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