1. Aligning to the CorporateVision
February 2015
Truman Morgan Group

2. ©Truman Morgan Group. Reproduction or distribution prohibited without the express written consent of Truman Morgan Group.
Extensive experience with midsize companies has led us to conclude that Sales activities of organizations are
not ideally utilized and organized to target the optimal customers at the ideal time in the BuyingCycle
The evolving business world has created a new selling environment which requires companies to evaluate their
customers, the way that internal business components function together, and how this aligns to the corporate vision.
2
Understanding the Challenge
Are your SalesActivities Measured and Aligned to the CorporateVision?
Symptoms of the Challenge
• Activities are Reactive instead of
Proactive
• Management is not informed of
activities or does not specifically target
and segment customers
• Sales are occurring in a Commodity
environment
• Sales activities are moreTactical than
Strategic
• Buying is episodic with limited
forecasting ability
• Limited circle of influence at the
Customer70% of the Decision is made by the
timeTraditionalSales Engages
Truman Morgan Group
Buying Journey of
Customers
Who can help and
sell to us?
What is our problem
or need?
How can we solve it or what
are our product options?
Moving Early in the Buying
Journey of Customers is the
key to long-term success

3. ©Truman Morgan Group. Reproduction or distribution prohibited without the express written consent of Truman Morgan Group.
Engaging Accounts efficiently and successfully requires the integration and cooperation of Marketing, Sales, and
Management capabilities. Understanding who owns tasks and how they interrelate are crucial to the Integration Model.
3
Constructing a Solution
Integrating the Sales & MarketingCapabilities… ..and implementing the Sales-Periscope Model…
..to move across the SuccessContinuum from a
price driven vendor to a high margin partner.
• Early in Sales Cycle
• High Margin
• Long-Term Relationship created
• Effective use of Sales Resources
• Late in Sales Cycle
• Low Margin
• Episodic Buying
• Sales Resources Wasted
PRICE VENDOR HIGH MARGIN PARTNER
Sales Marketing Developing a
Corporate Vision and
Customer Targeting
Integrating the Sales &
Marketing Activity
Increased Sales and
Accurate Forecasting
Target Content
produced by Marketing
for Customers that fit
the Corporate vision
Sales Activities that are
transparent,
measurable, and
aligned to the Vision
Truman Morgan Group