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.

1. Stephen N. Davis
“Partnering With Clients to Drive
Sustainable Profitable Growth”

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5. “The most important strategic decision
is targeting—nail this and everything
else falls into place.” NorthwesternPhil Kotler,
University
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19.  Level
of Competition
 Substitute Products
 Power of Buyers/Suppliers
 Ease of Channel Entry
 Company Resources & Objectives
 Customer Acquisition Costs
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32. Business
Consumer
Lower Risk
Health
Status
Environmental
Saving Money
Value
Family
Customization
Customer Engagement
Finance
Convenience/Time Saver
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Productivity
Usability
Market Penetration
Competitive Advantage
Increased Sales

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47. Additional Revenue Per Year
Source: IDC Sales Enablement Research
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48. Faster Growth Year-to-Year Basis
Than Competition
Source: MarketingProfs
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49. Better at Closing than
Non-Aligned Competition
Source: MarketingProfs
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50. Less Customer Churn
Than Competition
Source: MarketingProfs
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58. New Lead
Registered Lead
Buying Cycle
Lead Nurturing
Phone Ready Lead
TeleQualify Leads
Sales-Validate Lead
Demo/Meet/Proposal
Enter Sales Forecast
Closed Deals
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Hand Off
to Sales

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60. Post Mortem
On Lost Business
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69. Please Share It
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70. Driving Profitable Growth
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71. We help companies optimize business
development and marketing; accelerate
sales; and seize the most attractive
growth opportunities.
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72. 
CXO Advisory Group is a strategic operations advisory
and management firm comprised of proven C-level
executives with both breadth and depth of experience.
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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.
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Has proven success in business development and in
building US sales and distribution channels
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73. Business Strategy Services
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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
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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
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74. Sales Channel Management
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Review and revise sales channel strategies
Channel partner identification, prospecting and recruitment
Eliminate channel conflict
Channel contract development and negotiation
Interim Management Resources
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Interim CEO, COO, CMO, CSO
Interim VP of Sales and Marketing
Consultant on staff
Launch team coaches
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75. Venture Advisory Services
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Fine tune operations, business strategy and market entry
Assist with due diligence
Strategic business assessment of portfolio companies
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76. Contact Information:
Interim COO/VP Sales & Marketing |
Business Consultant | Sales Channel and
Business Development Expert | Author &
Speaker
“Partnering With Clients to Drive
Sustainable Profitable Growth”
Phone:
Email:
Website:
Linkedin:
Twitter:
(508) 528-7571
sdavis@cxoadvisorygroup.com
www.cxoadvisorygroup.com
www.linkedin.com/in/stephendavis
twitter.com/stephendaviscxo