PETER_STROHKORB_CONSULTING 7 Mistakes 2016

@pstrohkorb
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
7 Common Mistakes in
Sales / Marketing Alignment & Collaboration
by Peter Strohkorb, CEO, Speaker, Author, Coach

@pstrohkorb
• >15 years in senior B2B Sales and Marketing roles
• CEO , offices in Sydney and in Atlanta, USA
• Business Coach & Executive Mentor
• Creator of the OneTEAM Method for closer Collaboration, Sales+Marketing
• International Business Speaker
• Executive MBA Guest Lecturer at the Sydney Business School
• Board Director x 2 NFP Industry Bodies
• Family, soccer, tennis, cooking, fine wine, entertaining
Peter
STROHKORB

@pstrohkorb
3
Named Global Top 5
Collaboration Expert
By Selling Power Magazine (USA)

@pstrohkorb
4
Collaboration solves
problems.
Lack of collaboration
creates problems.

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5
Sales blames Marketing
Marketing blames Sales

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Excessive cost
on the business
Unattractive
work
environment
Loss of revenue

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A Quick Poll…
7
“Our Sales and Marketing Teams
are working seamlessly together.”
Please type in your answer:
A: Yes, we do great
B: Could be better
C: Not much at all

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Collaboration and
360o Customer Focus:
Everybody wins !
8
Smarketing®

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The Benefits of Smarketing®
9
More Sales, Profit
Better CX
Higher Calibre Talent
Higher Productivity
Less Waste
Technology ROI

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What’s In It For You ?
Future proof your
business,
with minimal disruption,
and utilising your
existing people and
technology resources.

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So, what stands in
the way of getting
Sales and Marketing
teams to support
each other ?
The 7 Common Mistakes in
Sales+Marketing Collaboration

@pstrohkorb
Mistake #1
12
Doing Nothing
Tip: Take the initiative, become the solution.

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Deploying popular shortcuts,
such as:
• More sales training
• More sales reps
• More sales leads
Mistake #2
Going forQuick Fixes
Tip: Fix the cause, not the symptom.

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No Intermediator
Mistake #3
Tip: Be smart, get a referee.

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Neglecting
the Human
Element
Tip: Let People come first.
Mistake #4

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Relying on
Technology
Mistake #5
Tip: Technology is just Technology.

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No Executive Support
Mistake #6
Tip: Get the boss involved.

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Expecting
Immediate Results
Tip: Hasten wisely.
Mistake #6

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19
Smarketing® Delivers Higher Performance

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*Managing
Top-Line
Computer
Applications";
Stephen P.
Hindman &
John J. Sviokla;
Harvard
Business School
Publication #
9-192-098, rev
7/9/92
20
What Difference can 5% make ?

@pstrohkorb
P&L Performance Impact
Base
Case P&L
Increase
Sales
Volume by
5%
Raise
Price
by 5%
Sales Revenue $100.00 $105.00 $105.00
Cost of Goods Sold (COGS) $60.00 $63.00 $60.00
Gross Profit $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00
General Admin Costs $11.00 $11.00 $11.00
Direct Selling Expenses $6.00 $6.00 $6.00
Profit Before Tax (PBT) in $ $10.00 $12.00 $15.00
Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $2.00 $5.00
Profit Before Tax (PBT) Increase from Base Case in % 0.0% 20.0% 50.0%
21

@pstrohkorb
P&L Performance Impact
Base
Case P&L
Increase
Sales
Volume by
5%
Raise
Price
by 5%
Sales Revenue $100.00 $105.00 $105.00
Cost of Goods Sold (COGS) $60.00 $63.00 $60.00
Gross Profit $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00
General Admin Costs $11.00 $11.00 $11.00
Direct Selling Expenses $6.00 $6.00 $6.00
Profit Before Tax (PBT) in $ $10.00 $12.00 $15.00
Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $2.00 $5.00
Profit Before Tax (PBT) Increase from Base Case in % 0.0% 20.0% 50.0%

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The Benefits of Smarketing®
23
More Sales, Profit
Better CX
Higher Productivity
Less Waste
Technology ROI

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“Peter‘s method was a game changer
for us.”
1. Assessment
2. Consulting
3. Change Management
SME Example

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25
“Our best quarter yet.”
1. Assessment
2. Workshop
3. Coaching
Mid-sized Business Example

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26
A Freight Forwarder
26
Improve
Cross- and Up-selling
Higher Sales, Profit
Better CX
= More
Repeat
Business
Happy & Loyal Staff
Better Collaboration =
Higher Productivity/Less Waste
Higher
Technology ROI
1. Assessment
2. Consulting

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27
A $1B Australian Utility Company
27
More Sales, Profit
Better CX
Higher Productivity/Less Waste
Technology ROI
1. Assessment
2. Consulting

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Smarketing® Check List

@pstrohkorb
Questions

@pstrohkorb
Thank You
30
+61 411 865 301
admin@peterstrohkorbconsulting.com
www.peterstrohkorbconsulting.com

PETER_STROHKORB_CONSULTING 7 Mistakes 2016

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