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Choosing Your Sales & Marketing Model
3 Ways to Grow Your Business 
• It bears repeating that despite all the possible 
permutations of how you can get there, t...
Align Your Model & Strategy 
• In order to be successful, you must align your 
marketing and sales model to meet one or 
m...
Align Your Model & Strategy 
• Each method has it’s plusses and minuses, but 
the best choice is not always obvious. 
• Do...
Sales & Marketing Models 
• When I talk about a sales and marketing 
model, I am referring to the specific methods 
and pr...
Sales & Marketing Models 
• Major sales models include: 
– Direct sales 
– Telesales 
– Channel sales 
– Retail sales 
– E...
Answer the Tough Questions 
• Before considering a new way of doing 
business, it is helpful to understand your 
current s...
Answer the Tough Questions 
3. Are you doing things out of habit or by deliberate 
choice? 
4. Is your sales force earning...
Time Bombs 
• Time bombs are those issues that, if not 
addressed, could have serious consequences 
downstream. 
• You can...
Time Bombs 
• Here are a few of the most insidious time bombs: 
– Metrics that are way below standards – for example, a 
h...
Learn More 
• To learn more about time bombs and other 
factors to consider when choosing your sales 
and marketing model,...
Download Our FREE Tools! 
Get started faster. Download 
this free SWOT guide and 
template to accelerate your 
decision an...
Center for Business Modeling 
Who We Are 
The Center for Business Modeling was 
founded by a team of seasoned 
business pr...
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Choosing Your Sales & Marketing Model

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How to choose your sales and marketing model. There are only 3 ways to grow your business, make sure that your sales and marketing model align with your overall strategy.

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Choosing Your Sales & Marketing Model

  1. 1. Choosing Your Sales & Marketing Model
  2. 2. 3 Ways to Grow Your Business • It bears repeating that despite all the possible permutations of how you can get there, there are only three ways to grow your business: 1. Increase the number of customers 2. Increase the average transaction size 3. Increase the frequency of purchase
  3. 3. Align Your Model & Strategy • In order to be successful, you must align your marketing and sales model to meet one or more of these three objectives. • If you can increase all three metrics, you will soon have a world-class operation. • There are many possible ways to achieve a revenue objective, some organizations are not using the best strategy.
  4. 4. Align Your Model & Strategy • Each method has it’s plusses and minuses, but the best choice is not always obvious. • Do not make decisions regarding your marketing and sales model simply based on what your competitors are doing, but rather on your unique assets and weaknesses. Read the full article here.
  5. 5. Sales & Marketing Models • When I talk about a sales and marketing model, I am referring to the specific methods and processes that are used to generate revenue. • It can be as simple as a corner lemonade stand or as complex as Amazon’s e-commerce engine.
  6. 6. Sales & Marketing Models • Major sales models include: – Direct sales – Telesales – Channel sales – Retail sales – E-commerce sales – As well as hybrid options
  7. 7. Answer the Tough Questions • Before considering a new way of doing business, it is helpful to understand your current situation. 1. How did your current marketing and sales model evolve? 2. What is your motivation for keeping the status quo?
  8. 8. Answer the Tough Questions 3. Are you doing things out of habit or by deliberate choice? 4. Is your sales force earning its keep? 5. Are your current channel partners helping or hindering the process? 6. Are there any time bombs at your company?
  9. 9. Time Bombs • Time bombs are those issues that, if not addressed, could have serious consequences downstream. • You can also view them as the “Achilles Heel” of your organization – where you are most vulnerable to atrophy or attack.
  10. 10. Time Bombs • Here are a few of the most insidious time bombs: – Metrics that are way below standards – for example, a high cost of customer acquisition. – Good products, but a sales team that is stable, comfortable, and very inefficient. – Channel partners that are leaving you for the competition. – A prohibitive cost-of-goods. – Products that are more than one generation behind the competition.
  11. 11. Learn More • To learn more about time bombs and other factors to consider when choosing your sales and marketing model, visit our website. »Download our FREE Whitepaper on the topic here.
  12. 12. Download Our FREE Tools! Get started faster. Download this free SWOT guide and template to accelerate your decision analysis. Download this free Sales Funnel Excel guide and template to visually model your sales funnel.
  13. 13. Center for Business Modeling Who We Are The Center for Business Modeling was founded by a team of seasoned business professionals whose experience encompasses all aspects of business creation, operations and finance. What We Do The Center for Business Modeling (CBM) has the tools, resources and expertise to help your business plan, set goals and stay healthy. Our solutions allow you to save time while you model your business and create plans.

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