Why Sales And Marketing Don't Speak The Same Language
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presented at TrueConnection: Sales Performance Management Conference 2007 by Mike Scher, CEO of Frontline Selling
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Why Sales And Marketing Don't Speak The Same Language
- 2. Introduce Yourselves Name Company Role / Title What are you looking for from the session today? Introductions and Expectations
- 4. FRONTLINE Clients with and without target market brand or solutions awareness FRONTLINE Overview
- 5. Prospecting Theory What if . . .
- 6. Frontline Level-1 Whiteboard Step Script Step 1 “ repeatable demand creation process” (rdcp)
- 7. Frontline Level-1 Whiteboard Step Script Step 2 “ repeatable demand creation process” (rdcp) Target
- 8. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 3 “ repeatable demand creation process” (rdcp) Access Target
- 9. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 4 “ repeatable demand creation process” (rdcp) Access Execution Target
- 10. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 5 “ repeatable demand creation process” (rdcp) Access Execution visibility Target
- 11. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 6 Your sales force Your prospect T h e W al l ! Access Execution visibility “ repeatable demand creation process” (rdcp) Target
- 12. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 7 Your sales force Leads Demand creation 20%? 5%? 1% Access Execution visibility “ repeatable demand creation process” (rdcp) Your prospect T h e W al l ! Target
- 13. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 8 Your sales force Leads Demand creation outsourcers Your prospect 20%? 5%? 1% “ bombs away” Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered Access Execution visibility “ repeatable demand creation process” (rdcp) T h e W al l ! Target
- 14. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 9 Your sales force Leads Demand creation outsourcers Your prospect Frontline “ Branded Touches” Email Vmail Fax Admin Snail mail referral 1 2 3 4 5 Ramp-up 20%? 5%? 1% “ bombs away” Access Execution visibility “ repeatable demand creation process” (rdcp) “ MI” Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered T h e W al l ! Target
- 15. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 10 Your sales force Leads Demand creation outsourcers Your prospect Frontline PPM “ Branded Touches” Email Vmail Fax Admin Snail mail referral 20%? 5%? 1% “ bombs away” Vision-lock recaps Access Execution visibility “ repeatable demand creation process” (rdcp) Total visibility and metrics MI Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered 1 2 3 4 5 Ramp-up T h e W al l ! Target
- 16. Frontline Level-1 Whiteboard SCRIPT TBD Step Script Step 11 Your sales force Leads Demand creation outsourcers Your prospect The “gate keeper” Frontline PPM “ Branded Touches” Email Vmail Fax Admin Snail mail referral 20%? 5%? 1% “ bombs away” train experts 25-35%! Vision-lock recaps Access Execution visibility “ repeatable demand creation process” (rdcp) Total visibility and metrics MI Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered 1 2 3 4 5 Ramp-up T h e W al l ! Target
- 17. Frontline Level-1 Whiteboard SCRIPT TBD Step Script COMPLETE Your sales force Leads Demand creation outsourcers Your prospect The “gate keeper” Frontline PPM “ Branded Touches” Email Vmail Fax Admin Snail mail referral 20%? 5%? 1% “ bombs away” train experts Vision-lock recaps Access Execution visibility “ repeatable demand creation process” (rdcp) Total visibility and metrics MI 25-35%! Messaging Churn/burn Bad/stale lists No valid scripts Not qualified Not Well-considered 1 2 3 4 5 Ramp-up T h e W al l ! Target
- 18. RAMP-UP TOUCH POINTS RAMP-UP Overview Admin Assistant Voice-Mail E-Mail Referral Direct Conversation Fax US Mail / FedEx Effect of Aggregated Touch Points Admin Voice-Mail Referral US Mail Fax Phone E-Mail
- 19. Campaign A series of coordinated activities (Rounds) geared towards a common objective (Securing a key players Time and Attention) RAMP-UP Overview Rounds Groups of synchronized touches to a key player separated by specific time intervals
- 20. The Prospecting “Campaign” & 5 “Rounds” RAMP-UP Overview # of synchronized touches RAMP-UP ™ Bell Curve Probability of Success for an MI Rd 1 Rd 2 Rd 3 Rd 4 Rd 5 2-4 days 2-3 weeks
- 21. More Information (877) RAMP-UP1 Mike Scher (770) 777-9336 [email_address] Matthew Sullivan (303) 552-0901 [email_address]