Successfully reported this slideshow.
Your SlideShare is downloading. ×

Scott Jorgens - Sales Vision

Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad

Check these out next

1 of 5 Ad
Advertisement

More Related Content

Slideshows for you (17)

Similar to Scott Jorgens - Sales Vision (20)

Advertisement
Advertisement

Scott Jorgens - Sales Vision

  1. 1. © 2013 – BD Marketers™http://www.bdmarketers.com/about-bd-marketers.html What’s your status quo for sales collateral? • Rep’s are excited and jazzed to use the materials • Materials establish trust and are relevant to the reader • Materials help to move the sale forward • Materials are seen as authentic and credible • Diagrams and images are used to educate … Can you confidently say?  “We can tell a better story and therefore outsell our competitors”  “There are generally no missed opportunities”
  2. 2. © 2013 – BD Marketers™http://www.bdmarketers.com/about-bd-marketers.html Getting In • Don’t Hear You / Trust You • Too Busy Being Disruptive Keeping Mindshare Being the Best Choice • Brochures, Letters & Mailers • Lead Gen. White Papers • Keep-in-Touch / Drip Campaigns Let’s be real about the B2B Sales Cycle Sales Obstacles Sales Toolkit (Content & Collateral) • Status Quo • Internal Resources • Point of View Presentations • Diagrams and Sell Sheets • Concept Papers / Exec. Briefs • Competing Priorities • Competition • Implementation White Papers • Business Cases • Project Methodologies • Team Decisions • Risk Tolerance • Compelling Proposals • Case Studies & Awards We Need “ it ” !! “ Ideas ” “ Competencies ” Trust & Value
  3. 3. © 2013 – BD Marketers™http://www.bdmarketers.com/about-bd-marketers.html Map your materials to the Customer Buying Cycle Un-aware No problems that we are aware of. -3 Problem There is a problem we need to address. -2 Solution Let’s define how to fix the problem and reach our goals. -1 Find Let’s do research and meet vendors with “ it ”. +1 Evaluate We’ll review proposals based on service, cost & risk. +2 Decide Then we’ll select two vendors and buy the better deal. +3 We Need “ it ” !! 0 Thought-Leadership Selling BD Marketers - Sales Enablement Bake-Off (selling vs. feature / price) Web Leads / Traditional B2B Marketing Focus “ Ideas ” “ Competencies ”
  4. 4. © 2013 – BD Marketers™http://www.bdmarketers.com/about-bd-marketers.html DESIGN & DEVELOP STORY BOARD INTEGRATE & EXECUTE STRATEGIZE & PLAN ASSESS & ANALYZE BD Strategy Sales CollateralCompelling Content • Opportunity Planning • B2B Brand Positioning • Qualifying Leads • Entering New Markets • Cross Sell & Up Sell • Selling Deeper & Wider • Intro Presentations • White Papers • Concept Papers • Executive Briefs • Case Studies & Awards • Web and Social Media • Proposal Graphics • Brochures and Mailers • 1-Page Sell Sheets • Proposal Templates • Presentation Templates • Promotional Materials We work with clients in three areas
  5. 5. © 2013 – BD Marketers™http://www.bdmarketers.com/about-bd-marketers.html Hit the mark? Contact us. Sample Project Web Based Industry and Market Research • Search mandate • Research • Findings report Interviews and Brainstorming Sessions • Kick off meeting • Interviews • Brainstorming sessions • Summary report Business Development Strategy • Market segmentation • BD models • Opportunity planning • Cross sell / up sell High Level Storylines “Sales Playbook” • Value propositions • Key progression • Talking points Diagrams • Process or concept • Demonstrate understanding White Paper, Concept Paper and Point of View Brochure Presentation Buyer Profiles • Role & responsibility • Objectives • External challenges • Peers & influencers • Usage scenarios Sell Sheet Website content and site map Direct mail or e-mail Sales Toolkit Content Strategy • Buyer profiles • Client-centric bundles • Brand positioning • Alignment of content with sales cycle

×