Integrating Sales and Marketingand Achieving Profitable Results               Dean Isaacs, President                 Vanta...
KNOWLEDGE +ACTION =RESULTS   © Vantage Group LLC – All Rights Reserved
How has yourbusiness changed                                   ?       © Vantage Group LLC – All Rights Reserved
Insanity:                                 “doing the same                               thing over and over               ...
Revenue/ Client                                            REVENUE                                                   GROWT...
Marketing                                      Sales  Leads                                             Deals Generated   ...
Corporate                 ObjectivesMarketing                                     Sales     © Vantage Group LLC – All Righ...
CHALLENGES ANDOPPORTUNITIES    © Vantage Group LLC – All Rights Reserved
Time    1,000,000 / 2,700                                                               GoogleChannels                    ...
© Vantage Group LLC – All Rights Reserved
TakeNeed   Information             Evaluate                   Decision                                                    ...
LISTEN TO SALESAND MARKETING    © Vantage Group LLC – All Rights Reserved
MARKETING PLANNING PROCESSResearch                Goals                          Target                     Message/Channe...
BUILDING AN INTEGRATED SYSTEM• Develop common goals• Sales must be included in the  marketing planning process• Marketing ...
 Lead  Qualified lead    Prospect      Opportunity        Client     © Vantage Group LLC – All Rights Reserved
1   Leverage technology2   Map the buying cycle3   Measure in public        © Vantage Group LLC – All Rights Reserved
TABLE EXERCISE$/sale x # sales/year x # years as a client= Lifetime Client Value (LCV)•   Select 1 person at the table to ...
HOMEWORK1. Calculate your average Lifetime Client Value (LCV)   $/sale x # sales/year x # years as a client = LCV2. What i...
Thank You!          Dean Isaacs | 720.449.1020dean@thevantagegrp.com | www.thevantagegrp.com             © Vantage Group L...
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Integrating Sales and Marketing and Achieving Profitable Results

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Integrating Sales and Marketing and Achieving Profitable Results

  1. 1. Integrating Sales and Marketingand Achieving Profitable Results Dean Isaacs, President Vantage Group LLC 720.449.1020 | dean@thevantagegrp.com www.thevantagegrp.com © Vantage Group LLC – All Rights Reserved
  2. 2. KNOWLEDGE +ACTION =RESULTS © Vantage Group LLC – All Rights Reserved
  3. 3. How has yourbusiness changed ? © Vantage Group LLC – All Rights Reserved
  4. 4. Insanity: “doing the same thing over and over again and expecting different results.” Albert Einstein© Vantage Group LLC – All Rights Reserved
  5. 5. Revenue/ Client REVENUE GROWTH# NewClients Ave. Sale Lifetime Size Client Value © Vantage Group LLC – All Rights Reserved
  6. 6. Marketing Sales Leads Deals Generated Closed © Vantage Group LLC – All Rights Reserved
  7. 7. Corporate ObjectivesMarketing Sales © Vantage Group LLC – All Rights Reserved
  8. 8. CHALLENGES ANDOPPORTUNITIES © Vantage Group LLC – All Rights Reserved
  9. 9. Time 1,000,000 / 2,700 GoogleChannels 22 SecondsLack ofPlanning Conversion Budget © Vantage Group LLC – All Rights Reserved
  10. 10. © Vantage Group LLC – All Rights Reserved
  11. 11. TakeNeed Information Evaluate Decision Action © Vantage Group LLC – All Rights Reserved
  12. 12. LISTEN TO SALESAND MARKETING © Vantage Group LLC – All Rights Reserved
  13. 13. MARKETING PLANNING PROCESSResearch Goals Target Message/Channels Materials Action © Vantage Group LLC – All Rights Reserved
  14. 14. BUILDING AN INTEGRATED SYSTEM• Develop common goals• Sales must be included in the marketing planning process• Marketing must understand the sales challenges• Work together to profile your ideal client © Vantage Group LLC – All Rights Reserved
  15. 15.  Lead  Qualified lead  Prospect  Opportunity  Client © Vantage Group LLC – All Rights Reserved
  16. 16. 1 Leverage technology2 Map the buying cycle3 Measure in public © Vantage Group LLC – All Rights Reserved
  17. 17. TABLE EXERCISE$/sale x # sales/year x # years as a client= Lifetime Client Value (LCV)• Select 1 person at the table to focus on• 3 ideas you can implement to increase LCV o Be specific o Be realistic o Don’t forget profit o Don’t limit your ideas © Vantage Group LLC – All Rights Reserved
  18. 18. HOMEWORK1. Calculate your average Lifetime Client Value (LCV) $/sale x # sales/year x # years as a client = LCV2. What is your average annual profit per client?3. Profile the clients that generate the highest LCV4. How can you increase LCV? Dean Isaacs | 720.449.1020 dean@thevantagegrp.com | www.thevantagegrp.com © Vantage Group LLC – All Rights Reserved
  19. 19. Thank You! Dean Isaacs | 720.449.1020dean@thevantagegrp.com | www.thevantagegrp.com © Vantage Group LLC – All Rights Reserved

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