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 Sales
Marketing Tactics Support
Traditional and online ads Web sites New development and distribution Brand creation and management
Brochures and flyers Media production New media (blogs, podcasts, RSS feeds) Direct mail
Development of "Accountability" Sales System
Sales plan (the "Numbers") Sales system, sales force assessments Structured selling process Sales Handbook and "Playbook" Sales compensation system
Sales management "Process" Sales force metrics Sales force automation Sales materials; Definition of benefits Sales database
Sales Acceleration
Pipeline Primer
Alliance Finder
Sales Training
Workshops can be custom-tailored to your unique company situation.
1/2 day basic skills Full day basic skills; apply to company
2 day intensive skills with role-playing
Sales "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
Opportunity definition 