Understanding and Managing our Customer Pyramid

Size: px
Start display at page:

Download "Understanding and Managing our Customer Pyramid"

Transcription

1 The pyramid represents a very practical way of defining exactly who we wish to sell to, engaging with them on a planned and logical basis, segmenting our active customers by value and potential, setting a realistic contact strategy and then deploying our marketing and sales resources where they deliver the greatest return. The company which manages its market place (pyramid) most effectively will benefit in the short, medium and long term. Buyers Before we look at the pyramid in detail, we may consider why businesses buy products and why they may choose not to buy from us. Businesses and other organisations buy products because: They need them (raw materials, utilities) To give themselves a competitive advantage (technology, expertise) To protect themselves (insurance, audits) To massage their ego (executive car, office furniture). They may choose not to purchase from us because: They don t know who we are They don t have a need They don t have a budget (or can t afford it) The timing is wrong They are not convinced of the value (ROI) They are happy with their current supplier They don t trust us They believe someone else does a better job Someone we have never met blocks the sale. The Value of Trust The biggest secret in successful selling is trust. When we truly understand the long term game and the value (and low cost of sale) of repeat business we naturally choose to behave and to be seen to behave with the highest standards of honesty, integrity and ethics. Copyright 2010 Greg Tunesi (greg@tunesi.com) 1

2 VOLUME OF CUSTOMERS VALUE OF SALES (GM) 1% % 4% % 15% % 80% % 2 Copyright 2010 Greg Tunesi (greg@tunesi.com)

3 Our Proposition This is our customer offer, so is very important. What results or benefits are we offering? Why do we represent irresistible value? How will the customer measure the return on investment from our product? How are we positively different from our best competitors? Why should the prospective customer buy now? Do we have case studies, testimonials and guarantees? Do we use risk reversal? Are we brilliant at articulating our proposition? Do we have: Introduction /letter Website Sales presenter Brochures Customer return on investment model/calculator? The World This is every person, business, public body, charity, enterprise, organisation, anywhere in the world. Most businesses do not have the reach, the money or the desire to sell to everybody. Some do! Microsoft, Nokia, Google, Facebook for example. So we need a selection process to define exactly who we believe could become profitable customers. In our pyramid we call these Copyright 2010 Greg Tunesi (greg@tunesi.com) 3

4 Suspects Suspects are businesses, organisations or individuals who we believe would benefit from our products and could be potential customers. Usually defined by: Turnover Industry Location Number of employees Current equipment Some other criteria We create and continuously update our database of suspects, which must include the decision maker contact details: Name Title Address Phone Mobile Website Social networking profile It is widely believed that good quality e-marketing, personalised to named decision makers can be the quickest and cheapest business to business sales investment. A 1,000 plus database plus regular, interesting contact will lead to new business. So to convert suspects into customers we: Build a detailed sales process Design an introduction /letter Design a follow up phone call script, where appropriate Develop ongoing follow on contact which could include: 4 Copyright 2010 Greg Tunesi (greg@tunesi.com)

5 Business tips Questionnaires Mini articles Readers questions Case studies Testimonials Special offers New products Events Market information Statistics New legislation References to information (websites) We may choose to drop in on suspects when in the area, to identify the decision maker gather information about the company, leave an introduction pack and then follow up. We may choose to become a proactive networker. We may design an introducer scheme, perhaps with rewards for new business. Building, maintaining and communicating with this group can be time consuming, costly and demands creativity. However, these are our future customers so we persevere and keep this as a key element of our sales and marketing strategy. Prospects Prospects are sales opportunities and can come from anywhere in the pyramid. A prospect is a sales opportunity where the customer or potential customer has a NEED and a BUDGET (or can afford to buy). Our goal is to convert prospects into sales (live customers) and to make a profit. To help us test how seriously they are considering buying (from us) we use a qualification process. See the Properly Qualified Prospect Bank. Copyright 2010 Greg Tunesi (greg@tunesi.com) 5

6 Our goal is to create more sales opportunities (prospects) than we need to be assured of success. Then we have the luxury of choice rather than be driven to pursue opportunities we know that we have no chance of winning. Inactive Customers Have we defined when an active customer becomes inactive? 3 months, 6 months, 12 months, 5 years without purchasing from us? What is the average active life of a customer? What is the average annual and lifetime value of a customer? Is the average value going up or down? How many customers have stopped buying in the last 12 months, 5 years, 10 years? What is the value of lost business (lifetime value)? So, we build a database of inactive/lapsed customers, we call to confirm the name and contact details of the current decision maker, we ask if we have done anything wrong and we find out what we have to do for them to repurchase from us. They either become active customers, prospects, suspects for ongoing contact or we delete them if we are sure there is no future opportunity. Next we look at our active customers who are our source of income, profit, cash and jobs. How many active customers do we have? Is that more, less or the same as 12 months ago? Small Active Customers These may represent 80% or more of our customers, 20% or less of our turnover and 0% of our profit! We devise a contact plan for this customer group. Who do we contact? How do we contact? How frequently do we contact? 6 Copyright 2010 Greg Tunesi (greg@tunesi.com)

7 Decision maker contacts (phone), s, offers, visits? Keeping the cost of sale low with this customer group is clearly very important. We assess our market share with each customer. We assess their potential to grow with us. We then reassess our contact frequency based on their potential as well as the existing level of turnover. If there is significant opportunity within some of these customers we may choose to account manage them. We may also implement an executive calling plan. Finally we track individual account profitability. These next three groups of customers will probably represent 20% or less of our customers, 80% or more of our turnover and possibly 100% of our profit! Top 1%, Big 4%, and Medium 15% Active Accounts Our first priority is not to lose them. They are our business! We account manage We track market share and potential to grow We implement an executive calling plan We track account profitability. This Pyramid Can Apply to a Company, a Team or an Individual Sales Person ALL ACTIVE ACCOUNTS We track: The volume and value of new customers The volume and value of customers who are growing The volume and value of static customers Copyright 2010 Greg Tunesi (greg@tunesi.com) 7

8 The volume and value of customers who are spending less The volume and value of lapsed/inactive customers The Role of Marketing and Sales is to: Create and develop a compelling proposition, which is supported by case studies and testimonials. Identify every customer we wish to sell to (suspects). Implement a contact strategy so the decision maker in each suspect knows who we are and exactly what we can do for them. Make regular and sustained contact, using a qualification process to identify those who are in buying mode. Need plus budget equals prospect! Create new customers by closing sales. Reactivate inactive or lapsed customers. Grow sales and market share to appropriate (credit worthy) customers. Or Simply Put Bring new customers into our pyramid Move existing customers up our pyramid Keep existing customers from leaving our pyramid. Points to consider Are we managing our pyramids (company, teams, individuals) really well? Are our pyramids getting bigger and stronger? Do we use the pyramid as a model for demonstrating progress? 8 Copyright 2010 Greg Tunesi (greg@tunesi.com)

HOW TO SUCCEED WITH NEWSPAPER ADVERTISING

HOW TO SUCCEED WITH NEWSPAPER ADVERTISING HOW TO SUCCEED WITH NEWSPAPER ADVERTISING With newspaper advertising, Consistent Advertising = Familiarity = Trust = Customers. People won t buy from you until they trust you! That trust and confidence

More information

Buying and Setting up a Business with a Post Office A Guide

Buying and Setting up a Business with a Post Office A Guide Buying and Setting up a Business with a Post Office A Guide NOTE: The information in this document is not intended as an exhaustive list of all the information you require in order to set up a business

More information

Sources of finance (Or where can we get money from?)

Sources of finance (Or where can we get money from?) Sources of finance (Or where can we get money from?) Why do we need finance? 1. Setting up a business 2. Need to finance our day-to-day activities 3. Expansion 4. Research into new products 5. Special

More information

Do you wish you could attract plenty of clients, so you never have to sell again?

Do you wish you could attract plenty of clients, so you never have to sell again? The 9 Secrets to Signing up Clients Without Selling Do you wish you could attract plenty of clients, so you never have to sell again? Imagine having an endless supply of great clients who approach you

More information

100 Ways To Improve Your Sales Success. Some Great Tips To Boost Your Sales

100 Ways To Improve Your Sales Success. Some Great Tips To Boost Your Sales 100 Ways To Improve Your Sales Success Some Great Tips To Boost Your Sales 100 Ways To Improve Your Sales Success By Sean Mcpheat, Managing Director Of The Sales Training Consultancy What makes a successful

More information

CFABS1 Identify needs and suppliers for your business

CFABS1 Identify needs and suppliers for your business Overview Buying the equipment, tools and materials that you need at the right price, time and quality affects the profitability of your business. This section looks at your need for: 1. equipment 2. utilities

More information

Advertising Strategy Advertising, Design & Creative Aspects of Marketing Communications

Advertising Strategy Advertising, Design & Creative Aspects of Marketing Communications Advertising, Design & Creative Aspects of Marketing Communications Chris Price- International Director, MJD Consultancy If you don t do any advertising/marketing promotions (with good creative) something

More information

Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment

Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment By German Sacristan, X1 Head of Marketing and Customer Experience, UK and author of The Digital & Direct Marketing

More information

A primer in Entrepreneurship. Chapter 4: Writing a Business Plan

A primer in Entrepreneurship. Chapter 4: Writing a Business Plan Chapter 4 Writing a Business Plan Prof. Dr. Institute for Strategy and Business Economics Chapter 4: Writing a Business Plan Table of Contents I. The Business Plan I Presenting the Business Plan to Investors

More information

what is Interactive Content & why it works

what is Interactive Content & why it works what is Interactive Content & why it works About SnapApp SnapApp s content marketing platform gives companies the power to drive engagement, generate leads and increase revenue by easily creating, publishing,

More information

THE SEVEN DEADLY SINS OF B2B TECHNOLOGY PUBLIC RELATIONS

THE SEVEN DEADLY SINS OF B2B TECHNOLOGY PUBLIC RELATIONS THE SEVEN DEADLY SINS OF B2B TECHNOLOGY PUBLIC RELATIONS 7 1 No PR Failing to use PR is the biggest sin of all Since the advent of the internet, buyers are doing things differently. They turn online to

More information

Contracts, agreements and tendering

Contracts, agreements and tendering Contracts, agreements and tendering 1) Introduction This guidance note provides an overview of the types of contracts and other agreements you might need to use in setting up and running a local energy

More information

Corporate Fundraising Pack

Corporate Fundraising Pack Corporate Fundraising Pack Thank you! By opening this Corporate Fundraising Pack for The Gingerbread Centre you have taken the first step to creating a future for vulnerable families in Staffordshire.

More information

The Tagoras Collection

The Tagoras Collection The Tagoras Collection Three Tips for Selling More E-learning written by Jeff Cobb published by Tagoras www.tagoras.com info@tagoras.com 800.867.2046 I ve worked for and run companies that sell online

More information

THE 10 MOST POWERFUL CHANGES THAT WILL INCREASE SALES IN YOUR COMPANY IMMEDIATELY!

THE 10 MOST POWERFUL CHANGES THAT WILL INCREASE SALES IN YOUR COMPANY IMMEDIATELY! THE 10 MOST POWERFUL CHANGES THAT WILL INCREASE SALES IN YOUR COMPANY IMMEDIATELY! LEADS X CONVERSIONS = SALES Most companies put all their efforts into generating more leads to generate more sales. In

More information

How to write a strong fundraising appeal

How to write a strong fundraising appeal How to write a strong fundraising appeal Introduction The aim of these notes is to give you some clear and practical ideas of how to put together a strong fundraising pack - with particular reference to

More information

How to generate better leads that your sales team can close. Written By: Victoria Dyke

How to generate better leads that your sales team can close. Written By: Victoria Dyke How to generate better leads that your sales team can close Written By: Victoria Dyke Introduction It isn t uncommon for companies to rely on their sales teams to call for leads, however the days of making

More information

Skills Knowledge Energy Time People and decide how to use themto accomplish your objectives.

Skills Knowledge Energy Time People and decide how to use themto accomplish your objectives. Chapter 8 Selling With a Strategy Strategy Defined A strategy is a to assemble your resources Skills Knowledge Energy Time People and decide how to use themto accomplish your objectives. In selling, an

More information

Personal skills and your career plan

Personal skills and your career plan Unit 14: Career development. 142 Personal skills and your career plan Even from an early stage in your career, it is useful to have thought about your career plan. Having a clear idea about the direction

More information

Introduction. We hope you find this series helpful and look forward to learning from each other. Let's get data inspired!

Introduction. We hope you find this series helpful and look forward to learning from each other. Let's get data inspired! Introduction Our customers often ask us to share our thoughts on marketing best practices. We may be a little biased, but we believe great marketing starts with great data, which is why we created the

More information

How To Prepare A Business Plan That Gets Results

How To Prepare A Business Plan That Gets Results Contact Information: www.nebs.ca 1 800 461 7572 WHITE PAPER How To Prepare A Business Plan That Gets Results Writing A Good Business Plan Could Make Or Break Your Business Success A Good Business Plan

More information

Developing and Delivering a Winning Investor Presentation

Developing and Delivering a Winning Investor Presentation ENTREPRENEUR WORKBOOKS Business Planning and Financing Management Series Building Block 4 Developing and Delivering a Winning Investor Presentation MaRS Discovery District, December 2009 See Terms and

More information

Home HOW TO BUY A WITH A LOW DOWN PAYMENT 3 % A consumer s guide to owning a home with less than three percent down. or less

Home HOW TO BUY A WITH A LOW DOWN PAYMENT 3 % A consumer s guide to owning a home with less than three percent down. or less A consumer s guide to owning a home with less than three percent down. 3 % WITH A LOW DOWN PAYMENT or less HOW TO BUY A Home If you re dreaming of buying a home, congratulations. You re in good company!

More information

A fresh look at equity release

A fresh look at equity release For financial adviser use only. Not approved for use with customers. A fresh look at equity release How you could add an extra dimension to your business How you could add an extra dimension to your business

More information

CHAPTER 8. Preapproach and Telephone Techniques

CHAPTER 8. Preapproach and Telephone Techniques CHAPTER 8 Preapproach and Telephone Techniques Learning Objectives: Recognize the importance of the preapproach in the sales cycle. Learn the objectives of the preapproach and the planning needed to make

More information

Creating a Successful Marketing Strategy

Creating a Successful Marketing Strategy Creating a Successful Marketing Strategy While referrals are great, and will always be part of growing a business, many who have relied on referrals exclusively in the past have more recently needed to

More information

Why Your Local Business Needs a Website

Why Your Local Business Needs a Website Why Your Local Business Needs a Website Let's face it; times have changed and the way people look for new products and services has changed. Think about it when was the last time you picked up a phone

More information

5.1. Relationship Marketing Via the Internet. The Ability To Target People. Cost Effective Database

5.1. Relationship Marketing Via the Internet. The Ability To Target People. Cost Effective Database Previous Menu 5.1 Technology Series Relationship Marketing Via the Internet FOCUS Key considerations in using the internet for relationship marketing. By Rodger Stotz, CPIM, Maritz Inc., and Bruce Bolger,

More information

Grooming Your Business for Sale

Grooming Your Business for Sale PRIVATE COMPANIES Grooming Your Business for Sale Plan for the Future but Be Prepared for the Unexpected KPMG ENTERPRISE 2 Grooming Your Business for Sale Grooming Your Business for Sale Plan for the Future

More information

The Power of Relationships

The Power of Relationships The Power of Relationships How to build long-lasting customer relationships to help you do more business 2014 Copyright Constant Contact, Inc. 14-3931 v1.0 Helping Small Business Do More Business When

More information

5 STEPS TO Identifying Your Profitable Target Audience PUBLISHED BY

5 STEPS TO Identifying Your Profitable Target Audience PUBLISHED BY 5 STEPS TO Identifying Your Profitable Target Audience PUBLISHED BY You know that profiling your target audience is the best business practice... BUT WHY? Even children try to identify the right audience

More information

i2isales Training Solution - Sales Management

i2isales Training Solution - Sales Management Please note: This document has been created due to requests from some of our customers for an off the shelf solution. It represents a very basic outline of the type of offering(s) we provide - and should

More information

How to Measure a Loyalty Programme s Return on Investment. Managing information and transactions securely

How to Measure a Loyalty Programme s Return on Investment. Managing information and transactions securely How to Measure a Loyalty Programme s Return on Investment Managing information and transactions securely Introduction Successful programmes have longevity because the overall benefits clearly justify the

More information

How to answer the most common interview questions

How to answer the most common interview questions How to answer the most common interview questions Why should we hire you? Out of all the interview questions you ll be asked, Why should we hire you? provides perhaps the biggest opportunity to sell yourself.

More information

HOW TO USE MARKETING AND SALES ANALYTICS TO DRIVE RETURN ON INVESTMENT

HOW TO USE MARKETING AND SALES ANALYTICS TO DRIVE RETURN ON INVESTMENT HOW TO USE MARKETING AND SALES ANALYTICS TO DRIVE RETURN ON INVESTMENT INTRODUCTION Marketing and sales analytics are vital to any inbound marketing strategy, as they arm businesses with significant decision-making

More information

Social Engagement: Beyond Social Selling

Social Engagement: Beyond Social Selling Social Engagement: Beyond Social Selling Joe Galvin Volume 3, Edition 24 Strategic Decision Sales professionals who embrace social selling are seeing a performance advantage over those who do not. The

More information

In danger of giving estate agents a good name... LANDLORD BROCHURE. www.henryroseestateagents.co.uk

In danger of giving estate agents a good name... LANDLORD BROCHURE. www.henryroseestateagents.co.uk In danger of giving estate agents a good name... LANDLORD BROCHURE www.henryroseestateagents.co.uk Confidence What do prospective landlords want when they are looking for someone to manage the letting

More information

PLANNING TO SELL YOUR HOME?

PLANNING TO SELL YOUR HOME? PLANNING TO SELL YOUR HOME? Your Checklist to Get Started By Belinda Litster Chez B Property Stylist www.chezb.com.au TABLE OF CONTENTS Let s Emotionally Disconnect... 3 Be Objective... 4 Staging to the

More information

Preparing A Business Ready For Sale

Preparing A Business Ready For Sale Preparing A Business Ready For Sale Because A Business That s Ready For Sale Is Well Worth Keeping! Facilitator Workbook Presented by John E Denton FOR 1 Agenda Outline Why prepare a business ready for

More information

Library Marketing Plan Workbook

Library Marketing Plan Workbook Library Marketing Plan Workbook Why Marketing? Information professionals must understand that it is essential to actively market their services. Library marketing is critical for any information professional

More information

Scope Of Services At Dataflurry Prospectus

Scope Of Services At Dataflurry Prospectus ------------- Scope Of Services At Dataflurry Prospectus Prospective Client Overview Overview Of Services Offered By Dataflurry To Increase Targeted Search Engine Traffic Overview Of Methodologies Used

More information

Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step...

Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... Contents Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... 27 Introduction Your goal is to generate leads that you can

More information

Data Functionality in Marketing

Data Functionality in Marketing Data Functionality in Marketing By German Sacristan, X1 Head of Marketing and Customer Experience, UK and author of The Digital & Direct Marketing Goose Data is not a new thing. Successful businesses have

More information

Business Plan. Name, Business Name, Business Address. Name ... Business Name. Business Address

Business Plan. Name, Business Name, Business Address. Name ... Business Name. Business Address Business Plan Name Name, Business Name, Business Address Business Name.... Business Address..... 1 Business Details Owner(s)/Partner(s) or Director(s) names: Legal status: (Sole Trader, Partnership, Limited

More information

FIELD GUIDE TO LEAN EXPERIMENTS

FIELD GUIDE TO LEAN EXPERIMENTS FIELD GUIDE TO LEAN EXPERIMENTS LEAN ENTERPRISE ACCELERATOR PROGRAM HOW TO USE THIS GUIDE This guide is designed to be used in conjunction with the Experiment Map posters. If you have not done so already,

More information

User s Guide The Sales Strategy Fundamentals. Center For Advantage TM

User s Guide The Sales Strategy Fundamentals. Center For Advantage TM User s Guide The Sales Strategy Fundamentals Center For Advantage TM Table of Contents Introduction Card Set Description Card Use Sales Managers Sales Training Introduction What are The Sales Strategy

More information

B2B MARKETING Overview Tactics Strategies

B2B MARKETING Overview Tactics Strategies Product2Market B2B MARKETING Overview Tactics Strategies @ProductToMarket B2B Marketing Overview Tactics and Strategies By Anthony E. Byrne Anthony is CEO and co-founder of Product2Market, a leading European

More information

SALES & SALES MANAGEMENT TRAINING

SALES & SALES MANAGEMENT TRAINING SALES & SALES MANAGEMENT TRAINING Sales are the key to setting up and running a successful business. However, it is not sufficient just to have a passion for your particular product or service. You will

More information

Dealing with your endowment mortgage shortfall

Dealing with your endowment mortgage shortfall Dealing with your endowment mortgage shortfall The options available Things to consider Helping you stay on track The Money Advice Service is independent and set up by government to help people make the

More information

Running a successful golf club

Running a successful golf club Running a successful golf club Issue 1 Membership and Customer Relationship Management (CRM): Why profiling is key to retention An ebook by NFS Technology Group www.nfs- hospitality.com How to run a successful

More information

Drastically New Ways To Retarget

Drastically New Ways To Retarget Drastically New Ways To Retarget TABLE OF CONTENTS INTRODUCTION.... 01 BURN PIXELS.... 02 SOCIAL MEDIA RETARGETING.... 03 SEGMENTATION + CREATIVITIY.... 04-05 FREQUENCY CAPS.... 06 A/B TESTING.... 07 USE

More information

www.mpint.dk The Road to Success

www.mpint.dk The Road to Success www.mpint.dk The Road to Success 1 2 The Road to Success Content Welcome to Management Partners International. The road to success is open to all companies but only the best reach the top. From time to

More information

Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum

Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum Sales & Development Curriculum Account Development Strategies Always, Sometimes and Never How do you maintain, protect and GROW your accounts? In this course, we ll give you tools, tactics and processes

More information

Where's Gone? LEAD GENERATION PRINTABLE WORKBOOK

Where's Gone? LEAD GENERATION PRINTABLE WORKBOOK Have you ever stopped to think why you are in business? Good question, isn t it? But before we take a closer look at this, spend a few moments now thinking about what you believe your reasons to be. Jot

More information

Succeeding in a Challenging Environment

Succeeding in a Challenging Environment Succeeding in a Challenging Environment Sales Strategies and Tactics Scott A. Inks, Ph.D. Director, H.H. Gregg Center for Professional Selling Associate Professor of Marketing Ball State University Agenda

More information

General Certificate of Secondary Education January 2013. Business Studies. (Specification 4133) Unit 1: Setting up a Business.

General Certificate of Secondary Education January 2013. Business Studies. (Specification 4133) Unit 1: Setting up a Business. General Certificate of Secondary Education January 2013 Business Studies 413001 (Specification 4133) Unit 1: Setting up a Business Mark Scheme Mark schemes are prepared by the Principal Examiner and considered,

More information

Driving Outstanding Post-Implementation Performance with Optimisation Services Transform Your Business With Salmon Ecommerce Services

Driving Outstanding Post-Implementation Performance with Optimisation Services Transform Your Business With Salmon Ecommerce Services Driving Outstanding Post-Implementation Performance with Optimisation Services Transform Your Business With Salmon Ecommerce Services www.salmon.com 1 DRIVING OUTSTANDING ECOMMERCE PERFORMANCE Over 25

More information

Two Hour Business Plan Client Workbook

Two Hour Business Plan Client Workbook Two Hour Business Plan Client Workbook The key to the success of any business is to have goals and a plan that outlines how you are going to achieve those goals. You then need to regularly track the performance

More information

Best in Class Referral Programs

Best in Class Referral Programs Take your business to the next level Best in Class Referral Programs Lower cost per sale, Higher Retention, Increased Profits Free Sales and Marketing Audit Call 410-977-7355 Best in Class Customer Referral

More information

Recruitment Pack Next Step!

Recruitment Pack Next Step! Recruitment Pack Next Step! Role: Digital Marketing Specialist Location: Birchwood, Warrington Salary: 33,600-42,000 per annum Contract term: Permanent Closing date for applications: Friday 3 July 2015

More information

B2B Marketing. A Seven Step Guide to Launching New Propositions through your Sales Force

B2B Marketing. A Seven Step Guide to Launching New Propositions through your Sales Force B2B Marketing A Seven Step Guide to Launching New Propositions through your Sales Force Are your sales and marketing teams working in harmony during new product launches? Or is it a time for blame and

More information

SAMPLE BUSINESS PLAN TEMPLATE <<COMPANY LOGO>> <<COMPANY NAME>> BUSINESS PLAN. <<Prepared by: >> <<Date>>

SAMPLE BUSINESS PLAN TEMPLATE <<COMPANY LOGO>> <<COMPANY NAME>> BUSINESS PLAN. <<Prepared by: >> <<Date>> SAMPLE BUSINESS PLAN TEMPLATE BUSINESS PLAN Table of Contents Page Confidentiality Agreement ii 1) Executive Summary 1 2) Company Description

More information

Marketing strategy questionnaire

Marketing strategy questionnaire Marketing strategy questionnaire Prepared by: Date: Purpose Use this template to capture the key information that you need to develop a thorough marketing strategy. Then use the information that you collect,

More information

PRE-PROPOSAL GUIDE: MARKETING CAMPAIGN OR PROGRAM

PRE-PROPOSAL GUIDE: MARKETING CAMPAIGN OR PROGRAM PRE-PROPOSAL GUIDE: MARKETING CAMPAIGN OR PROGRAM 01 02 03 04 05 06 WHY IT MATTERS GETTING STARTED STRATEGY CONCEPT PLAN TYPICAL INVESTMENT AND TIMEFRAME 01. WHY IT MATTERS When you re revamping a marketing

More information

CHAPTER 3 - CUSTOMER RELATIONSHIP MANAGEMENT (CRM)

CHAPTER 3 - CUSTOMER RELATIONSHIP MANAGEMENT (CRM) CHAPTER 3 - CUSTOMER RELATIONSHIP MANAGEMENT (CRM) 3.1 INTRODUCTION The most important purpose of any service orientated organisation is to retain customers. It is critical for any organization to keep

More information

To be used in conjunction with the Invitation to Tender for Consultancy template.

To be used in conjunction with the Invitation to Tender for Consultancy template. GUIDANCE NOTE Tendering for, choosing and managing a consultant Using this guidance This information is not intended to be prescriptive, but for guidance only. Appointing consultants for relatively small

More information

Market Research: 8 Sure-Fire Ways to Make Sure Your Business, Product or Service Idea is Successful from the Start!

Market Research: 8 Sure-Fire Ways to Make Sure Your Business, Product or Service Idea is Successful from the Start! Market Research: 8 Sure-Fire Ways to Make Sure Your Business, Product or Service Idea is Do you have a business, product, or service idea that you want to put to the test? Inside you ll learn how to: Figure

More information

Then a web designer adds their own suggestions of how to fit the brand to the website.

Then a web designer adds their own suggestions of how to fit the brand to the website. Branding Small to Medium-Sized Businesses For small businesses, the idea of branding can start with a desire to present a uniform image to the world. The challenge comes when the brand is created without

More information

Marketing SWOT Analysis Questions STRENGTHS, WEAKNESSES, OPPORTUNITIES & THREATS ANALYSIS

Marketing SWOT Analysis Questions STRENGTHS, WEAKNESSES, OPPORTUNITIES & THREATS ANALYSIS Marketing SWOT Analysis Questions STRENGTHS, WEAKNESSES, OPPORTUNITIES & THREATS ANALYSIS that you need to ask (and answer) to SWOT your way to marketing & business success 1. What is your business? 2.

More information

Key Steps to a Management Skills Audit

Key Steps to a Management Skills Audit Key Steps to a Management Skills Audit COPYRIGHT NOTICE PPA Consulting Pty Ltd (ACN 079 090 547) 2005-2013 You may only use this document for your own personal use or the internal use of your employer.

More information

Britepaper. How to grow your business through events 10 easy steps

Britepaper. How to grow your business through events 10 easy steps Britepaper How to grow your business through events 10 easy steps 1 How to grow your business through events 10 easy steps As a small and growing business, hosting events on a regular basis is a great

More information

A Guide to Marketing Automation

A Guide to Marketing Automation A Guide to Marketing Automation How Has B2B Marketing Changed? B2B marketing has undergone a significant shift in recent years. Buyers are able to take more control of the buying process by undertaking

More information

CEDIA WHITE PAPER. Inbound Marketing 2014 CEDIA

CEDIA WHITE PAPER. Inbound Marketing 2014 CEDIA CEDIA WHITE PAPER Inbound Marketing 2014 CEDIA INTRODUCTION Surveys and testimonies of CEDIA Electronic Systems Contractor (ESC) Members show that the majority of ESC companies don t have a marketing/

More information

Environment Sustainability and Highways

Environment Sustainability and Highways Job Title: Marketing Intelligence Officer Job Grade: Band 4 Directorate: Environment Sustainability and Highways Job Reference Number: P01851 The Role The Marketing Intelligence Officer will: Devise intelligence

More information

SUCCESSFUL DENTAL PRACTICES

SUCCESSFUL DENTAL PRACTICES SUCCESSFUL DENTAL PRACTICES 9 Key Strategies of Profitable Practices (844) 433-3328 2013 Copyright Multivariable Solutions. All rights reserved. This material may not be reproduced, displayed, modified

More information

How To Make Money From Your Desktop Virtualisation

How To Make Money From Your Desktop Virtualisation Shaping the future of end user services Desktop Virtualisation Seize opportunities before others see them Remember the not-too-distant past?» Traditional thin client systems struggled to gain wide acceptance,

More information

Are you getting the best deal from your Accountant?

Are you getting the best deal from your Accountant? Are you getting the best deal from your Accountant? Introduction It s human nature to want the best deal. Whether you are buying a mobile phone, going for a meal or paying an accountant, it s good to know

More information

Persuasive. How to Write Persuasive. Social Media Proposals

Persuasive. How to Write Persuasive. Social Media Proposals Persuasive Social Media Proposals How to Write Persuasive Social Media Proposals How to Write Persuasive Social Media Proposals! You got started in social media because you wanted to connect with people

More information

INTERVIEW QUESTIONS & TECHNIQUES Collected by MBA Dept

INTERVIEW QUESTIONS & TECHNIQUES Collected by MBA Dept INTERVIEW QUESTIONS & TECHNIQUES Collected by MBA Dept General Advice Before you go for your interview you need to find out everything you can about the company. Reread your application/cv/covering letter,

More information

A Guide to Social Media Marketing for Contractors

A Guide to Social Media Marketing for Contractors A Guide to Social Media Marketing for Contractors Belynda Holt Pinto, Director of Operations Mike Holt Enterprises The way companies market their services is in transition, and keeping up with those changes

More information

HOW OUTSOURCING CAN WORK FOR YOUR BUSINESS

HOW OUTSOURCING CAN WORK FOR YOUR BUSINESS HOW OUTSOURCING CAN WORK FOR YOUR BUSINESS WITH THE RIGHT OUTSOURCE PARTNER, OUTSOURCING CAN GROW YOUR COMPANY IN KEY AREAS. IT IS AN OPPORTUNITY TO CAPITALISE ON YOUR STRENGTHS AND TO FIND WAYS TO WORK

More information

Strategic Choices and Key Success Factors for Law Firms June, 2010. Alan Hodgart

Strategic Choices and Key Success Factors for Law Firms June, 2010. Alan Hodgart Strategic Choices and Key Success Factors for Law Firms June, 2010 Alan Hodgart The Association of Danish Law Firms 1 Huron Consulting Group Inc. All rights reserved. Huron is a management consulting firm

More information

UNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH

UNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH UNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH CONTENTS 1 INTRODUCTION Page 3 2 COMPETITIVE PROPOSITION Page 4 3 USER PROFILING/AUDIENCE DNA Page 9 ENSURE YOUR BRAND HAS A CLEAR, COMPELLING

More information

A guide to help you make the most of Your Choice. Employee Guide

A guide to help you make the most of Your Choice. Employee Guide A guide to help you make the most of Your Choice Employee Guide This guide is to help you understand a bit more about Your Choice. This is the total package of benefits that you may be eligible for as

More information

Senior Account Manager

Senior Account Manager Senior Account Manager Tomorrow s Company has an exciting opportunity for a Senior Account Manager to be part of delivering programmes of outstanding quality to a range of prominent clients. Role: Location:

More information

Market Research Methodology

Market Research Methodology Market Research Methodology JANUARY 12, 2008 MARKET RESEARCH ANALYST Market Research Basics Market research is the process of systematic gathering, recording and analyzing of data about customers, competitors

More information

Name a Puppy change a life

Name a Puppy change a life Name a Puppy change a life Name a Puppy A name is the first gift that a guide dog puppy receives and is a chance for you to become part of their life-changing story. Why we need your help The guide dog

More information

COMMUNICATING B2B SERIES. Bb 2 I N S I G H T ISSUE 3. What are the best lead generation techniques? www.kompass.co.uk

COMMUNICATING B2B SERIES. Bb 2 I N S I G H T ISSUE 3. What are the best lead generation techniques? www.kompass.co.uk Bb 2 ISSUE 3 What are the best lead generation techniques? The number of lead generation techniques available in the B2B marketers toolbox is continually increasing, but which methods are still generating

More information

Investors in People First Assessment Report

Investors in People First Assessment Report Investors in People First Assessment Report K.H.Construction Cambridge Assessor: Lesley E Ling On-site Date/s: 3 rd September 2008. Recognition Date: Contents 1. Introduction Page 2 2. Assessment and Client

More information

Financial Accountant (Ref:276) Role information pack

Financial Accountant (Ref:276) Role information pack Financial Accountant (Ref:276) Role information pack At Swanswell, we believe that everyone deserves the chance to change and to be happy. We help them to remove the things that stand in their way, whether

More information

Smart marketing for small businesses»

Smart marketing for small businesses» Smart marketing for small businesses» 2 Contents» Welcome 04 05 Small businesses: thriving in 2016 06 07 Building relationships with existing customers 08 09 Acquiring new customers 10 11 Using multichannel

More information

USEFUL TERMS Crowdfunding getfunding.com.au Rewards Keep It All Campaigns All or Nothing Campaigns

USEFUL TERMS Crowdfunding getfunding.com.au Rewards Keep It All Campaigns All or Nothing Campaigns This guide is based on years of experience assisting people to raise funding and attract funding opportunities to projects. We have assisted individuals, small and medium size businesses, inventors, and

More information

Q: What rights do students have to ensure the ethical integrity of their own work?

Q: What rights do students have to ensure the ethical integrity of their own work? HSC: All My Own Work Scholarship Principles and Practices Q: What are the key principles of ethical scholarship? The key principles of ethical scholarship include: being honest about the source of information

More information

Internet Leads: Managing and Responding

Internet Leads: Managing and Responding The Internet is playing a greater role than ever for consumers. Consumers have come to realize they can obtain information Quickly Efficiently Easily Affordably on the Internet According to NAR: One-third

More information

White Paper. Leads are precious, treat them like gold

White Paper. Leads are precious, treat them like gold White Paper Leads are precious, treat them like gold 2 It s essential to get the most from the leads your business receives - - - your marketing and advertising dollars are being spent to create them,

More information

STEPS TO COLLECTING AMAZING CUSTOMER FEEDBACK. a publication of

STEPS TO COLLECTING AMAZING CUSTOMER FEEDBACK. a publication of 5 STEPS TO COLLECTING AMAZING CUSTOMER FEEDBACK a publication of Contents INTRODUCTION....1 STEP 1: SET GOALS...2 STEP 2: CHOOSE A SOLUTION...3 STEP 3: PUT IT EVERYWHERE...5 STEP 4: RESPOND IN A TIMELY

More information

Build Your Business Through Better Marketing. Presented by ASI Distributor Services

Build Your Business Through Better Marketing. Presented by ASI Distributor Services Build Your Business Through Better Marketing Presented by ASI Distributor Services www.asicentral.com/marketing Build your brand A brand is the emotional connection between a customer and the company,

More information

Please give us a call toll-free at (888) 238-0952 or visit our website at EasySBA.com for more information on our aggressive loan programs.

Please give us a call toll-free at (888) 238-0952 or visit our website at EasySBA.com for more information on our aggressive loan programs. February 9, 2015 Dear Intermediary, Diamond Financial would like to thank you for considering us in your future business acquisition financing opportunities. Business Intermediaries are our #1 source of

More information

Market Research. Market Research: Part II: How To Get Started With Market Research For Your Organization. What is Market Research?

Market Research. Market Research: Part II: How To Get Started With Market Research For Your Organization. What is Market Research? Market Research: Part II: How To Get Started With Market Research For Your Organization Written by: Kristina McMillan, Sr. Project Manager, SalesRamp Scope: This white paper discusses market research on

More information