Marketing Strategies That Enable Sales Force Success

1. Marketing StrategiesThat Enable SalesForce Success Juliann M. Grant, Vice President Telesian Technology Inc. julianng@telesian.com 978-681-1600 Scott Sommer, Automation Technology Manager Jacobs Engineering Scott.Sommer@jacobs.com (610) 731-1010

2. Today’s Approach • Pre-Sales Strategies (Juliann) • Post-Sales Strategies (Scott) • Goal: Use this information next week when you get back to the office Between Marketing & Sales Build a Bridge

3. The Approach • Pre-Sales Strategies • Post-Sales Strategies • Goal: Use this information next week when you get back to the office Between Marketing & Sales Build a Bridge

4. The Problem • Sales spends 40% time preparing customer-facing deliverables • Less than 50% use materials created by marketing • 10-20% create compelling materials that are consistent with corporate messaging • 85% of a company’s brand image is determined by direct interaction between sales and customers • What the heck are they using?? CMO Council: Closing the Gap, August 2008

5. More problems • Lack of common language/dialog • Lack of processes or systems • Siloed operations • Ineffective reporting, organizational structures • Leaves Marketing in the Dark…and all we hear is …..

6. According to CMO Council Marketing must power both the go-to-market process and every step of the lead generation, qualification, closing, and account reactivation cycle to truly be an effective partner with sales to drive growth and performance…

7. The Bottom Line… • Marketing operates at 50,000 feet • Focus on lead generation, brand visibility • Need to learn how to maximize every sales opportunity • Overcome Conflicts, Build Cohesion

8. Dissecting Pre-Sales

9. Marketing’s Gotta Get New Shades • Take off rose-colored glasses • Get into the trenches • Don’t leave it all up to the channel to succeed • Increase direct contact with your market • Put yourself in buyers shoes • Avoid show up and throw up style • Eliminate Thud factor

10. Market Strategically, Sell Tactically • Aligning messages, programs, tools around motivating needs, business challenges • Urgent, important, useful • Address Customer lifecycle needs • Pre-Sales: Choosing to be a customer • Post-Sales: A Customer Experience

11. Sales Has A Process • Does Marketing know what that is? • If yes, how do you use that information?

12. RFP/Scope of Work Test/Demo Your Universe Negotiation Approval A Typical Sales Process Gather Requirements

13. Marketing Has a Buying Process • Understand how purchases get made for your products/services • Put yourself in the Buyer’s shoes • How do they feel? • Excitement, fear, cognitive dissonance • What do they need to know? • How can you help them? • What information do you have to help?

14. The Buying Process Stages Awareness Interest Your Universe Evaluation Confidence Close

15. Benefits of Buying Process Map • Keeps pace with sales complexity • Puts the focus on the buyer • Increases sales velocity • Remove obstacles in sales cycle • Creates a framework when developing messages and tools • Identifies gaps to support complex selling

16. Messages Change Subtly • Early Stages • Bond with buyer thoughts • Sorting process, information gathering • Stand out messages: why you are different • Mid-Stages • Setting evaluation criteria • Competitive positioning • How are your solutions better • Late Stages to Purchase • Implementation Questions • Successful projects and timelines • Mitigating perceived risk

17. Awareness RFP/Scope Interest Requirements Defined Evaluation Capabilities Demo Your Universe Confidence Negotiation Close Leverage Points Approval Buying Process and Sales Process

18. Awareness: Inside a Buyer’s Mind • “I Have A Need” Information Gathering: • Search engines • Attend seminars, shows • Analyst reports • Read articles • Talk to colleagues • Which potential companies should I consider • What requirements do I need for RFP/scope • I need to sort through all these web sites

19. Awareness: Marketing ActivitiesBe where your buyer is looking • Develop materials/programs that help a buyer understand why you are different than other vendors • Influence RFPs with your differentiators • Programs: SEO, PPC, Events, PR, e-Marketing, Direct Mail, Advertising • Tools: Educational material, How-To’s, Buying Guides, White Papers, Telemarketing scripts, New Prospect Kits

20. How This Helps Sales • Set up sales for success • Build qualified pipelines • More opportunities • Materials and programs set the initial “story” for your company Attend as many early stage sales cycle meetings as possible!

21. Supporting the Sales Cycle Awareness Gather Requirements Interest RFP/Scope of Work Your Universe

22. Interest: Inside A Buyer’s Mind • How do I evaluate this product or service? • Who are the best people to help me with this? • Here’s the website of company X, but it doesn’t tell me.. • Who has the most experience with my kind of company? • Which person seems genuinely interested in helping me understand this?

23. Interest: Marketing ActivitiesDemonstrate expertise • Help sales uncover needs to qualify • Uncovering problems • Conversations that build relationship and trust • Lead by example • Programs: Events, Advertising, e-Marketing, Web Site, Blogs, Social Media • Tools: Case studies by industry/application, Interviewing tools, Industry Issues Sheet, Buying Team Needs Map, DVDs, Podcasts

24. How This Helps Sales • Increase consistency of message • Builds preference • Identifies unique differentiators for each market/function • Generate A-HA moments between sales and prospect • Help buyers identify things that they did not think of • Builds trust and foundation for relationship or…

25. Winning the Evaluation Awareness Gather Requirements Interest RFP/Scope of Work Evaluate Test/Demo Your Universe

26. Evaluation: Inside A Buyer’s Mind • What are the pros and cons between Company X, Y, and Z • Vendor Grading • Who did a better job, who worked in the whole scenario • What were the cool features • What excites me the most about products X, Y, an Z? • What features can I live without? • What’s the risk to choosing company X?

27. Evaluation: Marketing ActivitiesPrepare for Hand to Hand Combat • How is your product/service better than the others • Competitor positioning • Lay competitor traps • Anticipate incoming grenades • Programs: Competitor database, e-Newsletters, Blogs, Social media • Tools: Comparison charts, PPTs, winning stories, smoking demos, case studies, F/A/B charts

28. How This Helps Sales • Fizzles out competitor traps • Communicates why your products are better • Clearly articulates features, benefits • Overcomes obstacles • Demonstrates full comprehension of prospect needs

29. Creating Confidence Awareness Gather Requirements Interest RFP/Scope of Work Evaluate Test/Demo Confidence Your Universe Negotiation

30. Confidence: In A Buyer’s Mind • Just about everyone in is involved in this project now • More influencers engaged • We really like company X • But, we have some concerns about being a customer long term • I want to feel confident about my recommendation • This would be a good resume builder

31. Confidence: Marketing Activities • Tools and materials that communicate stability, low risk, demonstrated successes, proven implementation methods, quality training • Special Packages and Pricing Bundles • Programs: PR, Analyst Relations, Customer Reference Programs • Tools: Articles, analyst and investor reports, press releases, annual reports, customer references, case studies, Podcasts, executive blogs

32. How this Helps Sales • Helps sales set expectations about next steps • Have resources at the ready to respond to client wish lists • References • Implementation methods, processes, and schedules • Sample customer newsletters • Partner materials/contacts

33. The Close Awareness Gather Requirements Interest RFP/Scope of Work Evaluation Test/Demo Your Universe Confidence Negotiation Close Approval

34. The Close: In a Buyer’s Mind How does your client really feel?

35. Close: Marketing Activities • Establish what it’s like to be a customer • Programs: Executive Briefings, Invites to User Group Meetings, Executive Blogs, Social Media Groups • Tools: Annual reports, ROI calculator, corporate fact sheet, analyst endorsements, articles, positive press, project schedule, help desk, service accolades

36. How this helps Sales • Goal: Sign a contract • Creates a memorable buying experience • Sets expectations • Gently guides the customer through the negotiations • Improves message consistency

37. Hang out with a few of your best sales people Listen to their questions and communication style Get underlying thought processes ‘Why did you ask that question’ Prepare observations of these experiences into a sales tool Podcast interviews Learn from the best

38. Discover how are tools being used • Go to meetings and listen to the delivery of the message • Introduction of materials – what, when, how is it packaged • Map out your tools to buying process • Make adjustments according to your sales experiences

39. Mapping Your Tools & Programs

40. Measuring Your Effectiveness Ask yourself these questions: • Where does it fit in buying process? • Do the messages address the concerns of this stage? • Do they overcome obstacles or create them? • How will this help move the prospect to the next stage?

41. Questions?