SlideShare ist ein Scribd-Unternehmen logo
1 von 62
Stephen N. Davis
“Partnering With Clients to Drive
Sustainable Profitable Growth”
FINDING YOUR
TARGET MARKET
2000 – 2013 ©CXO Advisory Group
Start-ups Fail
“Business
Models that
Don’t Work”
2000 – 2013 ©CXO Advisory Group
“From a
Lack of
Customers”
Start-ups Fail
2000 – 2013 ©CXO Advisory Group
If You Get on the
WRONG Train
Every Stop is WRONG
2000 – 2013 ©CXO Advisory Group
“The most important strategic decision
is targeting—nail this and everything
else falls into place.” Phil Kotler,
Northwestern University
2000 – 2013 ©CXO Advisory Group
Start-ups Wait Too Late
to Find Customers
2000 – 2013 ©CXO Advisory Group
You are NOT
The Customer
2000 – 2013 ©CXO Advisory Group
Don’t Confuse the
Buyer With the User
2000 – 2013 ©CXO Advisory Group
Don’t Confuse the Buyer
With the Sales Channel
2000 – 2013 ©CXO Advisory Group
That is Why Start-ups Fail
2000 - 2013 ©CXO Advisory Group
At Finding Their Market
2000 – 2013 ©CXO Advisory Group
Focus on Customers
& Markets From Day 1
2000 – 2013 ©CXO Advisory Group
Get Out and Talk to
Potential Customers
2000 – 2013 ©CXO Advisory Group
Who Should You
Sell To?
2000 – 2013 ©CXO Advisory Group
Don’t Focus on ALL
Potential Buyers
2000 – 2013 ©CXO Advisory Group
Evaluating Segment
Attractiveness
2000 – 2013 ©CXO Advisory Group
Segment Size &
Growth
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
2000 – 2013 ©CXO Advisory Group
2000 – 2013 ©CXO Advisory Group
Map the
Buyer’s Profile
2000 – 2013 ©CXO Advisory Group
What’s The
Buyer’s Journey?
2000 – 2013 ©CXO Advisory Group
What is the
Buyer’s PAIN?
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
2000 – 2013 ©CXO Advisory Group
How Much Do They
Value Various Features?
2000 – 2013 ©CXO Advisory Group
How Do They Value Your
Competitive Differentiation?
2000 – 2013 ©CXO Advisory Group
Where Do You
Find Them?
2000 – 2013 ©CXO Advisory Group
Who or What
Influences Them?
2000 – 2013 ©CXO Advisory Group
How Do They Want to
Engage and Buy?
2000 – 2013 ©CXO Advisory Group
Who is Involved in the
Purchase Decision?
2000 – 2013 ©CXO Advisory Group
Buyer’s Cycle
is the Key
2000 – 2013 ©CXO Advisory Group
Align Marketing
& Sales
2000 – 2013 ©CXO Advisory Group
2000 – 2013 ©CXO Advisory Group
“Your
Marketing Leads
S*CK!!!”
Sales Says
2000 – 2013 ©CXO Advisory Group
“We Send
Qualified Leads
To Sales &
They Fall into a
Black Hole”
Marketing Says
2000 – 2013 ©CXO Advisory Group
= $57,000
Source: IDC Sales Enablement Research
Additional Revenue Per Year
10 More Min/Week
2000 – 2013 ©CXO Advisory Group
Source: MarketingProfs
5.4%
Faster Growth Year-to-Year Basis
Than Competition
Better Aligned
2000 – 2013 ©CXO Advisory Group
Source: MarketingProfs
38%
Better at Closing than
Non-Aligned Competition
Close More Business
2000 – 2013 ©CXO Advisory Group
Source: MarketingProfs
36%
Less Customer Churn
Than Competition
Less Customer Churn
2000 – 2013 ©CXO Advisory Group
Sales & Marketing View
the World Differently
2000 – 2013 ©CXO Advisory Group
Marketing Looks for
Mr. Right
2000 – 2013 ©CXO Advisory Group
Sales Wants
Mr. RightNOW
2000 – 2013 ©CXO Advisory Group
You End Up With
When There isn’t a
Common Profile
2000 – 2013 ©CXO Advisory Group
Get Them Talking
2000 – 2013 ©CXO Advisory Group
Jointly Define a
“Sales-Ready Lead”
2000 – 2013 ©CXO Advisory Group
Develop Sales Tools
Specific to Buying Cycle
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
2000 – 2013 ©CXO Advisory Group
Develop a Customer
Retention Program
2000 – 2013 ©CXO Advisory Group
Post Mortem
On Lost Business
2000 – 2013 ©CXO Advisory Group
Lost Customer
Reactivation Program
2000 – 2013 ©CXO Advisory Group
Everyone is
In SALES
2000 – 2013 ©CXO Advisory Group
Don’t Stifle Your
Employees
2000 – 2013 ©CXO Advisory Group
Your Employees are
Already Out There
2000 – 2013 ©CXO Advisory Group
Turn Employees into
Brand Ambassadors
2000 – 2013 ©CXO Advisory Group
Measure Everything on
Contribution to Revenue
2000 – 2013 ©CXO Advisory Group
Fine Tune
2000 – 2013 ©CXO Advisory Group
2000 - 2012 © CXO Advisory Group
Driving Profitable Growth
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
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
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?
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?
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?
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

Weitere ähnliche Inhalte

Was ist angesagt?

Was ist angesagt? (20)

marketing mix
marketing mixmarketing mix
marketing mix
 
Brand Portfolio
Brand PortfolioBrand Portfolio
Brand Portfolio
 
BM Lecture 3 (Module E)
BM Lecture 3 (Module E)BM Lecture 3 (Module E)
BM Lecture 3 (Module E)
 
Go-to-Market 101
Go-to-Market 101Go-to-Market 101
Go-to-Market 101
 
Ss marketing environment
Ss marketing environmentSs marketing environment
Ss marketing environment
 
Go-To Market Plan
Go-To Market PlanGo-To Market Plan
Go-To Market Plan
 
Market segmentation & targeting
Market segmentation & targetingMarket segmentation & targeting
Market segmentation & targeting
 
The Age of You - Bertrand Chauvet, Interbrand - LeWeb 2014, Dec 10
The Age of You - Bertrand Chauvet, Interbrand - LeWeb 2014, Dec 10The Age of You - Bertrand Chauvet, Interbrand - LeWeb 2014, Dec 10
The Age of You - Bertrand Chauvet, Interbrand - LeWeb 2014, Dec 10
 
Ss branding packaging
Ss branding   packagingSs branding   packaging
Ss branding packaging
 
What is "integrated branding"?
What is "integrated branding"?What is "integrated branding"?
What is "integrated branding"?
 
Interbrand Brand Valuation Method
Interbrand Brand Valuation MethodInterbrand Brand Valuation Method
Interbrand Brand Valuation Method
 
stp
stpstp
stp
 
Market positioning in services
Market positioning in servicesMarket positioning in services
Market positioning in services
 
Chapter 5 Marketing Management
Chapter 5 Marketing ManagementChapter 5 Marketing Management
Chapter 5 Marketing Management
 
grasp category vantage point 2017
grasp category vantage point 2017grasp category vantage point 2017
grasp category vantage point 2017
 
Intellex Marketing Business Plan
Intellex Marketing Business PlanIntellex Marketing Business Plan
Intellex Marketing Business Plan
 
Market Segmentation
Market SegmentationMarket Segmentation
Market Segmentation
 
18 products & brands
18   products & brands18   products & brands
18 products & brands
 
Targeting & Positioning
Targeting & PositioningTargeting & Positioning
Targeting & Positioning
 
19 new product dev lec - 3
19   new product dev lec - 319   new product dev lec - 3
19 new product dev lec - 3
 

Andere mochten auch

MF Strategic Marketing 1 strategy n strategic planning process
MF Strategic Marketing 1 strategy n strategic planning processMF Strategic Marketing 1 strategy n strategic planning process
MF Strategic Marketing 1 strategy n strategic planning processFuNk IN
 
Customer Zoom: Value Stream Discovery and Market Segmentation
Customer Zoom: Value Stream Discovery and Market SegmentationCustomer Zoom: Value Stream Discovery and Market Segmentation
Customer Zoom: Value Stream Discovery and Market SegmentationBrant Cooper
 
Value Proposition Design (v. 2017-2018 eng)
Value Proposition Design (v. 2017-2018 eng)Value Proposition Design (v. 2017-2018 eng)
Value Proposition Design (v. 2017-2018 eng)Frieda Brioschi
 
MF Strategic Marketing Market segmentation, target market and positioning
MF Strategic Marketing Market segmentation, target market and positioningMF Strategic Marketing Market segmentation, target market and positioning
MF Strategic Marketing Market segmentation, target market and positioningFuNk IN
 
Identify your target market using social media
Identify your target market using social mediaIdentify your target market using social media
Identify your target market using social mediaAaron Eden
 
Wasted youth - Lessons in Lean Startup
Wasted youth - Lessons in Lean StartupWasted youth - Lessons in Lean Startup
Wasted youth - Lessons in Lean StartupAaron Eden
 
Market sizing TAM SAM SOM Target Market
Market sizing TAM SAM SOM Target MarketMarket sizing TAM SAM SOM Target Market
Market sizing TAM SAM SOM Target MarketReza Hashemi
 
Marketing - Target Market
Marketing - Target MarketMarketing - Target Market
Marketing - Target Marketschenoweth88
 

Andere mochten auch (9)

MF Strategic Marketing 1 strategy n strategic planning process
MF Strategic Marketing 1 strategy n strategic planning processMF Strategic Marketing 1 strategy n strategic planning process
MF Strategic Marketing 1 strategy n strategic planning process
 
Customer Zoom: Value Stream Discovery and Market Segmentation
Customer Zoom: Value Stream Discovery and Market SegmentationCustomer Zoom: Value Stream Discovery and Market Segmentation
Customer Zoom: Value Stream Discovery and Market Segmentation
 
Value Proposition Design (v. 2017-2018 eng)
Value Proposition Design (v. 2017-2018 eng)Value Proposition Design (v. 2017-2018 eng)
Value Proposition Design (v. 2017-2018 eng)
 
MF Strategic Marketing Market segmentation, target market and positioning
MF Strategic Marketing Market segmentation, target market and positioningMF Strategic Marketing Market segmentation, target market and positioning
MF Strategic Marketing Market segmentation, target market and positioning
 
Identify your target market using social media
Identify your target market using social mediaIdentify your target market using social media
Identify your target market using social media
 
Wasted youth - Lessons in Lean Startup
Wasted youth - Lessons in Lean StartupWasted youth - Lessons in Lean Startup
Wasted youth - Lessons in Lean Startup
 
Market sizing TAM SAM SOM Target Market
Market sizing TAM SAM SOM Target MarketMarket sizing TAM SAM SOM Target Market
Market sizing TAM SAM SOM Target Market
 
Target market
Target marketTarget market
Target market
 
Marketing - Target Market
Marketing - Target MarketMarketing - Target Market
Marketing - Target Market
 

Ähnlich wie Finding your target market

Re-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyRe-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyStephen Davis
 
Re-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyRe-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyStephen Davis
 
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015Ignite Your Business Growth: How to Get Traction for Your Startup 03112015
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015Stephen Davis
 
Choosing and managing sales channels for your startup mc carterenglish - 09...
Choosing and managing sales channels for your startup   mc carterenglish - 09...Choosing and managing sales channels for your startup   mc carterenglish - 09...
Choosing and managing sales channels for your startup mc carterenglish - 09...Stephen Davis
 
Introduction to Pro Motion
Introduction to Pro MotionIntroduction to Pro Motion
Introduction to Pro MotionPro Motion, Inc.
 
SSCG Management Consulting Services
SSCG Management Consulting ServicesSSCG Management Consulting Services
SSCG Management Consulting ServicesSSCG Consulting
 
SSCG Consulting Profile 2018
SSCG Consulting Profile 2018SSCG Consulting Profile 2018
SSCG Consulting Profile 2018SSCG Consulting
 
Customer Centric Sales Enablement
Customer Centric Sales EnablementCustomer Centric Sales Enablement
Customer Centric Sales EnablementChristine Crandell
 
Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...
Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...
Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...Stephen Davis
 
MR12CD Tuesday13h00 - Von Holdt
MR12CD Tuesday13h00 - Von HoldtMR12CD Tuesday13h00 - Von Holdt
MR12CD Tuesday13h00 - Von Holdt7391456
 
SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS
SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS
SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS Ruth Adams
 
Job futures 120614 (v2)
Job futures 120614 (v2)Job futures 120614 (v2)
Job futures 120614 (v2)Simon Corbett
 
Salco Business Consulting
Salco Business ConsultingSalco Business Consulting
Salco Business ConsultingSal Assiri
 
SSCG Corporate Profile 2018
SSCG Corporate Profile 2018SSCG Corporate Profile 2018
SSCG Corporate Profile 2018SSCG Consulting
 
How consulting is changing in india
How consulting is changing in indiaHow consulting is changing in india
How consulting is changing in indiavalueaddedchennai
 
APAC Group New - Oct 2015
APAC Group New - Oct 2015APAC Group New - Oct 2015
APAC Group New - Oct 2015Simon Yeung
 
PulseCheck2016 How we built a consistent value framework across sales, servic...
PulseCheck2016 How we built a consistent value framework across sales, servic...PulseCheck2016 How we built a consistent value framework across sales, servic...
PulseCheck2016 How we built a consistent value framework across sales, servic...Gainsight
 
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...Aggregage
 

Ähnlich wie Finding your target market (20)

Re-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyRe-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any Economy
 
Re-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any EconomyRe-ignite Your Business Growth: How to Grow Your Business in any Economy
Re-ignite Your Business Growth: How to Grow Your Business in any Economy
 
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015Ignite Your Business Growth: How to Get Traction for Your Startup 03112015
Ignite Your Business Growth: How to Get Traction for Your Startup 03112015
 
Choosing and managing sales channels for your startup mc carterenglish - 09...
Choosing and managing sales channels for your startup   mc carterenglish - 09...Choosing and managing sales channels for your startup   mc carterenglish - 09...
Choosing and managing sales channels for your startup mc carterenglish - 09...
 
Introduction to Pro Motion
Introduction to Pro MotionIntroduction to Pro Motion
Introduction to Pro Motion
 
SSCG Management Consulting Services
SSCG Management Consulting ServicesSSCG Management Consulting Services
SSCG Management Consulting Services
 
SSCG Consulting Profile 2018
SSCG Consulting Profile 2018SSCG Consulting Profile 2018
SSCG Consulting Profile 2018
 
SCG Presentation Formal
SCG Presentation FormalSCG Presentation Formal
SCG Presentation Formal
 
Customer Centric Sales Enablement
Customer Centric Sales EnablementCustomer Centric Sales Enablement
Customer Centric Sales Enablement
 
Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...
Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...
Business Development For Startups - Part 2 - The Secret to Maximizing Your Ma...
 
MR12CD Tuesday13h00 - Von Holdt
MR12CD Tuesday13h00 - Von HoldtMR12CD Tuesday13h00 - Von Holdt
MR12CD Tuesday13h00 - Von Holdt
 
SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS
SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS
SUPPORTING GROWTH IN AFRICA: DELIVERING INNOVATIVE AND MARKET SOLUTIONS
 
Job futures 120614 (v2)
Job futures 120614 (v2)Job futures 120614 (v2)
Job futures 120614 (v2)
 
Salco Business Consulting
Salco Business ConsultingSalco Business Consulting
Salco Business Consulting
 
SSCG Corporate Profile 2018
SSCG Corporate Profile 2018SSCG Corporate Profile 2018
SSCG Corporate Profile 2018
 
How consulting is changing in india
How consulting is changing in indiaHow consulting is changing in india
How consulting is changing in india
 
APAC Group New - Oct 2015
APAC Group New - Oct 2015APAC Group New - Oct 2015
APAC Group New - Oct 2015
 
PulseCheck2016 How we built a consistent value framework across sales, servic...
PulseCheck2016 How we built a consistent value framework across sales, servic...PulseCheck2016 How we built a consistent value framework across sales, servic...
PulseCheck2016 How we built a consistent value framework across sales, servic...
 
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...
Customer Success: A CCO's Journey of Trials, Celebrations, and Everything In ...
 
QASA Strategic Consulting - Company Profile
QASA Strategic Consulting - Company ProfileQASA Strategic Consulting - Company Profile
QASA Strategic Consulting - Company Profile
 

Mehr von Stephen Davis

Charles Darwin Quote
Charles Darwin QuoteCharles Darwin Quote
Charles Darwin QuoteStephen Davis
 
Stephen Davis' quote on sales channels
Stephen Davis' quote on sales channelsStephen Davis' quote on sales channels
Stephen Davis' quote on sales channelsStephen Davis
 
CXO Advisory Group company brochure
CXO Advisory Group company brochureCXO Advisory Group company brochure
CXO Advisory Group company brochureStephen Davis
 
Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...
Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...
Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...Stephen Davis
 
MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012
MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012
MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012Stephen Davis
 
Steve Davis' 10 Steps to Building a Social Media Strategy Workshop
Steve Davis' 10 Steps to Building a Social Media Strategy WorkshopSteve Davis' 10 Steps to Building a Social Media Strategy Workshop
Steve Davis' 10 Steps to Building a Social Media Strategy WorkshopStephen Davis
 
Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012Stephen Davis
 
Choosing the right sales channel
Choosing the right sales channelChoosing the right sales channel
Choosing the right sales channelStephen Davis
 
Networking for Business Success
Networking for Business SuccessNetworking for Business Success
Networking for Business SuccessStephen Davis
 
Maximizing Your Marketing ROI - Align Sales & Marketing
Maximizing Your Marketing ROI - Align Sales & MarketingMaximizing Your Marketing ROI - Align Sales & Marketing
Maximizing Your Marketing ROI - Align Sales & MarketingStephen Davis
 
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and SalesStephen Davis
 
USA Market Entry Services - CXO Advisory Group
USA Market Entry Services - CXO Advisory GroupUSA Market Entry Services - CXO Advisory Group
USA Market Entry Services - CXO Advisory GroupStephen Davis
 
Stephen Davis Speaker's Bio
Stephen Davis Speaker's BioStephen Davis Speaker's Bio
Stephen Davis Speaker's BioStephen Davis
 
Building Your Venture Capital Pitch
Building Your Venture Capital PitchBuilding Your Venture Capital Pitch
Building Your Venture Capital PitchStephen Davis
 
USA Sales & Distribution Strategies Strategies
USA Sales & Distribution Strategies StrategiesUSA Sales & Distribution Strategies Strategies
USA Sales & Distribution Strategies StrategiesStephen Davis
 
Introduction to the CXO Advisory Group
Introduction to the CXO Advisory GroupIntroduction to the CXO Advisory Group
Introduction to the CXO Advisory GroupStephen Davis
 
Choosing The Right Sales Strategy
Choosing The Right Sales StrategyChoosing The Right Sales Strategy
Choosing The Right Sales StrategyStephen Davis
 
Developing Your International Market Strategy
Developing Your International Market StrategyDeveloping Your International Market Strategy
Developing Your International Market StrategyStephen Davis
 

Mehr von Stephen Davis (18)

Charles Darwin Quote
Charles Darwin QuoteCharles Darwin Quote
Charles Darwin Quote
 
Stephen Davis' quote on sales channels
Stephen Davis' quote on sales channelsStephen Davis' quote on sales channels
Stephen Davis' quote on sales channels
 
CXO Advisory Group company brochure
CXO Advisory Group company brochureCXO Advisory Group company brochure
CXO Advisory Group company brochure
 
Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...
Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...
Business Development For Startups - Part 1 - Choosing and Managing Sales Chan...
 
MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012
MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012
MIT Start Smart workshop - Maximizing Your Go-to-Market Strategy - 06252012
 
Steve Davis' 10 Steps to Building a Social Media Strategy Workshop
Steve Davis' 10 Steps to Building a Social Media Strategy WorkshopSteve Davis' 10 Steps to Building a Social Media Strategy Workshop
Steve Davis' 10 Steps to Building a Social Media Strategy Workshop
 
Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012Maximizing your go to-market strategy - 03052012
Maximizing your go to-market strategy - 03052012
 
Choosing the right sales channel
Choosing the right sales channelChoosing the right sales channel
Choosing the right sales channel
 
Networking for Business Success
Networking for Business SuccessNetworking for Business Success
Networking for Business Success
 
Maximizing Your Marketing ROI - Align Sales & Marketing
Maximizing Your Marketing ROI - Align Sales & MarketingMaximizing Your Marketing ROI - Align Sales & Marketing
Maximizing Your Marketing ROI - Align Sales & Marketing
 
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
 
USA Market Entry Services - CXO Advisory Group
USA Market Entry Services - CXO Advisory GroupUSA Market Entry Services - CXO Advisory Group
USA Market Entry Services - CXO Advisory Group
 
Stephen Davis Speaker's Bio
Stephen Davis Speaker's BioStephen Davis Speaker's Bio
Stephen Davis Speaker's Bio
 
Building Your Venture Capital Pitch
Building Your Venture Capital PitchBuilding Your Venture Capital Pitch
Building Your Venture Capital Pitch
 
USA Sales & Distribution Strategies Strategies
USA Sales & Distribution Strategies StrategiesUSA Sales & Distribution Strategies Strategies
USA Sales & Distribution Strategies Strategies
 
Introduction to the CXO Advisory Group
Introduction to the CXO Advisory GroupIntroduction to the CXO Advisory Group
Introduction to the CXO Advisory Group
 
Choosing The Right Sales Strategy
Choosing The Right Sales StrategyChoosing The Right Sales Strategy
Choosing The Right Sales Strategy
 
Developing Your International Market Strategy
Developing Your International Market StrategyDeveloping Your International Market Strategy
Developing Your International Market Strategy
 

Kürzlich hochgeladen

Amazon Seller New Product Launch Guide - 2024.pptx
Amazon Seller New Product Launch Guide - 2024.pptxAmazon Seller New Product Launch Guide - 2024.pptx
Amazon Seller New Product Launch Guide - 2024.pptxWill Haire
 
Increase Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads WebinarIncrease Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads WebinarSEO Optimizers
 
Dhanuka Agritech Limited - Sales and Marketing Intern
Dhanuka Agritech Limited - Sales and Marketing InternDhanuka Agritech Limited - Sales and Marketing Intern
Dhanuka Agritech Limited - Sales and Marketing Internrisabhpandeyconnect
 
Cricket Playbook for Growth Marketers: Adjust x Glance report
Cricket Playbook for Growth Marketers: Adjust x Glance reportCricket Playbook for Growth Marketers: Adjust x Glance report
Cricket Playbook for Growth Marketers: Adjust x Glance reportSocial Samosa
 
SVETLANA YONCHEVA Evolution of digital marketing.pdf
SVETLANA YONCHEVA Evolution of digital marketing.pdfSVETLANA YONCHEVA Evolution of digital marketing.pdf
SVETLANA YONCHEVA Evolution of digital marketing.pdfvikrs213
 
The Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoadThe Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoadFabio Bin
 
Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024Nedko Nedkov
 
Snapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdfSnapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdfEastern Online-iSURVEY
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch DeckPodvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch DeckNedko Nedkov
 
Friends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptx
Friends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptxFriends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptx
Friends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptxGregory Edwards
 
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...Sophie Logan
 
Elevate Your Design Skills: Enroll in Pune's Premier UI/UX Design Course
Elevate Your Design Skills: Enroll in Pune's Premier UI/UX Design CourseElevate Your Design Skills: Enroll in Pune's Premier UI/UX Design Course
Elevate Your Design Skills: Enroll in Pune's Premier UI/UX Design Courseamirshaikhv21realtyp
 
The 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.groupThe 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.groupLivewire
 
Harnessing Social Media for Marketing Growth
Harnessing Social Media for Marketing GrowthHarnessing Social Media for Marketing Growth
Harnessing Social Media for Marketing Growthabinashdm2014
 
A navigation of two creative processes Study
A navigation of two creative processes StudyA navigation of two creative processes Study
A navigation of two creative processes Studystuwilson.co.uk
 
Converting with Comedy: Research Parallels for CRO
Converting with Comedy: Research Parallels for CROConverting with Comedy: Research Parallels for CRO
Converting with Comedy: Research Parallels for CROVWO
 
Digital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEMDigital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEMNazal Digital
 
Unifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdfUnifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdfVWO
 
Run more experiments with fewer resources
Run more experiments with fewer resourcesRun more experiments with fewer resources
Run more experiments with fewer resourcesVWO
 
Voltas turnaround strategy management case
Voltas turnaround strategy management caseVoltas turnaround strategy management case
Voltas turnaround strategy management caseAnkit Sarkar
 

Kürzlich hochgeladen (20)

Amazon Seller New Product Launch Guide - 2024.pptx
Amazon Seller New Product Launch Guide - 2024.pptxAmazon Seller New Product Launch Guide - 2024.pptx
Amazon Seller New Product Launch Guide - 2024.pptx
 
Increase Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads WebinarIncrease Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads Webinar
 
Dhanuka Agritech Limited - Sales and Marketing Intern
Dhanuka Agritech Limited - Sales and Marketing InternDhanuka Agritech Limited - Sales and Marketing Intern
Dhanuka Agritech Limited - Sales and Marketing Intern
 
Cricket Playbook for Growth Marketers: Adjust x Glance report
Cricket Playbook for Growth Marketers: Adjust x Glance reportCricket Playbook for Growth Marketers: Adjust x Glance report
Cricket Playbook for Growth Marketers: Adjust x Glance report
 
SVETLANA YONCHEVA Evolution of digital marketing.pdf
SVETLANA YONCHEVA Evolution of digital marketing.pdfSVETLANA YONCHEVA Evolution of digital marketing.pdf
SVETLANA YONCHEVA Evolution of digital marketing.pdf
 
The Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoadThe Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoad
 
Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024
 
Snapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdfSnapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of February 2024-EOLiSurvey (EN).pdf
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch DeckPodvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
 
Friends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptx
Friends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptxFriends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptx
Friends of Search '24 - Scaling SEO_ Lessons for All Types of Sites.pptx
 
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
 
Elevate Your Design Skills: Enroll in Pune's Premier UI/UX Design Course
Elevate Your Design Skills: Enroll in Pune's Premier UI/UX Design CourseElevate Your Design Skills: Enroll in Pune's Premier UI/UX Design Course
Elevate Your Design Skills: Enroll in Pune's Premier UI/UX Design Course
 
The 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.groupThe 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.group
 
Harnessing Social Media for Marketing Growth
Harnessing Social Media for Marketing GrowthHarnessing Social Media for Marketing Growth
Harnessing Social Media for Marketing Growth
 
A navigation of two creative processes Study
A navigation of two creative processes StudyA navigation of two creative processes Study
A navigation of two creative processes Study
 
Converting with Comedy: Research Parallels for CRO
Converting with Comedy: Research Parallels for CROConverting with Comedy: Research Parallels for CRO
Converting with Comedy: Research Parallels for CRO
 
Digital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEMDigital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEM
 
Unifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdfUnifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdf
 
Run more experiments with fewer resources
Run more experiments with fewer resourcesRun more experiments with fewer resources
Run more experiments with fewer resources
 
Voltas turnaround strategy management case
Voltas turnaround strategy management caseVoltas turnaround strategy management case
Voltas turnaround strategy management case
 

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