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Marketing And Sales - Happily Ever After - Presentation

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Marketing & Sales sometimes behave like rivaling siblings. In order to ensure a successful Marketing Program execution, Sales teams must be properly supported.

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Marketing And Sales - Happily Ever After - Presentation

  1. 1. Marketing & Sales …happily ever after Presented by: Debra Pearlman, CEO DP Sales Pro 877-DP-Pro-11 845-649-2727 www.DPSalesPro.com
  2. 2. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Marketing: Marketing the American heritage® dictionary. (Noun). 1. The act or process of buying and selling in a market. 2. The commercial functions involved in transferring goods from producer to consumer.
  3. 3. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Sales: Sales the American heritage® dictionary. 1. The exchange of goods or services for an amount of money. 2. An instance of selling. 3. An opportunity for selling or being sold; demand.
  4. 4. Marketing Professionals Focus On: 1. Branding 2. Promotion 3. Lead Generation 4. Customer Loyalty 5. THE NUMBERS!
  5. 5. Sales Professionals Focus On: 1. Prospecting 2. Qualifying 3. Negotiating 4. Customer Loyalty 5. THE NUMBERS!
  6. 6. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Professional Salesperson Profile Analyzer - Friend - Closer Marketing must know how their sales people sell to ensure successful execution… The Sales Personas…
  7. 7. www.dpsalespro.comDP Sales Pro – 845-649-2727 Analyzer:  Uses reasoning (and a pencil)  Succeeds by drawing on his/her own experience & knowledge (uses product knowledge to draw conclusions)
  8. 8. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 What an Analyzer needs:  Useful, factual information – i.e. case studies; spec sheets; reference lists; etc. Proof.
  9. 9. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 What an Analyzer needs:  Proof of product and/or service best features – gathered through market research; industry or consumer test reports.  Testimonials
  10. 10. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 What an Analyzer needs:  Timely and accurate responses to their customer’s questions.
  11. 11. www.dpsalespro.comDP Sales Pro – 845-649-2727 Friend:  Relationship builder – outgoing, friendly.  May be light on substance and product knowledge – but customers will buy from them anyway! (They are so darn likeable and cute.)
  12. 12. www.dpsalespro.comDP Sales Pro – DP-Pro-11 What a Friend needs:  Clear, simple and detailed materials that explain your product or service – i.e. printed computer presentation, flip charts, etc.
  13. 13. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 What a Friend needs:  Should be paired with an Analyzer when making presentations (they compliment each other).
  14. 14. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 What a Friend needs:  A big expense account (pre-approved) for entertaining clients.
  15. 15. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 The Closer:  Independent  Decision maker  Competitive  Abrasive  Driven and self-motivated  Success oriented
  16. 16. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 What a Closer needs:  Money  Set targets for stretch with big payoffs  Appreciation for his drive  Sales contests and other motivators  Opportunities to win
  17. 17. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Sales: Perception of Marketing  “Marketing is pushing too hard for this product/feature. It’s not what the customers want.”
  18. 18. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Sales: Perception of Marketing  “They advertised a product/sale and didn’t tell us about it.”
  19. 19. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Sales: Perception of Marketing  “They keep giving us more work just so they can boost their own numbers.”
  20. 20. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Sales: Perception of Marketing  “They have no idea what it’s like to do this job.”
  21. 21. www.dpsalespro.comDP Sales Pro – DP-Pro-11 Marketing: Perception of Sales  “Salespeople are pushy and aggressive. Really more like cavemen.”
  22. 22. www.dpsalespro.comDP Sales Pro – DP-Pro-11 Marketing: Perception of Sales  “The sales team doesn’t understand that this is a great product that will help their customers.”
  23. 23. www.dpsalespro.comDP Sales Pro – DP-Pro-11 Marketing: Perception of Sales  “So what, they got another list… At least they have leads now.”
  24. 24. www.dpsalespro.comDP Sales Pro – DP-Pro-11 Marketing: Perception of Sales  “Stop whining, what is the big deal?”
  25. 25. www.dpsalespro.comDP Sales Pro – 845-649-2727877-DP-Pro-11 The Key:
  26. 26. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Organizations need both functions, not just co- existing, but working side-by-side in a team effort…. The Reality:
  27. 27. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Marketing opens the door and turns the cold call warm. Sales walks through that door to close the deal. The Reality:
  28. 28. www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11 Thank You! For More Info, contact us at Debra@DPSalesPro.com

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