Finding Your Target Market 10242013

1,490 views

Published on

Many start-ups have great ideas but struggle when it comes time to bring the product to market and have difficulty in selecting a market to focus on. Defining your optimal target market and identifying the ideal prospect will help you streamline the effectiveness of your marketing, shorten the sales cycle and close more business.
In this program we’ll cover:

• Comparing mass marketing to target marketing
• How segmentation can improve your market position
• Practical ideas to segment and prioritize market opportunities
• Developing detailed customer profiles that will improve sales
• Learn the stages of the customer buying process
• How incorporate target marketing into your overall strategy

Stephen N. Davis, Principal and Founder of The CXO Advisory Group (http://www.cxoadvisorygroup.com/about-us/Stephen-Davis.htm), advises businesses on how to optimize and improve operations, accelerate sales and profits, and seize the most attractive growth opportunities. Steve has worked with companies in North America, Europe and Asia to assist them in establishing US market operations, strategic alliances, joint ventures, business development and sales management. He has also assisted clients with due diligence and preparation for venture financing.

0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,490
On SlideShare
0
From Embeds
0
Number of Embeds
21
Actions
Shares
0
Downloads
0
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide

Finding Your Target Market 10242013

  1. 1. Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth”
  2. 2. 2000 – 2013 ©CXO Advisory Group
  3. 3. 2000 – 2013 ©CXO Advisory Group
  4. 4. 2000 – 2013 ©CXO Advisory Group
  5. 5. “The most important strategic decision is targeting—nail this and everything else falls into place.” NorthwesternPhil Kotler, University 2000 – 2013 ©CXO Advisory Group
  6. 6. 2000 – 2013 ©CXO Advisory Group
  7. 7. 2000 – 2013 ©CXO Advisory Group
  8. 8. 2000 – 2013 ©CXO Advisory Group
  9. 9. 2000 – 2013 ©CXO Advisory Group
  10. 10. 2000 – 2013 ©CXO Advisory Group - 2013 ©CXO Advisory Group
  11. 11. 2000 – 2013 ©CXO Advisory Group
  12. 12. 2000 – 2013 ©CXO Advisory Group
  13. 13. 2000 – 2013 ©CXO Advisory Group
  14. 14. 2000 – 2013 ©CXO Advisory Group
  15. 15. 2000 – 2013 ©CXO Advisory Group
  16. 16. 2000 – 2013 ©CXO Advisory Group
  17. 17. 2000 – 2013 ©CXO Advisory Group
  18. 18. 2000 – 2013 ©CXO Advisory Group
  19. 19.  Level of Competition  Substitute Products  Power of Buyers/Suppliers  Ease of Channel Entry  Company Resources & Objectives  Customer Acquisition Costs 2000 – 2013 ©CXO Advisory Group
  20. 20. 2000 – 2013 ©CXO Advisory Group
  21. 21. 2000 – 2013 ©CXO Advisory Group
  22. 22. 2000 – 2013 ©CXO Advisory Group
  23. 23. 2000 – 2013 ©CXO Advisory Group
  24. 24. 2000 – 2013 ©CXO Advisory Group
  25. 25. 2000 – 2013 ©CXO Advisory Group
  26. 26. 2000 – 2013 ©CXO Advisory Group
  27. 27. 2000 – 2013 ©CXO Advisory Group
  28. 28. 2000 – 2013 ©CXO Advisory Group
  29. 29. 2000 – 2013 ©CXO Advisory Group
  30. 30. 2000 – 2013 ©CXO Advisory Group
  31. 31. 2000 – 2013 ©CXO Advisory Group
  32. 32. Business Consumer Lower Risk Health Status Environmental Saving Money Value Family Customization Customer Engagement Finance Convenience/Time Saver 2000 – 2013 ©CXO Advisory Group Productivity Usability Market Penetration Competitive Advantage Increased Sales
  33. 33. 2000 – 2013 ©CXO Advisory Group
  34. 34. 2000 – 2013 ©CXO Advisory Group
  35. 35. 2000 – 2013 ©CXO Advisory Group
  36. 36. 2000 – 2013 ©CXO Advisory Group
  37. 37. 2000 – 2013 ©CXO Advisory Group
  38. 38. 2000 – 2013 ©CXO Advisory Group
  39. 39. 2000 – 2013 ©CXO Advisory Group
  40. 40. 2000 – 2013 ©CXO Advisory Group
  41. 41. 2000 – 2013 ©CXO Advisory Group
  42. 42. 2000 – 2013 ©CXO Advisory Group
  43. 43. 2000 – 2013 ©CXO Advisory Group
  44. 44. 2000 – 2013 ©CXO Advisory Group
  45. 45. 2000 – 2013 ©CXO Advisory Group
  46. 46. 2000 – 2013 ©CXO Advisory Group
  47. 47. Additional Revenue Per Year Source: IDC Sales Enablement Research 2000 – 2013 ©CXO Advisory Group
  48. 48. Faster Growth Year-to-Year Basis Than Competition Source: MarketingProfs 2000 – 2013 ©CXO Advisory Group
  49. 49. Better at Closing than Non-Aligned Competition Source: MarketingProfs 2000 – 2013 ©CXO Advisory Group
  50. 50. Less Customer Churn Than Competition Source: MarketingProfs 2000 – 2013 ©CXO Advisory Group
  51. 51. 2000 – 2013 ©CXO Advisory Group
  52. 52. 2000 – 2013 ©CXO Advisory Group
  53. 53. 2000 – 2013 ©CXO Advisory Group
  54. 54. 2000 – 2013 ©CXO Advisory Group
  55. 55. 2000 – 2013 ©CXO Advisory Group
  56. 56. 2000 – 2013 ©CXO Advisory Group
  57. 57. 2000 – 2013 ©CXO Advisory Group
  58. 58. New Lead Registered Lead Buying Cycle Lead Nurturing Phone Ready Lead TeleQualify Leads Sales-Validate Lead Demo/Meet/Proposal Enter Sales Forecast Closed Deals 2000 – 2013 ©CXO Advisory Group Hand Off to Sales
  59. 59. 2000 – 2013 ©CXO Advisory Group
  60. 60. Post Mortem On Lost Business 2000 – 2013 ©CXO Advisory Group
  61. 61. 2000 – 2013 ©CXO Advisory Group
  62. 62. 2000 – 2013 ©CXO Advisory Group
  63. 63. 2000 – 2013 ©CXO Advisory Group
  64. 64. 2000 – 2013 ©CXO Advisory Group
  65. 65. 2000 – 2013 ©CXO Advisory Group
  66. 66. 2000 – 2013 ©CXO Advisory Group
  67. 67. 2000 – 2013 ©CXO Advisory Group
  68. 68. 2000 – 2013 ©CXO Advisory Group
  69. 69. Please Share It 2000 – 2013 ©CXO Advisory Group
  70. 70. Driving Profitable Growth 2000 - 2012 © CXO Advisory Group
  71. 71. We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities. 2000 – 2013 ©CXO Advisory Group
  72. 72.  CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience.  CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources.  Has proven success in business development and in building US sales and distribution channels 2000 – 2013 ©CXO Advisory Group
  73. 73. Business Strategy Services • • • • Audit business practices and organization Evaluate product and pricing strategies Evaluate effectiveness of sales channel Assess effectiveness of existing sales and marketing programs Market Entry Program • • • • • • Analyze competitive landscape Market launch strategy and plan Channel strategy and programs Establish sales channels Generate sales and manage relationships Identify and develop strategic partnerships 2000 – 2013 ©CXO Advisory Group
  74. 74. Sales Channel Management • • • • Review and revise sales channel strategies Channel partner identification, prospecting and recruitment Eliminate channel conflict Channel contract development and negotiation Interim Management Resources • • • • Interim CEO, COO, CMO, CSO Interim VP of Sales and Marketing Consultant on staff Launch team coaches 2000 – 2013 ©CXO Advisory Group
  75. 75. Venture Advisory Services • • • Fine tune operations, business strategy and market entry Assist with due diligence Strategic business assessment of portfolio companies 2000 – 2013 ©CXO Advisory Group
  76. 76. Contact Information: Interim COO/VP Sales & Marketing | Business Consultant | Sales Channel and Business Development Expert | Author & Speaker “Partnering With Clients to Drive Sustainable Profitable Growth” Phone: Email: Website: Linkedin: Twitter: (508) 528-7571 sdavis@cxoadvisorygroup.com www.cxoadvisorygroup.com www.linkedin.com/in/stephendavis twitter.com/stephendaviscxo

×