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Finding your target market

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Finding your target market

Many start-ups have great ideas but struggle when it comes time to bring the product to market and have difficulty in selecting a market to focus on. Defining your optimal target market and identifying the ideal prospect will help you streamline the effectiveness of your marketing, shorten the sales cycle and close more business.
In this program we’ll cover:

• Comparing mass marketing to target marketing
• How segmentation can improve your market position
• Practical ideas to segment and prioritize market opportunities
• Developing detailed customer profiles that will improve sales
• Learn the stages of the customer buying process
• How incorporate target marketing into your overall strategy

Stephen N. Davis, Principal and Founder of The CXO Advisory Group (http://www.cxoadvisorygroup.com/about-us/Stephen-Davis.htm), advises businesses on how to optimize and improve operations, accelerate sales and profits, and seize the most attractive growth opportunities. Steve has worked with companies in North America, Europe and Asia to assist them in establishing US market operations, strategic alliances, joint ventures, business development and sales management. He has also assisted clients with due diligence and preparation for venture financing.

Many start-ups have great ideas but struggle when it comes time to bring the product to market and have difficulty in selecting a market to focus on. Defining your optimal target market and identifying the ideal prospect will help you streamline the effectiveness of your marketing, shorten the sales cycle and close more business.
In this program we’ll cover:

• Comparing mass marketing to target marketing
• How segmentation can improve your market position
• Practical ideas to segment and prioritize market opportunities
• Developing detailed customer profiles that will improve sales
• Learn the stages of the customer buying process
• How incorporate target marketing into your overall strategy

Stephen N. Davis, Principal and Founder of The CXO Advisory Group (http://www.cxoadvisorygroup.com/about-us/Stephen-Davis.htm), advises businesses on how to optimize and improve operations, accelerate sales and profits, and seize the most attractive growth opportunities. Steve has worked with companies in North America, Europe and Asia to assist them in establishing US market operations, strategic alliances, joint ventures, business development and sales management. He has also assisted clients with due diligence and preparation for venture financing.

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Finding your target market

  1. Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth” FINDING YOUR TARGET MARKET
  2. 2000 – 2013 ©CXO Advisory Group Start-ups Fail “Business Models that Don’t Work”
  3. 2000 – 2013 ©CXO Advisory Group “From a Lack of Customers” Start-ups Fail
  4. 2000 – 2013 ©CXO Advisory Group If You Get on the WRONG Train Every Stop is WRONG
  5. 2000 – 2013 ©CXO Advisory Group “The most important strategic decision is targeting—nail this and everything else falls into place.” Phil Kotler, Northwestern University
  6. 2000 – 2013 ©CXO Advisory Group Start-ups Wait Too Late to Find Customers
  7. 2000 – 2013 ©CXO Advisory Group You are NOT The Customer
  8. 2000 – 2013 ©CXO Advisory Group Don’t Confuse the Buyer With the User
  9. 2000 – 2013 ©CXO Advisory Group Don’t Confuse the Buyer With the Sales Channel
  10. 2000 – 2013 ©CXO Advisory Group That is Why Start-ups Fail 2000 - 2013 ©CXO Advisory Group At Finding Their Market
  11. 2000 – 2013 ©CXO Advisory Group Focus on Customers & Markets From Day 1
  12. 2000 – 2013 ©CXO Advisory Group Get Out and Talk to Potential Customers
  13. 2000 – 2013 ©CXO Advisory Group Who Should You Sell To?
  14. 2000 – 2013 ©CXO Advisory Group Don’t Focus on ALL Potential Buyers
  15. 2000 – 2013 ©CXO Advisory Group Evaluating Segment Attractiveness
  16. 2000 – 2013 ©CXO Advisory Group Segment Size & Growth
  17. 2000 – 2013 ©CXO Advisory Group Structural Attractiveness  Level of Competition  Substitute Products  Power of Buyers/Suppliers  Ease of Channel Entry  Company Resources & Objectives  Customer Acquisition Costs
  18. 2000 – 2013 ©CXO Advisory Group
  19. 2000 – 2013 ©CXO Advisory Group Map the Buyer’s Profile
  20. 2000 – 2013 ©CXO Advisory Group What’s The Buyer’s Journey?
  21. 2000 – 2013 ©CXO Advisory Group What is the Buyer’s PAIN?
  22. 2000 – 2013 ©CXO Advisory Group What Do They Care About? Value Consumer Business Health Status Environmental Family Finance Convenience/Time Saver Usability Lower Risk Saving Money Productivity Customization Customer Engagement Market Penetration Competitive Advantage Increased Sales
  23. 2000 – 2013 ©CXO Advisory Group How Much Do They Value Various Features?
  24. 2000 – 2013 ©CXO Advisory Group How Do They Value Your Competitive Differentiation?
  25. 2000 – 2013 ©CXO Advisory Group Where Do You Find Them?
  26. 2000 – 2013 ©CXO Advisory Group Who or What Influences Them?
  27. 2000 – 2013 ©CXO Advisory Group How Do They Want to Engage and Buy?
  28. 2000 – 2013 ©CXO Advisory Group Who is Involved in the Purchase Decision?
  29. 2000 – 2013 ©CXO Advisory Group Buyer’s Cycle is the Key
  30. 2000 – 2013 ©CXO Advisory Group Align Marketing & Sales
  31. 2000 – 2013 ©CXO Advisory Group
  32. 2000 – 2013 ©CXO Advisory Group “Your Marketing Leads S*CK!!!” Sales Says
  33. 2000 – 2013 ©CXO Advisory Group “We Send Qualified Leads To Sales & They Fall into a Black Hole” Marketing Says
  34. 2000 – 2013 ©CXO Advisory Group = $57,000 Source: IDC Sales Enablement Research Additional Revenue Per Year 10 More Min/Week
  35. 2000 – 2013 ©CXO Advisory Group Source: MarketingProfs 5.4% Faster Growth Year-to-Year Basis Than Competition Better Aligned
  36. 2000 – 2013 ©CXO Advisory Group Source: MarketingProfs 38% Better at Closing than Non-Aligned Competition Close More Business
  37. 2000 – 2013 ©CXO Advisory Group Source: MarketingProfs 36% Less Customer Churn Than Competition Less Customer Churn
  38. 2000 – 2013 ©CXO Advisory Group Sales & Marketing View the World Differently
  39. 2000 – 2013 ©CXO Advisory Group Marketing Looks for Mr. Right
  40. 2000 – 2013 ©CXO Advisory Group Sales Wants Mr. RightNOW
  41. 2000 – 2013 ©CXO Advisory Group You End Up With When There isn’t a Common Profile
  42. 2000 – 2013 ©CXO Advisory Group Get Them Talking
  43. 2000 – 2013 ©CXO Advisory Group Jointly Define a “Sales-Ready Lead”
  44. 2000 – 2013 ©CXO Advisory Group Develop Sales Tools Specific to Buying Cycle
  45. 2000 – 2013 ©CXO Advisory Group New Lead Registered Lead Phone Ready Lead TeleQualify Leads Sales-Validate Lead Demo/Meet/Proposal Enter Sales Forecast Closed Deals Hand Off to Sales BuyingCycle Lead Nurturing Have a Formal Lead Management System
  46. 2000 – 2013 ©CXO Advisory Group Develop a Customer Retention Program
  47. 2000 – 2013 ©CXO Advisory Group Post Mortem On Lost Business
  48. 2000 – 2013 ©CXO Advisory Group Lost Customer Reactivation Program
  49. 2000 – 2013 ©CXO Advisory Group Everyone is In SALES
  50. 2000 – 2013 ©CXO Advisory Group Don’t Stifle Your Employees
  51. 2000 – 2013 ©CXO Advisory Group Your Employees are Already Out There
  52. 2000 – 2013 ©CXO Advisory Group Turn Employees into Brand Ambassadors
  53. 2000 – 2013 ©CXO Advisory Group Measure Everything on Contribution to Revenue
  54. 2000 – 2013 ©CXO Advisory Group Fine Tune
  55. 2000 – 2013 ©CXO Advisory Group
  56. 2000 - 2012 © CXO Advisory Group Driving Profitable Growth
  57. 2000 – 2013 ©CXO Advisory Group We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities. Driving Profitable Growth
  58. 2000 – 2013 ©CXO Advisory Group  CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience.  CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources.  Has proven success in business development and in building US sales and distribution channels CXO Advisory Group
  59. 2000 – 2013 ©CXO Advisory Group Business Strategy Services • Audit business practices and organization • Evaluate product and pricing strategies • Evaluate effectiveness of sales channel • Assess effectiveness of existing sales and marketing programs Market Entry Program • Analyze competitive landscape • Market launch strategy and plan • Channel strategy and programs • Establish sales channels • Generate sales and manage relationships • Identify and develop strategic partnerships How Can We Help You?
  60. 2000 – 2013 ©CXO Advisory Group Sales Channel Management • Review and revise sales channel strategies • Channel partner identification, prospecting and recruitment • Eliminate channel conflict • Channel contract development and negotiation Interim Management Resources • Interim CEO, COO, CMO, CSO • Interim VP of Sales and Marketing • Consultant on staff • Launch team coaches How Can We Help You?
  61. 2000 – 2013 ©CXO Advisory Group Venture Advisory Services • Fine tune operations, business strategy and market entry • Assist with due diligence • Strategic business assessment of portfolio companies How Can We Help You?
  62. Stephen Davis Interim COO/VP Sales & Marketing | Business Consultant | Sales Channel and Business Development Expert | Author & Speaker Contact Information: “Partnering With Clients to Drive Sustainable Profitable Growth” Phone: (508) 528-7571 Email: sdavis@cxoadvisorygroup.com Website: www.cxoadvisorygroup.com Linkedin: www.linkedin.com/in/stephendavis Twitter: twitter.com/stephendaviscxo

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