Technology dealers today face significant challenges in maintaining excellent sales and marketing execution results. With declining revenues and our industry racing toward a services model, many of the traditional sales practices simply aren’t working. Working through a 12 month engagement, we help you create an appropriate execution plan that aligns action and results with your key business objectives and market strategy.
1. Key Business Objectives
Identifying what business owners want from their business, (long term) is very important toward defining the future strategies they should implement. By defining key business objectives we are able to assure that their day to day execution delivers toward those objectives.
2. Market Strategy
Trying to define what you should or shouldn’t sell is difficult and must be thought through carefully. Assuming that your research and key business objectives are set, your go-to-market strategy is the process of successfully taking your offerings to your market to achieve certain objectives usually surrounding revenue, profit or market-share.
Your marketing execution plan breathes life into your business and creates a clear concise path for every step your company takes. The best marketing teams will track real-time results from your plan and will require accurate feedback and intel. Success doesn’t happen by accident, it takes solid expertise and process to drive forward.
As managed service deliverables continue to infiltrate our industry, creating the right sales team model is imperative to your overall success. The sales team of the future must understand business completely and share top values with the C-Level.
Often we find that sales training starts at the principal and sales leader level. Change must be a top-down initiative and the sales organization must be able to deliver a high value business presentation to a C-Level target.
So now what? We have our objectives, our strategy and marketing is set, we’ve validated the sales team, prepared campaigns and defined the required activity! Let’s get started! Driving a 3 phase new business Blitz we initiate an internal sales prospecting process, a C-Level appointment setting program and phase 1 marketing campaigns.
Everyone has a formula for success and most sales teams driving excellence have an understanding of their activity to sales results ratios. If an effective processes and play then it’s easier to measure those ratios. We want to measure everything and analyze the results to assure that we’re successful and headed in the right direction.
It’s always been a best practice when analyzing your efforts to review and adjust for better results. Lets face it, we all miss the mark occasionally and if we don’t adjust for better performance and results then you might as well do nothing at all!