue Management are two completely different activities ...  If we know them perfectly  If we combine them wisely  If we control them subtly then we will be smart enough for the perfect balance, we will be SMARTKETING .
  23. 23. HVALA PUNO

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