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Find Win & Keep Customers

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Becoming intimate with the Buyer’s Journey and adding value at each step can help us Find, Win and Keep Customers.

Becoming intimate with the Buyer’s Journey and adding value at each step can help us Find, Win and Keep Customers.

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  • 1. helping companies Find, Win and Keep Customers © Copyright 2009 by KTS Marketing Solutions, LLC. All rights reserved. Sept, 2009
  • 2. The Reality of Business Today
    • Companies are struggling to differentiate their products, their services and their company
    • Doing more with less has become standard operating procedure
    • Employees are working harder than ever, but are not moving their company forward
  • 3. What does Find, Win & Keep Really Mean?
    • The “Selling” process is defined as everything it takes to FIND, WIN and KEEP customers
    • This includes all Marketing, Sales and Service functions
  • 4. First a Word about Priming the Pump
    • We will be discussing the selling process shown below
    • A great deal happens prior to what is shown above
    • Building brand awareness, creating demand and generating leads are all key marketing outcomes which are critical to any sales process
  • 5. The Selling Process
    • How well do you measure Leads, Prospects, Opportunities, etc?
      • How do you define a Lead, a Qualified Lead or a Prospect?
      • What criteria determines how and when items move to the next stage?
      • What is the roll-through yield?
    • Consider your sales process. Is it Visual, Stage based and Criteria based?
  • 6. Think of the Selling Process as Production
    • Are your company’s Production Processes measured?
    • Why not apply the same discipline to the Sales Process…
  • 7. The “Selling” Process
    • The typical selling process is internally-focused
      • “ How can I move the buyer through my process?”
  • 8. The Buyer’s Journey
    • The Buyer has a problem and needs information, and eventually a solution
    • They will readily pay for a solution that solves their problem
  • 9. A Paradigm Shift
    • The Seller needs to shift their thinking
    • Focus on the Buyer’s Journey
    from… to…
  • 10. The Buyer’s Journey
    • Focusing on the buyer’s journey and looking for ways to add value at each step will help close the sale
    • Value is added when you
      • Provide needed information and
      • Help solve real problems
  • 11. An Example
    • Below is an example of how one seller focused on the buyer’s journey and added value
  • 12. Application of These Principles
    • Understand the buyer’s journey and align your marketing, sales and service efforts with their journey
    • Ensure that value is added at every step
        • value from the customer’s perspective
    • Measure performance and make adjustments as needed
  • 13. Seamless Integration
    • Marketing, Sales and Service organizations are often silos, rarely talking to each other
    • It’s critically important to have alignment and seamless integration between the three organizations
    • Everyone pulling in the same direction
  • 14. Our Other Services
    • We help companies Discover, Develop & Deliver their true VALUE
    • We provide real differentiation and accelerated growth through product roadmaps, product specifications and launch plans
    • At the core of our services is a proven Customer Value Mapping process that helps discover what is of real value to your customers
  • 15. Thank You! Resources include Sales and Marketing the Six Sigma Way , Michael J. Webb with Tom Gorman, 2006 Kaplan Publishing © Copyright 2009 by KTS Marketing Solutions, LLC. All rights reserved. Tim DeRosett Managing Partner KTS Marketing Solutions, LLC 8216 Princeton-Glendale Road, #160 West Chester, OH 45069 513.407.4908, office 513.939.9580, cell [email_address] www.ktsmarketing.com