Date post: | 12-May-2015 |
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Business |
Upload: | macinnis-marketing |
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Sales and Marketing Workshop
Building customer sales tools
Why sales and marketing need to work together
Why sales and marketing need to be integrated
Map out what currently happens in the sales cycle for your sales team..
What sales tools do they currently use?
What is often broken between sales and marketing
What business are you in? What are the unrecognised needs of our customers? Build your customer story
Transform
Succeed
Survive
Unrecognised needs, what they never think to ask for (mind reading)
Basic needs
Recognised needs
Intimacy and empathy or quality of listening for customers
Start having a conversation about customer problems….
Pick a real example
Objective
Customer real pain points
What is our point of difference to solve their problem or challenge
What is our elevator pitch or summary
What you need to have ready before you engage
What sales Managers need to do
Role of a sales consultant How they spend their time How long it takes for a new rep to ramp up What happens in deals? What sales strategies and tools are
working? Who is doing what between sales/
marketing? Sales funnel Who does what?
Understanding the sales consultant today
Role of a sales rep is changing
Allocation of sales rep timeSet up metrics to measure and provide feedback to marketing.•Sales cycle length•Number of calls or interactions to get a sale•Lead generation stats, marketing lead, rep lead or referral•Won, no decision or lost deals
New rep ramp up
Outcomes from deals
What is working best for others…
What are we focusing on, what are our strategies?
Who does what?
Sales and Marketing Funnel
Marketing and sales working together
Next Steps
Tell the buyers story Map out the customer pain points Work together on the value proposition or
differentiation positioning Build the right sales tools to support the
sales cycle and process Work on some key metrics for each function
Differentiation
Corporatevisions.com CSO insights – Sales effectiveness survey 2008 Chip Conley – Peak – How great companies get their mojo
from Maslow Trainingindustry.com – sales readiness presentation Sirius Decisions The leaky funnel Eit Sales Support
Sources
Danielle MacInnis Marketing Consultant Mob: 0400 507 037 Email Blog Web
MacInnis Marketing