5 Pillars of B2B Marketing & Sales Success

1,479 views

Published on

B2B marketing and sales are sophisticated and complex. This presentation will help you get through this complexity,

Published in: Sales
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,479
On SlideShare
0
From Embeds
0
Number of Embeds
42
Actions
Shares
0
Downloads
26
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

5 Pillars of B2B Marketing & Sales Success

  1. 1. B U Y I N G RESEARCH – ANALYTICS - PROCESS F O U N D A T I O N M A R K E T I N G S E L L I N G S A M 5 Pillars for B2B Marketing & Sales Success
  2. 2. THE 5 PILLARS FOR B2B MARKETING & SALES SUCCESS 1. The Foundation 2. The Process 3. Marketing Elements 4. Selling Elements 5. Strategic Account Management (SAM)
  3. 3. PILLAR #1 THE FOUNDATION
  4. 4. FOUNDATION OF B2B SUCCESS 1.Know Ideal Client Company 2.Know Ideal Client Personas 3.Know Client Goals 4.Know Client Issues 5.Know Your Value Proposition 6.Know Your Differentiators 7.Know Your Competition
  5. 5. PILLAR #2 THE PROCESS
  6. 6. B2B Business Coach THE B2B BUYING PROCESS 1. Factors Affecting The Buy 2. Five Buying Stages 3. Social Proof 4. Why B2B Buys 5. Five Influencers
  7. 7. B2B Business Coach PILLAR #3 B2B Marketing Elements
  8. 8. •Marketing Plan •Website •Content - Blog – Insights, Teaching, Debates, etc. •Video, Audio, Articles, eBooks, etc. •LinkedIn; YouTube; Twitter; Google+ •Email •Speaking •Webinars; Seminars; Teleseminars •Ads – PPC •PR BEST B2B MARKETING ELEMENTS
  9. 9. PILLAR #4 B2B SELLING ELEMENTS
  10. 10. B2B Business Coach • Sales Playbook • Qualifying – GAIM Plan + BANT • Demos • Proposals – RFP’s • Objections • How To Close • Relationship - Knowledge • Importance of KAM’s SELLING ELEMENTS
  11. 11. B2B Business Coach PILLAR #5 STRATEGIC ACCOUNT MANAGEMENT
  12. 12. • Knowledge Requirements • Industry & Client research • Opportunities • Client Management Framework • Outputs • Issues Resolution • Relationship Management • CRM STRATEGIC ACCOUNT MANAGEMENT
  13. 13. Breadth of business issues Depthofbusinessrelationship Vendor Preferred Supplier Solution Provider Trusted Partner Source: Adapted from The Trusted Advisor Tactical Strategic Strategic Business Advisor RELATIONSHIP COMMITMENT
  14. 14. • RESEARCH • ANALYTICS • PROCESSES OTHER ELEMENTS
  15. 15. ian@maximizebusinessmarketing.com CONTACT

×