Sales And Marketing Workshop

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A list of research and outline tools to help the facilitation of the sales and marketing within organisations.

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Sales And Marketing Workshop

  1. 1. Sales and Marketing Workshop<br />Building customer sales tools<br />
  2. 2. Why sales and marketing need to work together<br />
  3. 3. Why sales and marketing need to be integrated<br />
  4. 4.
  5. 5. Map out what currently happens in the sales cycle for your sales team..<br />
  6. 6. What sales tools do they currently use?<br />
  7. 7. What is often broken between sales and marketing<br />
  8. 8. What business are you in? What are the unrecognised needs of our customers? Build your customer story<br />Unrecognised needs, what they never think to ask for (mind reading)<br />Intimacy and empathy or quality of listening for customers<br />Recognised needs<br />Basic needs<br />
  9. 9. Start having a conversation about customer problems….<br />
  10. 10. Pick a real example<br />
  11. 11. Objective<br />
  12. 12. Customer real pain points<br />
  13. 13. What is our point of difference to solve their problem or challenge<br />
  14. 14. What is our elevator pitch or summary<br />
  15. 15. What you need to have ready before you engage <br />
  16. 16. What sales Managers need to do<br />
  17. 17. Role of a sales consultant<br />How they spend their time<br />How long it takes for a new rep to ramp up<br />What happens in deals?<br />What sales strategies and tools are working?<br />Who is doing what between sales/ marketing?<br />Sales funnel<br />Who does what?<br />Understanding the sales consultant today<br />
  18. 18. Role of a sales rep is changing<br />
  19. 19. Allocation of sales rep time<br />Set up metrics to measure and provide feedback to marketing.<br /><ul><li>Sales cycle length
  20. 20. Number of calls or interactions to get a sale
  21. 21. Lead generation stats, marketing lead, rep lead or referral
  22. 22. Won, no decision or lost deals</li></li></ul><li>New rep ramp up<br />
  23. 23. Outcomes from deals<br />
  24. 24. What is working best for others…<br />
  25. 25. What are we focusing on, what are our strategies?<br />
  26. 26. Who does what?<br />
  27. 27. Sales and Marketing Funnel<br />
  28. 28. Marketing and sales working together<br />
  29. 29. Next Steps<br />
  30. 30. Tell the buyers story<br />Map out the customer pain points<br />Work together on the value proposition or differentiation positioning<br />Build the right sales tools to support the sales cycle and process<br />Work on some key metrics for each function<br />Differentiation<br />
  31. 31. Corporatevisions.com<br />CSO insights – Sales effectiveness survey 2008<br />Chip Conley – Peak – How great companies get their mojo from Maslow<br />Trainingindustry.com – sales readiness presentation<br />Sirius Decisions<br />The leaky funnel<br />Eit Sales Support<br />Sources<br />
  32. 32. Danielle MacInnis<br />Marketing Consultant<br />Mob: 0400 507 037<br />Email<br />Blog<br />Web<br />MacInnis Marketing<br />

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