8. Audience First, ProductSecond (we did not follow this lesson…butit was a mistake)
Resources/Lessons:
‚I believe the absolute best way to start a
business today is not by launching a product,
but by creating a system to attract and build
an audience.’
Joe Pulizzi
Founder at Content Marketing Institute, Author of Content Inc.,
Speaker & Entrepreneur
9. Gain insight of your Market/customers/Competitors
the loved research phase
Resources/Lessons:
10. Make your first draftabout your market segment/customers
Resources/Lessons:
11. Create a customer journey map (try to undestand what your customer feel!)
Resources/Lessons:
29. MOTIVATION MODEL BUSINESS MODEL
SERVICE MODEL
CAPABILITY MODEL
People
ROADMAP
GOVERNANCE
Vision Blueprinting
Roadmapping
Governance
Information
Technology
Process
Design Thinking: Empathise, Define, Ideate, Prototype, Test
MARKET MODEL
MEANS ASSESSMENT
INFLUENCERS
ASSESSMENT
MEANS ENDS
MACRO
ENVIRONMENT
INDUSTRY
SCAN
SWOT PERFORMANCE
• Financial
• Customer
• Internal (current)
• Internal (long-term)
CreatE yourbattle map
30. if you need to scale your business – you need enterprise architecture
Resources/Lessons:
33. 0
are Engaged Prospects
But Not Yet Ready to Buy
or Speak to Sales
are Marketing
Qualified and Ready
to Buy, Speak to
Sales now
are Unqualified
and Irrelevant and
can be discarded
Engaged
Marketing
Prospects vary in
terms of sales
acceleration and
hence need their
journey through
the sales funnel
customised to fit
different needs
PROSPECTS
Early Stages – Low Acceleration
Stay in Touch Campaigns – campaigns
that ‘drip’ relevant content to prospects
over time, gradually educating, informing
and building trust in CBA.
Mid Funnel – Medium
Acceleration
Lead LifecycleCampaigns – campaigns
that ensure movement and engagement
with prospects, even if they are not yet
sales-ready.
End of Funnel – High Acceleration
Campaigns that try to accelerate
prospects towards the sale by providing
relevant ‘nudges’ based on specific lead
characteristics or sales / offer updates.
NAMES
Sales
Lead Handoff:
Leads are automatically
pushed from Marketing and
distributed to Sales.
Lead Recycling:
Leads are cycled back to
the top of the funnel by
sales for further nurturing
if the lead is not yet ready
to buy.
Welcome / On-
boarding Campaigns
Retention Campaigns
NLP, Up Sell / Cross
Sell, Early Adopter
Campaigns
Lead Sources:
Lead sources can be anything from Display Ads, Retargeting,
PPC, SEO, Website, Social, Chat, Telephone, Direct Mail, Self
Generated, Referrals, Webinars, Events and Sponsorships
etc.
MARKETING LEAD
SALE / WIN
SALES LEAD
OPPORTUNITY
Customised Nurturing
Campaigns
Customer
Nurturing
Campaigns
1
2
3
4 5 6
7
8
9
11
10
12
13
14
15
16
Builda sales pipeline
34. Sharpen the Sales pitch / B2B Sales knowledgeis A must!
Don't expect the prospect to connect the dots - it's your job as a sales person to find ways to
create value for them. Sales isn't just about peddling your goods - it's about consulting them to
better achieve their goals.
Resources/Lessons:
35. If you have a sales team, create a sales playbook
Resources/Lessons:
36. Compass of Marketing tools /guys, this is a Fu… deep black hole… /
Resources/Lessons:
47. VISION
Our goal is to help overwhelmed
company owners and leaders reduce
their business stress and costs with our
open source hub of experts, in order to
acclerate growth and achieve greater
efficiency, and to prepare them to build
their business to a global scale.
CULTURE
At DoSell, we are driven by a simple
mantra: ‘Solve the business leaders’
daily problems’. Because we understand
that while you may excel in one element
of business, without the others, success
will remain elusive.
ABOUTUS
SERVICE ENGINEERING IS IN OUR DNA
STRATEGY
Our mission is to provide a seamless solution
for companies that are finding it challenging to
fit the puzzle pieces of success together,
despite having world-class products ready to
market that can change lives.
48. Judit HUSZÁR
COMMUNICATION with
design background
Péter MOLNÁR
DESIGN through
understanding - maform
Tibor ZAHORECZ
MANAGING partner
Gábor Kiglics
ENGINEERING - eCon
DoSell core execution team