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Marketing & Sales sometimes behave like rivaling siblings. In order to ensure a successful Marketing Program execution, Sales teams must be properly supported.
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Marketing & Sales…happily ever after
Presented by:
Debra Pearlman, CEO
DP Sales Pro877-DP-Pro-11
845-649-2727
www.DPSalesPro.com
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Marketing:
Marketing the American heritage® dictionary.
(Noun).
1. The act or process of buying and selling in a market.
2. The commercial functions involved in transferring goods from producer to consumer.
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Sales:
Sales the American heritage® dictionary.
1. The exchange of goods or services for an amount of money.
2. An instance of selling.
3. An opportunity for selling or being sold; demand.
Marketing Professionals Focus On:
1. Branding
2. Promotion
3. Lead Generation
4. Customer Loyalty
5. THE NUMBERS!
Sales Professionals Focus On:
1. Prospecting
2. Qualifying
3. Negotiating
4. Customer Loyalty
5. THE NUMBERS!
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Professional Salesperson Profile
Analyzer - Friend - Closer
Marketing must know how their sales people sell to ensure successful execution…
The Sales Personas…
www.dpsalespro.comDP Sales Pro – 845-649-2727
Analyzer:
Uses reasoning (and a pencil)
Succeeds by drawing on his/her own experience & knowledge (uses product knowledge to draw conclusions)
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
What an Analyzer needs:
Useful, factual information – i.e. case studies; spec sheets; reference lists; etc. Proof.
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
What an Analyzer needs:
Proof of product and/or service best features – gathered through market research; industry or consumer test reports.
Testimonials
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
What an Analyzer needs:
Timely and accurate responses to their customer’s questions.
www.dpsalespro.comDP Sales Pro – 845-649-2727
Friend:
Relationship builder – outgoing, friendly.
May be light on substance and product knowledge – but customers will buy from them anyway! (They are so darn likeable and cute.)
www.dpsalespro.comDP Sales Pro – DP-Pro-11
What a Friend needs:
Clear, simple and detailed materials that explain your product or service – i.e. printed computer presentation, flip charts, etc.
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
What a Friend needs:
Should be paired with an Analyzer when making presentations (they compliment each other).
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
What a Friend needs:
A big expense account (pre-approved) for entertaining clients.
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
The Closer:
Independent Decision maker Competitive Abrasive Driven and self-motivated Success oriented
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
What a Closer needs:
Money Set targets for stretch with big payoffs Appreciation for his drive Sales contests and other motivators Opportunities to win
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Sales: Perception of Marketing
“Marketing is pushing too hard for this product/feature. It’s not what the customers want.”
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Sales: Perception of Marketing
“They advertised a product/sale and didn’t tell us about it.”
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Sales: Perception of Marketing
“They keep giving us more work just so they can boost their own numbers.”
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Sales: Perception of Marketing
“They have no idea what it’s like to do this job.”
www.dpsalespro.comDP Sales Pro – DP-Pro-11
Marketing: Perception of Sales
“Salespeople are pushy and aggressive. Really more like cavemen.”
www.dpsalespro.comDP Sales Pro – DP-Pro-11
Marketing: Perception of Sales
“The sales team doesn’t understand that this is a great product that will help their customers.”
www.dpsalespro.comDP Sales Pro – DP-Pro-11
Marketing: Perception of Sales
“So what, they got another list… At least they have leads now.”
www.dpsalespro.comDP Sales Pro – DP-Pro-11
Marketing: Perception of Sales
“Stop whining, what is the big deal?”
www.dpsalespro.comDP Sales Pro – 845-649-2727877-DP-Pro-11
The Key:
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Organizations need both functions, not just co-existing, but working side-by-side in a team effort….
The Reality:
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Marketing opens the door and turns the cold call warm.
Sales walks through that door to close the deal.
The Reality:
www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11
Thank You!
For More Info, contact us at [email protected]