How to revamp your sales and marketing - your revenue engine - for 2012
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An overview of a comprehensive approach to developing a smooth, reliable revenue engine - comprised of an impactful marketing engine in the front, and a sales pipeline in the back end.
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How to revamp your sales and marketing - your revenue engine - for 2012
- 1. Expertise . Quality . Results
- 3. YOUR AUDIENCE MARKETING – getting your message to your audience. That‟s it! $$$ SALES – Squeezing dollars out of that interaction. YOUR MESSAGE
- 5. “REVENUE+” PLAN › Develop a detailed, reliable revenue plan based on best practices › Drive stakeholder buy-in › Define resource allocation, timelines, success metrics › Develop an execution blueprint
- 6. AUDIENCE DEFINITION › KYC – Know Your Customer › TAP – Target Account Plan › Audience segmentation and tracking “breadcrumbs” from TAP › TAC – Target Account Contacts
- 7. HIGH-RELEVANCY CONTENT › Content that speaks to each customer‟s precise need / pain › Replace generic message with audience- specific message › Message must speak to business need, business value proposition and ROI
- 8. DIGITAL COMMUNICATION › Full-suite approach to digital marketing › Full-cycle program design, development, implementation, fol low-through, and reporting › Primary measure of success is response- rates
- 9. HUMAN-TO-HUMAN CONTACT › TeleServices for personal outreach › Program respondent follow-through › Data and List Improvement › Marketing surveys › Event recruitment › Promotions and offers
- 10. SALES QUALIFICATION › Full BANT qualification prior to hand-off as Qualified Sales Opportunities › Highly experienced and seasoned enterprise sales executives › Rapid escalation of forecastable sales revenue
- 11. THE REVENUE ENGINE „BACKBONE‟ › Develop a sales and marketing process unique to your business › Develop critical metrics for the revenue engine › Optimization via detailed and accurate analytics › Maximize your investments in your CRM / Marketing Automation systems
- 12. CONTENT DEVELOPMENT & DISTRIBUTION Content audit, strategy and development program that enables › High-impact, highly-relevant messages › Efficient and effective content distribution mechanisms
- 13. LOCATIONS NORTHBOUND In business since 1996 480 employees, all in the United States AWARDS ABOUT US Best Places to work in the Bay Area - 2009 Best Overall Company o the Year – 2008, 2009, 2011