How to choose your sales and marketing model. There are only 3 ways to grow your business, make sure that your sales and marketing model align with your overall strategy.

1. Choosing Your Sales & Marketing Model

2. 3 Ways to Grow Your Business
• It bears repeating that despite all the possible
permutations of how you can get there, there
are only three ways to grow your business:
1. Increase the number of customers
2. Increase the average transaction size
3. Increase the frequency of purchase

3. Align Your Model & Strategy
• In order to be successful, you must align your
marketing and sales model to meet one or
more of these three objectives.
• If you can increase all three metrics, you will
soon have a world-class operation.
• There are many possible ways to achieve a
revenue objective, some organizations are not
using the best strategy.

4. Align Your Model & Strategy
• Each method has it’s plusses and minuses, but
the best choice is not always obvious.
• Do not make decisions regarding your
marketing and sales model simply based on
what your competitors are doing, but rather
on your unique assets and weaknesses.
Read the full article here.

5. Sales & Marketing Models
• When I talk about a sales and marketing
model, I am referring to the specific methods
and processes that are used to generate
revenue.
• It can be as simple as a corner lemonade
stand or as complex as Amazon’s e-commerce
engine.

6. Sales & Marketing Models
• Major sales models include:
– Direct sales
– Telesales
– Channel sales
– Retail sales
– E-commerce sales
– As well as hybrid options

7. Answer the Tough Questions
• Before considering a new way of doing
business, it is helpful to understand your
current situation.
1. How did your current marketing and sales model
evolve?
2. What is your motivation for keeping the status
quo?

8. Answer the Tough Questions
3. Are you doing things out of habit or by deliberate
choice?
4. Is your sales force earning its keep?
5. Are your current channel partners helping or
hindering the process?
6. Are there any time bombs at your company?

9. Time Bombs
• Time bombs are those issues that, if not
addressed, could have serious consequences
downstream.
• You can also view them as the “Achilles Heel”
of your organization – where you are most
vulnerable to atrophy or attack.

10. Time Bombs
• Here are a few of the most insidious time bombs:
– Metrics that are way below standards – for example, a
high cost of customer acquisition.
– Good products, but a sales team that is stable,
comfortable, and very inefficient.
– Channel partners that are leaving you for the
competition.
– A prohibitive cost-of-goods.
– Products that are more than one generation behind
the competition.

11. Learn More
• To learn more about time bombs and other
factors to consider when choosing your sales
and marketing model, visit our website.
»Download our FREE Whitepaper
on the topic here.

12. Download Our FREE Tools!
Get started faster. Download
this free SWOT guide and
template to accelerate your
decision analysis.
Download this free Sales
Funnel Excel guide and
template to visually model
your sales funnel.

13. Center for Business Modeling
Who We Are
The Center for Business Modeling was
founded by a team of seasoned
business professionals whose
experience encompasses all aspects of
business creation, operations and
finance.
What We Do
The Center for Business Modeling
(CBM) has the tools, resources and
expertise to help your business plan,
set goals and stay healthy. Our
solutions allow you to save time while
you model your business and create
plans.