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Bridging the Gap: Sales and Marketing

Bridging the Gap: Sales and Marketing. Stacy Falconer, Dion Label Printing Bob Scherer, Scherer Sales Solutions. Today’s Focus. It’s all about the Sales Funnel Bob Scherer Bridging the Gap Stacy Falconer. Goals. Value of selling to qualified leads Understand your “ideal” customer

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Bridging the Gap: Sales and Marketing

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  1. Bridging the Gap: Sales and Marketing Stacy Falconer, Dion Label Printing Bob Scherer, Scherer Sales Solutions

  2. Today’s Focus • It’s all about the Sales Funnel • Bob Scherer • Bridging the Gap • Stacy Falconer

  3. Goals • Value of selling to qualified leads • Understand your “ideal” customer • Method for qualifying leads • Increase sales • Build relationships

  4. It Is About The Funnel!!! Bob Scherer, Scherer Sales Solutions

  5. Profitable Hiring At Dscoop7

  6. The First 90 Days At Dscoop8

  7. A One Two Punch …. Marketing and Sales

  8. The Number One Problem The number one reason for sales failure is not being involved with prospects when they want to buy!

  9. The Secret “Sauce”

  10. FACT!!! • Each New Account Requires TWO Sales • Sale # 1 Sell An Appointment • Sale # 2 Sell The Relationship/Deal • Must Be Sequential • Each Sale Requires 6-10 Touches • There Is No Luck Involved

  11. Warm Leads Customer

  12. Sales Growth Formula = + First Meetings Closing Ratio $ALES

  13. Sales Growth Formula = + First Meetings Closing Ratio $ALES Volume

  14. Sales Growth Formula = + First Meetings Closing Ratio $ALES Volume

  15. Sales Growth Formula = + First Meetings Closing Ratio $ALES Volume

  16. Sales Growth Formula = + First Meetings Closing Ratio $ALES Volume It’s About First Meetings

  17. First Meetings – The Missing Metric • How Many In Calendar? • How Many Needed? • Who Sets Up? • Competition? • Conversion %? • Source?

  18. Cost Of Prospecting • Avg. Cost Per Dial $5.10 • Cost Per Connection $68.00 • 10.7 Hours Dialing/Meeting • Tele-Broadcasting Saves >60%! • $300-$400/Sales Ready Lead • Not Selling • Lost Opportunity Dollars

  19. Key To Long Term Success • More Touches • The More They “Get” Value • The More They Trust You • Stay in Touch • More Likely To Be There At Right Time

  20. The Process • Eight HTML Emails • Complaint Database • E-Telemarketing • Biz Video • Web Site Visitor ID • Regular Reports • Lead Nurturing • Coaching

  21. Does Anyone Open Their Emails • No One Opens All Emails • But All Of Us Open Some • Open Based On Subject Line • Don’t Need To Sell All • Just Those With Interest … NOW!

  22. System “Secret Sauce” • Prospect Scoring • No Open - Ok • Track Opens & Clicks • Prospect Behavior • Repeated Opens Better • Several E Mails Opened • Open & Forward Great! • Call Hot Prospects • CCG Team • Your Team

  23. Will This Work For You???? • Cost Of Non Contested Deals • Complete Worksheet • Fifteen Minutes

  24. Sales Growth Formula = + First Meetings Closing Ratio $ALES Volume It’s About First Meetings

  25. Bridging the Gap Stacy Falconer, Dion Label Printing

  26. The Funnel Quality

  27. The Gap: What is it?

  28. Reasons for the Gap • Target audience not clear • Sales team on their own to find leads • Where are they getting leads? • What are they using to prospect?

  29. Good News • The gap does not need to exist! • Marketing can help build the bridge

  30. My Strategy Work Smarter Not Harder!

  31. The Strategy Step 1: Who Step 2: How Step 3: Identify the “Good Eggs” Steps 4 to ∞: Engage

  32. What is a lead? • A person or entity that purchases products or services your company offers

  33. Main Take Away

  34. Step 1: Who is your best customer • What are your capabilities? • Who is your ideal client? • Size • Location • Market

  35. Step 1: Pareto Principle • 80/20 Rule • 80% of sales from 20% of customers

  36. Step 1: Superconsumer vs. Heavy User • Packaged goods markets • Superconsumer- Purchases multiple products • Ideal • Heavy- Purchases large volume of few products • Who will be impacted? • Business operations • Customers

  37. Step 2: Invest in Yourself • The best lead is the one that contacts you • Interested in your product offerings • Want to be contacted

  38. Step 2: Invest in Yourself • Website • Specific Web Pages • RFQ Forms • Quick Contact • Blog • Social Media

  39. Step 2: Invest Your Time • Tradeshows • Publications • Social events

  40. Step 2: You don’t need to spend $$ • Free or Limited • Organization listings • Exhibitor listings • LinkedIn • Customer referrals • Networking

  41. Step 3: The Good Eggs “So much time, and so little to do! Strike that, reverse it.” - Willy Wonka

  42. Step 3: Classify • How did they find you? • Where did they find you? • Rate • Opportunity • Location • SIC Code

  43. Step 3: Assign • Who is best to handle the lead? • Assign to a sales rep

  44. Step 3: Into the funnel!

  45. Steps 4- ∞: Engage Prospects • Website • Focused newsletters • Success stories • Testimonials • Social Media • Facebook • Twitter • Pinterest • LinkedIn • Direct Mail • Tradeshows • Publications

  46. Learn What to Say Dscoop Session: • Integrated Marketing and Targeted Messaging • Stacy Falconer and Nick Devine Saturday, March 8th 9:00 am – 10:15 am Naples

  47. Contact Information Bob Scherer Scherer Sales Solutions P: 262.391.3984 E: Bobts1956@gmail.com Stacy Falconer Dion Label Printing P: 413.568.3713 E: sfalconer@dionlabel.com

  48. Thank you! PLEASE COMPLETE FEEDBACKSURVEY

  49. Open Forum

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