Marketing & Sales Solutions

We help you know your market, plan your growth and grow your sales:

  • Research and validate market opportunities.
  • Define, plan and implement effective marketing tactics.
  • Improve sales organizations, processes and tools.
  • Enhance selling skills for any professional needing to influence others.

The ideal marketing process includes:

  • Assessment
  • Planning
  • Implementation
  • Monitoring and Follow Up

Know Your Market

We design and deliver custom-tailored market research to expand or validate market knowledge.

  • Opportunity definition
  • Competitive intelligence
  • Customer insight
  • Win/Loss analysis
  • Market Scope (new markets)
  • Product Scope (new products)

Planning For Growth

Working with your team, we prepare a written market plan that carefully articulates your company market goals and the strategies to achieve those goals. We define the detailed tactical plan on a “What-Who-When” basis to provide the complete roadmap to achieving market goals.

  • Conduct overall market review
  • Establish sales and market objectives
  • Define target market
  • Develop “Market Map” for company
  • Establish marketing objectives
  • Develop marketing strategies
  • Develop positioning strategy
  • Generate specific marketing tactics
  • Develop market plan budget and calendar
  • Create market plan document

Grow Your Profitable Sales

Drive Market Communication Plans

  • Online advertising
  • Traditional advertising
  • Web sites
  • Social media marketing
  • Brand creation and management
  • Search Engine Optimization
  • Packaging
  • Brochures, flyers, catalogs
  • Media production
  • New media (blogs, podcasts, RSS feeds)
  • Direct marketing
  • Video
  • Corporate identity
  • Environmental displays

Develop “Accountability” Sales System

  • Sales plan (the “Numbers”)
  • Sales system, sales force assessments
  • Structured selling process
  • Sales Handbook and “Playbook”
  • Incentive-based compensation system
  • Goal-based sales plans
  • Hire high-performing managers and sales people
  • Sales management “Process”
  • Sales force metrics
  • Sales force automation
  • Sales materials; Definition of benefits
  • Sales database/CRM
  • Create “sales cultures”

Maximize Customer Profitability

  • Determine net profit/customer
  • Implement profit improvement plan

Accelerate Sales

  • Pipeline Primer – Sales lead generation
  • Alliance Finder – Channel partner development

Train for Effective Selling

Train teams in effective selling techniques. Coach individuals to higher sales performance.

  • 1/2 day basic skills
  • Full day basic skills; apply to company
  • 2 day intensive skills with role-playing
Workshops can be custom-tailored to your unique company situation.

“Quick Hit” Mini-Workshops

1 – 2 hour “mini-workshops” that focus on key elements of selling.

  • How to “Close”
  • Using Questions to Sell
  • Sales System Elements and Checklist
  • Working With Independent Reps
  • Features vs. Benefits
  • Overcoming Objections
  • Sales Force Automation
  • Sales vs. Marketing