This document discusses key aspects of a sales excellence framework, including:
1) It outlines what customers value most in B2B relationships according to surveys, including substantiated value, total solutions, and outsourcing non-core functions.
2) It discusses the importance of solution selling and value selling approaches that focus on problem-solving and demonstrating business value from the customer's perspective.
3) It presents a competency framework for sales excellence that includes standards, recognition programs, training, and performance management to develop the necessary sales skills and behaviors.
The document outlines consultancy services offered by Cristian Cojocaru, including setting up new businesses, developing current businesses, coaching and training management/sales teams, and interim management. Services involve business planning, analysis, objective setting, and performance improvement. Training programs are tailored to needs and cover topics like sales, management, and negotiations. Cojocaru has over 15 years of experience in telecom sales and management roles.
Business Workshop | Business ManagementdiannaGreford
I can facilitate a dynamic Marketing Workshop where the participants gain the insight and confidence to master marketing and develop their own marketing action plan
6 Trusted Strategies to Accomplish Telemarketing Goals EfficientlyGo4customer
Accomplishing Telemarketing Goals Efficiently is the main task for any business organization that helps to enhance your revenues in a cost-effective manner. Businesses must avail some of the most trusted telemarketing strategies. Let’s find out what these are -:
The document outlines a strategy for improving sales, service delivery, training, store design/branding, and quality assessment at the Market Circle store in 2016. Key goals include executing an in-store promotion, developing alternative sales methods like occasional outdoor sales and customer clinics, partnering with other departments, tracking sales daily/weekly/monthly, standardizing service across stores, instituting peer reviews, developing effective feedback mechanisms, providing device and sales training to employees, improving signage and displays, and establishing standards for complaint resolution.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Creating transparency and trust in media
Date: Wednesday September 9
Time: 13:00-14:00 AEST
Presenter: David Angell
Description: The perception of media agencies as lacking in transparency, and therefore trustworthiness, has long been a challenge. The events of the last twelve months, centred around the well-publicised issues at Mediacom, have sparked huge debate on the topic of agency transparency in the Australian market and beyond. In this session we discuss ways in which trust barriers could be overcome, and what you as a marketer need to consider in order to build a better relationship with your media agency.
This document discusses key aspects of a sales excellence framework, including:
1) It outlines what customers value most in B2B relationships according to surveys, including substantiated value, total solutions, and outsourcing non-core functions.
2) It discusses the importance of solution selling and value selling approaches that focus on problem-solving and demonstrating business value from the customer's perspective.
3) It presents a competency framework for sales excellence that includes standards, recognition programs, training, and performance management to develop the necessary sales skills and behaviors.
The document outlines consultancy services offered by Cristian Cojocaru, including setting up new businesses, developing current businesses, coaching and training management/sales teams, and interim management. Services involve business planning, analysis, objective setting, and performance improvement. Training programs are tailored to needs and cover topics like sales, management, and negotiations. Cojocaru has over 15 years of experience in telecom sales and management roles.
Business Workshop | Business ManagementdiannaGreford
I can facilitate a dynamic Marketing Workshop where the participants gain the insight and confidence to master marketing and develop their own marketing action plan
6 Trusted Strategies to Accomplish Telemarketing Goals EfficientlyGo4customer
Accomplishing Telemarketing Goals Efficiently is the main task for any business organization that helps to enhance your revenues in a cost-effective manner. Businesses must avail some of the most trusted telemarketing strategies. Let’s find out what these are -:
The document outlines a strategy for improving sales, service delivery, training, store design/branding, and quality assessment at the Market Circle store in 2016. Key goals include executing an in-store promotion, developing alternative sales methods like occasional outdoor sales and customer clinics, partnering with other departments, tracking sales daily/weekly/monthly, standardizing service across stores, instituting peer reviews, developing effective feedback mechanisms, providing device and sales training to employees, improving signage and displays, and establishing standards for complaint resolution.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Creating transparency and trust in media
Date: Wednesday September 9
Time: 13:00-14:00 AEST
Presenter: David Angell
Description: The perception of media agencies as lacking in transparency, and therefore trustworthiness, has long been a challenge. The events of the last twelve months, centred around the well-publicised issues at Mediacom, have sparked huge debate on the topic of agency transparency in the Australian market and beyond. In this session we discuss ways in which trust barriers could be overcome, and what you as a marketer need to consider in order to build a better relationship with your media agency.
The document discusses K Eifer Consulting and their sales coaching services as an alternative to full-time sales management. It describes how the sales coach can help improve salesperson effectiveness through motivation, training, accountability reviews, and unlimited phone/email support. The sales coaching program is presented as a more cost-effective option than a full-time sales manager that can significantly improve salesforce performance and ultimately drive higher sales.
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Business Strategy when innovating your businessAlberto Peralta
The document discusses innovation as a business strategy and provides tactics for developing an innovation strategy with minimal risk. It recommends (1) documenting the initial plan, (2) identifying the riskiest parts, and (3) systematically testing the plan. Specific tactics discussed include defining the minimum viable product and business model through customer conversations, using a customer development process of iterative experiments and pivots, and focusing on speed of learning rather than premature optimization. The overall message is that a successful product and strategy involves minimizing risks through hypothesis-driven and customer-validated tactics.
Customer Success University launches June 30, 2014 with the first course: Customer Success Management 101.
This self-paced course, made up of 12 lessons developed by top Customer Success experts, provides you with the critical foundation for a career as a Customer Success Manager.
CSM101 is step one of three on the way to becoming a Certified Customer Success Manager.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Webinar: All About Customer Success for PMsProduct School
You will learn:
What is customer success?
Different modes of operation
Customer success Vs project management Vs customer support
How to integrate customer success in your product roadmap?
This document provides an overview and guidelines for sales and marketing in the web development and hosting industry. It outlines several key steps: pre-planning including deciding on a product, resources, and advertising budget; launching with sales and push/pull strategies; ongoing efforts like raising awareness of services, competitive pricing and benefits, and tracking customer feedback; and the roles and responsibilities of a marketing head such as understanding customers, competitors, and the market. The overall aim is to plan both short and long term goals to boost revenues through marketing and operations teams working closely together.
Nick Teetzel has over 20 years of experience in general and marketing management. He has held positions such as store manager and owner of a marketing consulting firm. Teetzel has a proven track record of increasing sales, boosting productivity, and turning around underperforming locations through marketing strategies, training programs, and promoting a team-based work culture.
www.trinityp3.com
Mark Bowling, TrinityP3 Senior Consultant based in Singapore recently addressed the World Federation of Advertisers Sourcing Forum on the current issues and trends in Marketing Management and Marketing Procurement and Sourcing.
In the presentation he discusses:
1. Scope of work setting and management
2. Agency remuneration models and trends
3. The challenges of a performance based remuneration model
4. Issues encountered during agency negotiations
5. Agency roster relationship and performance management
Nick krest - educate, evaluate and execute your business strategyNickkrest
Developing a competitive strategy in business is ultimately what separates those that merely survive from those that grow and thrive. It is what makes a business successful. Essential to operating any business, the strategy must be carefully thought out and implemented in a manner that keeps customers returning and competitors at bay.
Endeavor Management is a management consulting firm that helps clients achieve sustainable growth through their Sales Excellence practice. They take a holistic approach to sales excellence that includes leadership development, capability building, coaching, and aligning sales processes and tools. Endeavor works with clients to use data to identify targeted improvement areas and then transfers their expertise so clients can implement and maintain new high-performance sales capabilities. Their goal is to create customer-focused, consultative sales cultures and environments through collaborative work with clients.
Natisha Miller-Kling is presenting her 60-day plan to become the next sales inbound manager. Her plan includes learning about the company's products, goals, and agents in her first 30 days. In the next 30 days, she will implement metrics like sales, cancelations, and Net Promoter Score tracking. Her goals for 2014 are to increase average revenue per user, revenue, Net Promoter Scores, while decreasing cancelations. She believes focusing on education, accountability, and increasing average cart sizes can help achieve these goals.
Natisha Miller-Kling is applying to become the next sales inbound manager. Her 60 day plan includes learning about the company's products, goals, and agents in order to implement strategies to increase key metrics like average revenue per user, average cart size, net promoter score, and transfer rate. Her goals for 2014 in the new role are to increase agent and management accountability, education, and overall revenue while lowering cancellation rates.
This document outlines an introductory sales and marketing training program. The program aims to provide participants with an understanding of basic sales and marketing concepts and practices that can be applied in real world situations. It covers topics such as the skills of a salesperson, sales calls, buying behavior, presentation skills, objection handling, and customer profiling. The training sessions will incorporate lectures, exercises, case studies and discussions. The program length can be half a day, one day, or multiple days, and will be customized for each participant's needs.
Customer Success: Using a Maturity Model to Build a Strategic Customer Educat...Gainsight
Did you know? Research from the Technology Services Industry Association (TSIA) has shown that customer education programs have:
Reduced the number of support calls by a factor of three.
Increased renewal rates in one organization from 80% to 92%.
Changed product buying habits. Another study showed that for every one dollar spent on customer education, customers spent an additional twelve dollars on the product.
We know intuitively that training customers is a good thing, but too often SaaS companies under-invest in customer education. In this webinar, GainsightCustomer Success Evangelist, Lincoln Murphy and ServiceRocket Head of Training, Bill Cushard will explore the importance of customer training and what SaaS companies should be thinking about when designing training programs.
In this webinar, participants will:
Learn the four stages of the Enterprise Software Training Maturity Model
Assess the current state of their own customer education organization
Learn how to use the maturity model to build a strategic enterprise software training organization
For venues looking to market conference and events space, most would agree that a large focus for marketing is about generating sales opportunities so that the venue businesses can grow. Naturally there is an expectation of a return on investment, a direct impact on your revenue stream as a result of any venue marketing activity undertaken. But there is of course a longer-term view of what marketing delivers, sometimes less of a priority for venue marketing teams under pressure to deliver a quick return for sales.
Customer Success Management is all about pro-actively making sure your customers get value from their relationship with you. You need to do this to reduce your risk of churn and maximize your profits.
But how will you do it? How do you make sure your CSM efforts are successful? And how do you do it in a way that is cost effective?
Neha Chauhan is a visual designer and merchandiser at Prolific Design Solutions, a company that provides innovative retail displays and designs. Prolific Design Solutions aims to achieve the highest standards of excellence in visual merchandising with a focus on customer delight. The company's mission is to continually deliver the best services to clients with fairness and courtesy. Prolific Design Solutions' work includes conceptualizing and executing window displays, in-store displays, and outdoor displays to help retailers stand out competitively at cost-effective prices.
Training Program on Sales Excellence for Corporates. The training program will be conducted by Premium Sales Professionals who has more than 10+ years of experience in Sales.
Companies are debating about the value of sales people training….
As B2B SaaS sales brings a new concept of selling; where the product, its benefit, features and innovation are in the center of interest, the sales REP is the final part that must address the same values to complete the puzzle.
The mission of having individuals that are fascinated with their sales work and motivated to bring results- could only be gained with well-defined training plan combined with ongoing team & members coaching …that's how you create a winning inside sales team !
The document provides guidance on developing a marketing plan in 5 steps:
1. Position your products and services by identifying your target customers and their needs, and how your offerings are differentiated.
2. Get input from trusted advisors on your target market, customer needs, product differentiation, marketing efforts, and 1-year goals.
3. Get customer and prospect feedback to refine your understanding.
4. Draft your plan by summarizing your market position, goals, and expected accomplishments over a specific time period.
5. Track results every 6 months and update your plan regularly to respond to changing conditions.
Mkt & sales strategy ppt, ike tandohike Tandoh
This proposal outlines a business development roadmap with the goals of promoting effective sales growth. It recommends conducting a SWOT analysis and audit to identify issues. A comprehensive marketing plan is proposed using both online and offline strategies, including digital marketing, product demonstrations, and trade shows. The proposal also suggests expanding product offerings, increasing sales activities through partnerships and loyalty programs, motivating and rewarding staff, and reviewing pricing and payment plans. The summary action plan is to train sales and marketing teams, increase transactions, sell more to each customer, implement sales cycles, upsell, cross-sell, and increase sales frequency while mastering products and the industry.
The document discusses K Eifer Consulting and their sales coaching services as an alternative to full-time sales management. It describes how the sales coach can help improve salesperson effectiveness through motivation, training, accountability reviews, and unlimited phone/email support. The sales coaching program is presented as a more cost-effective option than a full-time sales manager that can significantly improve salesforce performance and ultimately drive higher sales.
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Business Strategy when innovating your businessAlberto Peralta
The document discusses innovation as a business strategy and provides tactics for developing an innovation strategy with minimal risk. It recommends (1) documenting the initial plan, (2) identifying the riskiest parts, and (3) systematically testing the plan. Specific tactics discussed include defining the minimum viable product and business model through customer conversations, using a customer development process of iterative experiments and pivots, and focusing on speed of learning rather than premature optimization. The overall message is that a successful product and strategy involves minimizing risks through hypothesis-driven and customer-validated tactics.
Customer Success University launches June 30, 2014 with the first course: Customer Success Management 101.
This self-paced course, made up of 12 lessons developed by top Customer Success experts, provides you with the critical foundation for a career as a Customer Success Manager.
CSM101 is step one of three on the way to becoming a Certified Customer Success Manager.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Webinar: All About Customer Success for PMsProduct School
You will learn:
What is customer success?
Different modes of operation
Customer success Vs project management Vs customer support
How to integrate customer success in your product roadmap?
This document provides an overview and guidelines for sales and marketing in the web development and hosting industry. It outlines several key steps: pre-planning including deciding on a product, resources, and advertising budget; launching with sales and push/pull strategies; ongoing efforts like raising awareness of services, competitive pricing and benefits, and tracking customer feedback; and the roles and responsibilities of a marketing head such as understanding customers, competitors, and the market. The overall aim is to plan both short and long term goals to boost revenues through marketing and operations teams working closely together.
Nick Teetzel has over 20 years of experience in general and marketing management. He has held positions such as store manager and owner of a marketing consulting firm. Teetzel has a proven track record of increasing sales, boosting productivity, and turning around underperforming locations through marketing strategies, training programs, and promoting a team-based work culture.
www.trinityp3.com
Mark Bowling, TrinityP3 Senior Consultant based in Singapore recently addressed the World Federation of Advertisers Sourcing Forum on the current issues and trends in Marketing Management and Marketing Procurement and Sourcing.
In the presentation he discusses:
1. Scope of work setting and management
2. Agency remuneration models and trends
3. The challenges of a performance based remuneration model
4. Issues encountered during agency negotiations
5. Agency roster relationship and performance management
Nick krest - educate, evaluate and execute your business strategyNickkrest
Developing a competitive strategy in business is ultimately what separates those that merely survive from those that grow and thrive. It is what makes a business successful. Essential to operating any business, the strategy must be carefully thought out and implemented in a manner that keeps customers returning and competitors at bay.
Endeavor Management is a management consulting firm that helps clients achieve sustainable growth through their Sales Excellence practice. They take a holistic approach to sales excellence that includes leadership development, capability building, coaching, and aligning sales processes and tools. Endeavor works with clients to use data to identify targeted improvement areas and then transfers their expertise so clients can implement and maintain new high-performance sales capabilities. Their goal is to create customer-focused, consultative sales cultures and environments through collaborative work with clients.
Natisha Miller-Kling is presenting her 60-day plan to become the next sales inbound manager. Her plan includes learning about the company's products, goals, and agents in her first 30 days. In the next 30 days, she will implement metrics like sales, cancelations, and Net Promoter Score tracking. Her goals for 2014 are to increase average revenue per user, revenue, Net Promoter Scores, while decreasing cancelations. She believes focusing on education, accountability, and increasing average cart sizes can help achieve these goals.
Natisha Miller-Kling is applying to become the next sales inbound manager. Her 60 day plan includes learning about the company's products, goals, and agents in order to implement strategies to increase key metrics like average revenue per user, average cart size, net promoter score, and transfer rate. Her goals for 2014 in the new role are to increase agent and management accountability, education, and overall revenue while lowering cancellation rates.
This document outlines an introductory sales and marketing training program. The program aims to provide participants with an understanding of basic sales and marketing concepts and practices that can be applied in real world situations. It covers topics such as the skills of a salesperson, sales calls, buying behavior, presentation skills, objection handling, and customer profiling. The training sessions will incorporate lectures, exercises, case studies and discussions. The program length can be half a day, one day, or multiple days, and will be customized for each participant's needs.
Customer Success: Using a Maturity Model to Build a Strategic Customer Educat...Gainsight
Did you know? Research from the Technology Services Industry Association (TSIA) has shown that customer education programs have:
Reduced the number of support calls by a factor of three.
Increased renewal rates in one organization from 80% to 92%.
Changed product buying habits. Another study showed that for every one dollar spent on customer education, customers spent an additional twelve dollars on the product.
We know intuitively that training customers is a good thing, but too often SaaS companies under-invest in customer education. In this webinar, GainsightCustomer Success Evangelist, Lincoln Murphy and ServiceRocket Head of Training, Bill Cushard will explore the importance of customer training and what SaaS companies should be thinking about when designing training programs.
In this webinar, participants will:
Learn the four stages of the Enterprise Software Training Maturity Model
Assess the current state of their own customer education organization
Learn how to use the maturity model to build a strategic enterprise software training organization
For venues looking to market conference and events space, most would agree that a large focus for marketing is about generating sales opportunities so that the venue businesses can grow. Naturally there is an expectation of a return on investment, a direct impact on your revenue stream as a result of any venue marketing activity undertaken. But there is of course a longer-term view of what marketing delivers, sometimes less of a priority for venue marketing teams under pressure to deliver a quick return for sales.
Customer Success Management is all about pro-actively making sure your customers get value from their relationship with you. You need to do this to reduce your risk of churn and maximize your profits.
But how will you do it? How do you make sure your CSM efforts are successful? And how do you do it in a way that is cost effective?
Neha Chauhan is a visual designer and merchandiser at Prolific Design Solutions, a company that provides innovative retail displays and designs. Prolific Design Solutions aims to achieve the highest standards of excellence in visual merchandising with a focus on customer delight. The company's mission is to continually deliver the best services to clients with fairness and courtesy. Prolific Design Solutions' work includes conceptualizing and executing window displays, in-store displays, and outdoor displays to help retailers stand out competitively at cost-effective prices.
Training Program on Sales Excellence for Corporates. The training program will be conducted by Premium Sales Professionals who has more than 10+ years of experience in Sales.
Companies are debating about the value of sales people training….
As B2B SaaS sales brings a new concept of selling; where the product, its benefit, features and innovation are in the center of interest, the sales REP is the final part that must address the same values to complete the puzzle.
The mission of having individuals that are fascinated with their sales work and motivated to bring results- could only be gained with well-defined training plan combined with ongoing team & members coaching …that's how you create a winning inside sales team !
The document provides guidance on developing a marketing plan in 5 steps:
1. Position your products and services by identifying your target customers and their needs, and how your offerings are differentiated.
2. Get input from trusted advisors on your target market, customer needs, product differentiation, marketing efforts, and 1-year goals.
3. Get customer and prospect feedback to refine your understanding.
4. Draft your plan by summarizing your market position, goals, and expected accomplishments over a specific time period.
5. Track results every 6 months and update your plan regularly to respond to changing conditions.
Mkt & sales strategy ppt, ike tandohike Tandoh
This proposal outlines a business development roadmap with the goals of promoting effective sales growth. It recommends conducting a SWOT analysis and audit to identify issues. A comprehensive marketing plan is proposed using both online and offline strategies, including digital marketing, product demonstrations, and trade shows. The proposal also suggests expanding product offerings, increasing sales activities through partnerships and loyalty programs, motivating and rewarding staff, and reviewing pricing and payment plans. The summary action plan is to train sales and marketing teams, increase transactions, sell more to each customer, implement sales cycles, upsell, cross-sell, and increase sales frequency while mastering products and the industry.
The document outlines a 3-step process for companies to improve sales performance by moving the middle performers: 1) Recognize and reward top performers to retain them, 2) Identify the behaviors and activities of top performers and apply metrics to middle performers, 3) Measure and reward middle performers based on adopting the behaviors of top performers. The goal is to gain a 90% greater sales increase by shifting the middle 60% of performers compared to a 5% shift in just the top 20%.
SaaS content marketing is one of the most powerful tools a software-as-a-service company can use to attract, educate, and convert customers. When done well, your company can base its entire marketing plan around content. Whether you’re trying to build an audience or close sales, this approach can help you achieve your goals.
Products and Services Business Coachingbrentalistair
The document describes business coaching products and services offered by Mars Venus Coaching, including one-on-one coaching, group programs, seminars, and workshops. The flagship program is one-on-one coaching available weekly or bi-weekly that can be customized. Seminars cover topics like marketing, sales conversion, increasing customer purchase frequency and transaction value, and improving profit margins. A 13-week group program called Foundations to Business Success addresses the 5 Fundamental Principles of Business Success over its sessions.
This document provides information on sales and negotiation training courses offered by Huthwaite from January to June 2017. It summarizes several 2-3 day courses teaching skills like SPIN selling, negotiation, account strategy, and pitching. The SPIN selling course in particular is described as teaching consultants how to structure conversations around customer needs through the proven SPIN model of asking situation, problem, implication, and need-payoff questions.
Fostering a high performing sales team can give your
company growth, profitability, and a better overall business
performance. Using sales incentive programmes that ensure your team consistently put in a high performance to get the best sale results is therefore crucial. So what sales incentive ideas can help you manage your sales people to become a team of high performers? We take a look...
Chinapex is a sales and marketing services provider based in Shanghai that helps companies grow their business in Greater China. It provides solutions in marketing, channels, customer experience, training, and China market entry. Chinapex's team has over 60 years of combined experience in areas like marketing strategy, digital marketing, and customer relationship management. It is owned by Worldspire Group, which operates throughout Asia. Chinapex aims to provide cost-effective solutions to help clients increase revenue, brand recognition, and optimize their sales and marketing activities in China.
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Heinz Marketing Inc
The document discusses budgeting for marketing performance and saving time and money. It provides tips for making marketing a profit center, defining outcomes, getting sales buy-in, cutting unsuccessful past items, organizing budgets by objective not function, and tying bonuses to sales performance. A potential reporting structure is outlined focusing on attracting, engaging, growing, and retaining customers. The document also discusses launching account-based marketing, defining a pipeline development framework with target markets, sales cycles, teams, messages, reach, technology, and metrics. It provides a pipeline development maturity model and emphasizes having sales and marketing work together towards the shared goals of pipeline development.
A Smarter Approach To Building And RemodelingWyatt Knight
This document outlines key components for a successful building or remodeling company. It discusses 10 components for success: marketing, design, estimating, sales, hand-off, production, retention, personnel, legal, and financial. It then provides details on services offered related to each component, including marketing automation, sales enablement, design build methods, accurate estimating systems, and sales meeting protocols. The overall message is that implementing systems and processes across these 10 components can help boost business performance.
CMO/now provides end-to-end marketing strategy and implementation services without requiring clients to hire a full-time CMO. They help with performance marketing, brand identity development, advertising, digital marketing, social media, and content marketing. CMO/now's services are tailored based on a client's stage of business evolution from startup to growth to maturity. They provide expertise in branding, advertising, retail activation, and online performance to help clients grow their business through effective marketing.
Incentives: The Secret Ingredient of a Successful Channel Enablement StrategySeth Jacobsen
When it comes to enabling your sales channels, it’s important to have partners you can count on to help you move your products effectively and efficiently.
But how do you design and implement a channel strategy that will get their buy in and enable them to succeed? It’s all a matter of asking the right questions.
While sales process implementation is not a simple task and may require more of your time now than you'd like to attribute to it, the rewards justify your investment and payback comes much sooner than you would think.
This document outlines an integrated marketing and communications model with centralized and localized elements. Key points:
- The model effectively allocates roles between centralized and localized functions, with research, insights, strategies, and creative work done centrally while allowing flexibility for local adaptation.
- It establishes business hubs in existing markets to provide coverage across regions in a scalable way through dedicated teams.
- The activation team will support PR, creative, digital and media workstreams by providing insights, feedback, and implementing client activation requirements.
- Training and management processes are described to ensure promoters are properly qualified and campaigns are effectively implemented and reported on.
Michael Fedynyshyn presented on scaling sales organizations. He defined scale as adding revenue rapidly while incrementally adding resources. To scale, companies must evaluate their market and forecast demand, ensure adequate funding, establish the right sales structure for their go-to-market strategy, invest in enabling technology, and find or outsource top talent. High performing sales teams are data-driven, optimize processes, stay on budget, hire the right people, prioritize activities, and hold representatives accountable. Formalizing sales operations, enablement, training, and coaching programs can increase sales success and productivity when scaling.
Vicki Wilson has had a successful career highlighted by turning around struggling business operations and implementing value-based selling approaches. She helped increase profits at a branch by over 425% through setting clear objectives, coaching employees, and developing leadership. As marketing director, she integrated separate event programs, reducing costs by 29% while increasing sales by 34%. Wilson has extensive training in marketing, sales, leadership, and business management from institutions like the University of Wisconsin and Northwestern University Kellogg School of Management.
1) The document discusses implementing a sales process mapping to improve sales results by defining core processes, tools/technology, and ensuring sales teams are able and willing to perform.
2) A sales process mapping provides a framework to improve effectiveness and productivity by defining roles, responsibilities, and activities for sales teams and management.
3) Setting SMART goals and following the three key steps of planning - decide, do, deliver - helps ensure successful planning and results.
Channel Checklist for Vendor Channel/Partner Managersharwelll
The document discusses various topics related to developing and managing effective channel programs, including:
1) Correct partner selection and recruitment is crucial to choose partners that have the desired skills and target the right customer markets.
2) Channel optimization involves analyzing existing partners to determine which are truly performing and which are diluting efforts.
3) Developing a channel strategy requires clarifying goals, assessing competitiveness, and establishing action plans.
Minimizing Risk in your 2015 Sales ProcessJohn Golden
Slides from the popular webinar on sales process by John Golden which covers:
- How to optimize your sales process & minimize risk in 2015
- How to make your sales process buyer-focused
- How to more effectively manage your sales process
4. The CHANNEL and WEB “Sales Assembly Line” only adds to the complexity
5. The “Sales Assembly Line” Start at the beginning… – include every touch point, or every point that could effect sales… – develop a process that boosts the customer experience…
6. The first step in the line is the development of an interesting & compelling offer.
7. A business plan for each product, service or offering including how we will be able to deliver such.
8. This step includes research into who the appropriate market might be and planning how we will reach them.
9. Planning the pricing and understanding the internal costs. Additionally, research into competitive pricing.
10. Planning on how much can be sold in comparison to how offering can be delivered. Developing a measurable quota for sales.
12. Developing a compelling value statement beginning with getting a prospects attention right on thru presentation.
13. Design and develop eye catching and compelling marketing materials and copy.
14. Develop an effective, sustainable and affordable procedure to introduce offering into the market.
15. Get the marketing ball rolling. Ensure that this effort continues as planned.
16. Develop a training process including materials for sales people. This could include a “Train the Trainer” program.
17. Non-sales people also interact with clients and prospects. This will include an abridged version of the sales training program for every employee in the company.
18. This may include an online or packaged product. This may also include a home-grown application.
19. Finding and or creating a comprehensive prospect list, and then managing this list to utmost value.
20. Creating a compelling message to attract the largest swath of prospects and clients.
21. Develop a repeatable suite of methods to contact desirable and qualified prospects. This step is designed to secure a presentation.
22. Develop a suite of presentation materials that will guide the prospect to the inescapable conclusion that they need to make a buying decision. (No; Yes, but not now or yes)
23. Develop a set of management protocols to effectively manage the sales funnel. This step is designed to triage sales to give attention where needed.
33. Our proven methods don’t involve any mystery or hoakey schemes. They are based on simple tasks that offer a measurable outcome. Our compensation is based on the results that we deliver. Results for our client
34. A relationship with Pathfinder Development will open the door to a repeatable method that can scale to massive proportions. We make things as simple as possible (but no simpler). Our focus on sales results shows you that we take a long term approach – Your sales make us money. We build a real, scalable program around your product or service. We bring the tools, materials, relationships and experience; you bring the product/service and desire to grow. Action
35. What can Pathfinder Development do for you? Ala Carte or packaged solutions You focus on your offering – let Pathfinder Development focus on your sales A complete sales solution – A suite of sales programs
36. Pathfinder Development does all of this for you. We will even hire, train and manage a team of highly skilled and extremely well equipped sales people, channel development people and telemarketing people. Performance based sales solutions