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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  • You need to increase sales – and you need to do it with the resources you have on hand.You need to increase conversion rates, customer retention rates, referrals. And, you need to increase your return on marketing investment.Salesgen 2020 can help you do it.We, at DWS Associates, developed SalesGen 2020 based upon our 3 decades of experience helping small, medium and large corporation increase sales. SalesGen 2020 is built on the industry best practices we developed and implemented for highly successful marketing and sales organizations like IBM, Microsoft, Sears, Kmart and others.SalesGen2020 implements closed loop, end-to-end marketing practices and leverages your existing resources in order to improve your marketing and sales performance.If you want to increase lead conversion rates, sales, and customer retention rates, then SalesGen2020 is for you.
  • You know that lead quality, not lead quantity drives your business – and SalesGen 2020 helps you attract and convert a larger volume of high quality leads.
  • You know that converting those leads into first-time buyers is what it’s all about – and Salesgen 2020 identifies ways to leverage your current resources and increase conversion rates.
  • SalesGen 2020 also provides you with practical ways for your business to increase retention rates, average order size, order frequency…
  • Whether your business is focused on consumers or businesses, Salesgen 2020 provides you with highly effective ways to increase life time value and build brand evangelists that help you attract new buyers…
  • And since you need to increase marketing and sales performance with the resources you have at hand, Salesgen 2020 provides you with proven ways to develop and leverage your resources for greater success.
  • The last thing you want to do is increase spending without payback. Salesgen 2020 not only quickly pays for itself by increasing revenues and profits, but it can also identify ways to streamline processes and lower expenses.
  • SalesGen 2020 takes a holistic approach and builds upon your strengths and unique competitive advantages. And with DWS Associates, you get a firm that rolls up its sleeves, works by your side and makes certain that recommendations are practical, relevant and effective.
  • So what type of results have other companies produced with these techniques? Double – and sometimes triple digit increases to conversion rates. Retention rates. Referrals. In addition to consistently beating projected goals and objectives, SalesGEN 2020 has generated millions of dollars in incremental revenue – producing a much higher, more profitable return on your marketing investment.
  • So what is SalesGen 2020?  SalesGen 2020 is a proven process built on best practices from leading marketing and sales organizations that allows us to identify opportunities for increasing your sales by leveraging your current resources.   This process has 6 key components – 6 areas where we focus our attention and expertise in order to improve yours sales and marketing performance.Let’s dive into each of them just a little bit so you can see exactly how you can benefit from this program.
  • Your success is driven by sales and marketing – and Salesgen 2020 brings these teams together in ways that quickly improves performance.
  • Salesgen2020 brings your sales and marketing team together – focused on ways to attract highly qualified buyers, increase conversion and retention rates. No more ‘us versus them’ mentality because Salesgen 2020 opens communication by involving sales and marketing in developing, evaluating and improving lead generation, nurturing and retention programs.
  • When your marketing and sales team is focused on attracting and converting ‘qualified leads’, by improving marketing and sales performance, your organization enjoys greater overall success. Salesgen 2020 provides you with the process and framework necessary to build and maintain this team work for immediate and long-term success.
  • For example, in a recent assignment, our work uncovered that the organization had no clear definition for what a ‘qualified sales ready lead’ really was. This was causing conflict between sales and marketing because both teams were chasing different goals.We brought the teams together, helped build a clear definition for a ‘sales ready lead’ and ‘qualified lead’, and watched conversion rates increase by more than 50%.Additionally, the lead management and nurturing process were streamlined which shorten the sales cycle by more than 20% and eliminated more than $150,000 in unnecessary sales and marketing expenses.Bottom line – fewer resources were needed, goals were exceeded and the company generated more than $1 million in incremental revenue.
  • Your success comes from a clear, deep understanding of your target market and the segments within that market. This knowledge and insight improves your ability to reach the right buyer with the right offer through the right channel – and the lowers your costs while helping increase your conversion rates.
  • To identify segments within your target market, Salesgen 2020 uses recency-frequency-monetary or RFM analysis and other modeling techniques to identify your ‘best customers’. Then demographics and psychographics are used to better understand your consumer segments, while firmographics(like employee size, revenue size, industry, number of locations and location of headquarters) are used for your business segments.
  • Next, Salesgen 2020 talks with the people within those segments – through a variety of methods including in-depth interviews, and surveys – so you better understand specific needs, wants, perceptions, motivations, buying processes…we use this information to build buyer personas. These personas help sales quickly identify the buyer and use the most effective messages. For example, some buyers might be motivated by saving money while others are motivated by status. Personas help your sales team quickly identify the motivation and focus on the most appropriate features, benefits and offers.Personas also help marketing – specifically by constantly reminding them to test new media, messages and offers for each segment within the larger audience.
  • With this insight, you are able to pinpoint the most effective media and create more compelling messages and offers. The end result – you attract more ‘highly qualified buyers’ through your lead generation activities.
  • Your ability to close more sales is driven by your ability to get the right message and offer to the right person at the right time through the most effective media – and Salesgen 2020 provides you with a simple process for developing, testing, analyzing and constantly improving.
  • Your customers are bombarded with communications through an ever increasing selection of media. You need to cut through the clutter, catch their attention with the most relevant messages and offers possible – or you risk losing them.
  • The right offer to the right person is key – and best in class marketing and sales organizations significantly outperform other organizations in conversion and retention because they gather and analyze the right data in order to strengthen their offers – to make them more relevant and motivating.
  • Salesgen 2020 provides you with a highly effective and proven process for developing, testing, analyzing and improving the performance of your media, messages and offers.
  • Our team works with you on analyzing campaign performance to constantly improve media selection, messages and offers.
  • These insights drive a process that continues to develop a stronger relationship with buyers so that you can motivate more first time buyers to become repeat buyers, and motivate repeat buyers to purchase a broader selection of your products and services.The goal is to lengthen the life of your relationship with the buyer AND increase the frequency and volume of purchases over that life time.
  • All sales leads are not created equal. The SalesGen2020 program enables you to quickly and accurately identify qualified prospects with an immediate need for your product or service. It focuses your sales resources on the highest priority leads and increases their ability to close more sales.
  • Salesgen 2020 creates a highly effective process for quickly, accurately scoring and prioritizing your leads –
  • Gartner Group Research found that “following improvements in lead, content and proposal management, close rates could be expected to increase, on average, by approximately 5% to 20% per salesperson.”Imagine the impact on your bottom line – and imagine the impact on morale, employee retention and other critical factors that impact your business!
  • Salesgen 2020 has helped clients increase conversion rates by 150% to 300%, shorten sales cycles by 50% or more.
  • Your lead generation efforts are already attracting qualified buyers that have plans to buy in the future. You invested a lot to acquire these leads. Yet many of them end up buying from your competition. You know that your current processes are letting highly qualified buyers with plans to buy in the future slip away – and you can’t afford to let that happen.
  • How does the performance of your lead nurturing program compare with others? Salesgen 2020 builds lead nurturing programs that engage the buyer, develop a strong relationship with the buyer, and position your business as the best solution for the buyer’s needs.
  • Your program is carefully designed around the potential buyer’s wants, needs, expectations, perceptions and buying process. Messages and offers are selected based on these factors, and then scheduled through the most appropriate channels on a regular basis as well as in response to specific actions taken by the prospect – ensuring you are delivering the right message to the right prospect at the right time through the right media.
  • Your long-term success comes from increasing retention rates, referrals and producing brand evangelists that help you attract new, profitable customers.
  • Salesgen 2020 puts a program in place that provides constant feedback from customers that helps you improve current offerings and identify opportunities to develop new products and services.
  • Salesgen 2020 analyzes all customer interactions and identifies opportunities to improve customer communications, products, and services. And, most important, it enables you to identify, respond to, and correct customer problems quickly.
  • There is an old marketing saying – from the days before social media – that said ‘one happy customer will tell another person about their positive experience; one unhappy customer will 10 and that 10 will tell another 10….’Today, a blog post or a Tweet can tell millions of potential buyers about your business in a matter of seconds. SalesGen 2020 increases the number of happy, satisfied customers which builds stronger loyalty, higher retention and more vocal brand evangelists. And those happy, satisfied, loyal evangelists will be your best advocates in today’s world of social media – helping potential buyers learn about your business and motivating them to give your business a try…
  • That brings us to the end of our presentation – and again, I want to thank you for making the time to learn more about SalesGen2020.DWS Associates has been helping organizations improve sales and marketing performance more than 25 years and we welcome the opportunity to speak with you about your current needs, opportunities and challenges. Small, medium and large corporations turn to us because of our hands on, holistic approach – and the fact that we consistently help them produce highly profitable results.Call today (651-315-7588) to get your FREE SaleGen2020 evaluation and recommendations on how to improve your marketing and sales performance.
  • 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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