2. Maybe it’s your message!
If it isn’t clear and compelling it gets lost in the noise!
Do you keep hitting
walls in your business
growth efforts?
3. There is a process for sustainable growth!
• 7 Steps to sustainable Growth
• Vision
• Value Proposition
• Strategy
• Corporate
• Operational
• Marketing
• Sales
4. It starts with your vision
What business are you in?
Why are you in that
business?
Where do you want to be in
five years?
Organizationally
Personally?
Without a clear vision,
you’re depending on luck!
5. What can keep you from achieving your vision?
• S.W.O.T.
• Internal
• Strengths – what can you build on?
• Weaknesses – what do you need to improve?
• External
• Opportunities – where are your best opportunities?
• New products or services in existing market?
• New markets?
• What is the best fit for your strengths?
• Threats – Who is your competition?
• What do they do better than you?
• Where are their weaknesses?
6. Why should anyone buy from you?
• What is your Value Proposition?
• With all the goods and services available to your customers in
your market, why should they buy from you?
• If you can’t answer this question in a compelling manner, your
customer will!
• They’ll decide you’re the same as everyone else.
• If you’re the same as everyone else, why pay more? They’ll decide
on price.
• What can you do better than anyone else? (See strengths in the
S.W.O.T analysis).
• What innovation can you bring to your market that no one else
has thought of? (See opportunities)
8. Operations strategy
• Address your S.W.O.T. weaknesses
• Build on your strengths
• Document priorities and investments
• Financial
• People
• Technology
• Be able to execute your value proposition 100% of the
time
Strategy
9. Business Development Strategy
• What markets are we in, Or just importantly, not in!
• What are we selling
• Who is our ideal buyer?
• What specific problem or need can we fill?
• Resources needed?
• Sales forecast, you need a visual goal for all to see.
• Define your message!
Strategy
10. Marketing Strategy
• Who is your ideal buyer?
• How do you communicate your compelling message to
reach him / her?
• Resources needed?
• How can you get heard above all the noise?
• Two clear choices.
Strategy
11. Traditional marketing
Interruption driven
Cold calls
Email blasts
Trade shows
Brochures and direct mail
Inbound marketing
Permission based
Blogs
Social Media
White Papers
eBooks
Website SEO
Marketing Strategy is all about lead generation!
12. Marketing Needs to Adapt
Outbound Marketing
• Low response rate (1-
5%)
• Expensive / Wasteful
• Becoming more
difficult
• “Interruption” based
Inbound Marketing
• High response rate (20-
50%)
• Low cost / High ROI
• Wide open playing field
• “Permission” based
13. Sales becomes more productive
• Follows up on qualified leads
• Less time cold calling and more time meeting with
qualified prospects
• Sales tools – demo’s
• Consistent message to the prospect
• Sell value not price!
Sales Strategy
