Presentation to: Greenway BNIClone Your Favorite Client Presented by: Misty Khan Advena Artemis LLC Tuesday, June 14, 2011
Presentation Outline• Portrait of a Favorite Client• Elements of a Successful Sales & Marketing Organization• Road Map to Success• Advena Artemis Favorite Client
Portrait of a Favorite Client• Profitable – Serviced with normal processes – Good margin – Low Maintenance• Low Cost of Sale• Value Your Products and/or Services• Pay on time• Refer Your Products and/or Services
Imagine…• What if you could clone your favorite client? – 4 more – 9 more – 49 more – 99 more• What would that mean for your business?
A Successful Sales & Marketing Organization• SMART Goals, Core Values, Mission aligned & ubiquitous• Geared to bring in more favorite clients – Favorite client is well defined• Brand reflects core values, mission, goals & attracts favorite clients – Marketing focused on target industries
A Successful Sales & Marketing Organization• Business development processes in place to attract, secure and retain favorite clients – Collect, distribute & track leads – Monitor Proactive KPIs• Business Development team is cohesive and goals are adopted by entire organization.
Advena ArtemisRoad Map to Success Delphi Assessment & Plan Sales & Target Marketing Market VP Assessment Retainer (TMA) Services CRM/CMS Customer Evaluation, Perception Selection, Analysis Implementation (CPA) KPI Development
Advena Artemis Favorite Client• Entrepreneurial origins• In Growth Mode or in Pain – revenue, new market, new product• Transitioning from small to mid sized company – approx. $10 – $200 MM Sales• Manufacturing, distribution, energy, petrochemical, high tech
You might be a great Artemis prospect if…#5 You are always complaining about your sales team#4 You have set goals to increase revenue, expand territory or introduce a new product#3 You have no defined sales process – only KPI is revenue#2 You think a new CRM is the answer to all your sales problem#1 You would like to clone your favorite client