Sales and Marketing in the Information Age

Sales and Marketing in the Information Age Creating Value for Buyers The Changing Face of IT Sales Peter Lawless

What Constitutes a Successful Company? ,[object Object],[object Object]

The 5 Key Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object]

Lead Generation (Prospecting) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Converting Leads to Sales ,[object Object],[object Object],[object Object],[object Object],[object Object]

Increasing Lifetime Value ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Increasing Margin (reduce costs) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Protect Profit and Increase Wealth ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Success Factors in Practice ,[object Object],Wealth Profit Margin Lifetime Value Conversions 100 Leads

Success Factors in Practice ,[object Object],Wealth Profit Margin Lifetime Value 20% Conversions 100 Leads

Success Factors in Practice ,[object Object],Wealth Profit Margin € 1,000 Lifetime Value 20% Conversions 100 Leads

Success Factors in Practice ,[object Object],Wealth Profit 50% Margin € 1,000 Lifetime Value 20% Conversions 100 Leads

Success Factors in Practice ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Wealth € 10,000 Profit 50% Margin € 1,000 Lifetime Value 20% Conversions 100 Leads

Success Factors in Practice ,[object Object],€ 10,000 Wealth € 10,000 Profit 50% Margin € 1,000 Lifetime Value 20% Conversions 100 Leads

Influencing the Success Factors ,[object Object],[object Object],[object Object],[object Object]

Influencing the Wealth Factors ,[object Object],[object Object],[object Object],[object Object]

10% Across all 5 key success Factors Yields 61% Growth Now Increase € 16,110 € 14,640 55% € 1,100 22% 110 10% 10% 10% 10% 10% 10% € 10,000 Wealth € 10,000 Profit 50% Margin € 1,000 Lifetime Value 20% Conversions 100 Leads

We will now focus on just 2? ,[object Object],[object Object]

Lead Generation - ADSPORT Lead Generation's Secret Seven (ADSPORT) Advertising Direct Mail Speaking Publishing Online Referral Telephone

Tactic 1 - Advertising ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactic 2 – Direct Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactic 3 – Speaking ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactic 4 – Publishing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactic 5 – Online ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactic 6 – Referrals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tactic 7 – Telephone ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Converting Leads to Sales Prospects Customers Identifying – 10% Valuing – 25% Qualifying – 50% Negotiating – 75% Implementing / Supporting Lead Generation A good sales process ensures best sales practices get repeated

Definition of the 3Rs ,[object Object],[object Object],[object Object],[object Object]

Sales Cycle 1 – Identifying – 10% ,[object Object],[object Object],[object Object]

Sales Cycle 2 – Valuing – 25% ,[object Object],[object Object],[object Object]

Sales Cycle 3 – Qualifying – 50% ,[object Object],[object Object],[object Object]

Sales Cycle 4 – Negotiating – 75% ,[object Object],[object Object],[object Object]

Thank you for Participating ,[object Object],[object Object],[object Object],[object Object],[object Object],www.3r.ie

Sales and Marketing in the Information Age

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