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SalesGen2020: Increasing Your Sales

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DWS Associates created SalesGen 2020 based on our decades of experience in developing and directing marketing and sales best practices for highly successful marketing and sales organizations. This process increases sales, conversion and retention rates, referrals and other key metrics by leveraging your current resources - in other words, SalesGen 2020 help you sell more while spending less.

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SalesGen2020: Increasing Your Sales

  1. 1. Presenting<br />Maximize Your Return on Marketing Investment<br />Drive incremental revenue.<br />Reduce expenses.<br />1<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  2. 2. Lead generation should be about quality...<br />…not quantity.<br />2<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  3. 3. The name of the game is sales.<br />Profitable sales.<br />3<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  4. 4. So, how will I increase…<br />conversion rates?<br />retention rates?<br />average order size?<br />order frequency?<br />referrals?<br />4<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  5. 5. How will I convert more leads into first-time buyers?<br />First-time buyers into loyal customers?<br />Loyal customers into brand evangelists?<br />5<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  6. 6. And how will I make all that happen…<br />…with my current resources?<br />6<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  7. 7. Built on Best Practices.<br />Proven to increase ROMI.<br />Leverages available resources.<br />Pays for itself by increasing sales, decreasing expenses.<br />7<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  8. 8. Based on your mission.<br />Based on your culture.<br />Based on your resources.<br />Practical, relevant solutions.<br />8<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  9. 9. Results include:<br />Conversion Rates: Double and triple-digit increases.<br />Retention Rates: Double and triple-digit increases.<br />Referrals: Double and triple-digit increases.<br />Millions of dollars in incremental revenue.<br />9<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  10. 10. 6 Key Components to Success<br />1<br />Unified Sales AND Marketing<br />2<br />Target, Segment and Buyer Personas<br />3<br />Media, Messages and Offers<br />4<br />Lead Scoring and Prioritization<br />5<br />Lead Nurturing<br />6<br />Retain, Refer and Evangelists<br />10<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  11. 11. 6 Key Components to Success<br />1<br />Unified Sales AND Marketing<br />11<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  12. 12. “Overall, only 37% of respondents agreed that their sales and marketing organizations were aligned with what their customers want and need.”<br />(2008 Miller Heiman Sales Best Practices Study )<br />12<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  13. 13. “73% of superior performing organizations share the definition of a qualified lead between sales and marketing.” (Aberdeen Research)<br />“58% have periodic review of sales and marketing successes and failures.” (Aberdeen Research)<br />13<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  14. 14. Builds collaboration , communication and trust between sales and marketing.<br />Develops common goals, shared responsibilities, and stream lines processes.<br />14<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  15. 15. 6 Key Components to Success<br />2<br />Target, Segment and Buyer Personas<br />15<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  16. 16. &quot;Best In Class sales and marketing organizations are 1.7 times more likely than other organizations to use customer data to develop customer profiles.” (Aberdeen Research)<br />16<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  17. 17. Uses proven segmentation techniques that provides clearly defined target audiences, segments and ‘buyer personas’.<br />17<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  18. 18. Gathers and analyzes buyer and market insight that identifies needs, wants, expectations, perceptions, motivations, buying process.<br />This drives media selection, messages and offers.<br />18<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  19. 19. 6 Key Components to Success<br />3<br />Media, Messages and Offers<br />19<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  20. 20. “Irrelevant messages, regardless of communication channel will cause buyers to disengage and potentially discontinue the business relationship.” (CMO Council 2009)<br />20<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  21. 21. “Best In Class sales and marketing organizations outperform others in terms of customer acquisition by a factor of 43 - and by a factor of 10.5 when it comes to retention.” (Aberdeen Group)<br />21<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  22. 22. Uses market insight to select and test media, as well as messages and offers.<br />Capture, analyze modify and improve campaign performance.<br />22<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  23. 23. Utilizes marketing mix modeling to examine the outcomes of previous campaigns and quantify the most effective activities for each possible offer and the likely sales impact for each type of media for use in future campaigns.<br />23<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  24. 24. Utilizes triggers to automatically deliver targeted offers, messages and customer service treatments to customers on an individual basis at the most optimal point in time, based on predefined events.<br />24<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  25. 25. 6 Key Components to Success<br />4<br />Lead Scoring and Prioritization<br />25<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  26. 26. “Best in Class sales and marketing organizations are 80% more likely than their peers to use lead scoring and prioritization techniques or technologies.” (Aberdeen Research)<br />26<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  27. 27. “Following improvements in lead, content and proposal management, close rates could be expected to increase, on average, by approximately 5% to 20% per salesperson.” (Gartner Group)<br />27<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  28. 28. Uses data analytics to effectively score and prioritize leads.<br />Develops processes for handing highly qualified buyers with immediate needs directly to sales .<br />28<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  29. 29. 6 Key Components to Success<br />5<br />Lead Nurturing<br />29<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  30. 30. “Sales typically disqualifies 70% of leads – and 80% of those leads go on to buy within 24 months.” (Sirius Decisions)<br />“Successful nurturing campaigns can increase conversion rates by 150% to 300%.” (Sirius Decisions)<br />30<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  31. 31. Position your business as a thought leader.<br />Provides relevant, personalized content is delivered in a variety of formats that appeal to buyers.<br />31<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  32. 32. 6 Key Components to Success<br />6<br />Retain, Refer and Evangelists<br />32<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  33. 33. “…a 5% improvement in customer retention can cause an increase in profitability between 25% and 85%.” (Fred Reichheld, author of The Loyalty Effect)<br />33<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  34. 34. Engages buyers in an ongoing dialogue so retention increases.<br />Develops processes to win-back buyers exhibiting at-risk behaviors.<br />34<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  35. 35. Develops simple, effective processes that drive larger quantities of high quality referrals.<br />Builds stronger customer loyalty and create evangelists that drive profitable revenue and higher life-time value.<br />35<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />
  36. 36. Since 1982, DWS Associates has helped clients in a variety of industries increase sales by improving sales and marketing performance.<br />A solid foundation in direct marketing, database management, business intelligence and analytics drives our lead generation, lead management and nurturing, customer relationship management, offer optimization, retention and referral efforts.<br />The bottom-line is that our work consistently delivers highly profitable results. And our fee is always a small percentage of the results we produce for our clients.<br />To learn exactly how DWS Associates and SalesGen 2020 can help your organization generate profitable sales, call 651-315-7588 today.<br />About DWS Associates<br />CONTACT INFO<br />651-315-7588<br />salesgen2020@dwsassociates.com<br />www.dwsassociates.com<br />36<br />FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com<br />

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