how to revamp your sales and marketing - your revenue engine - for 2012
DESCRIPTION
An overview of a comprehensive approach to developing a smooth, reliable revenue engine - comprised of an impactful marketing engine in the front, and a sales pipeline in the back end.TRANSCRIPT
Expertise . Quality . Results
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YOUR AUDIENCE
YOUR MESSAGE
SALES – Squeezing dollars out of that interaction.
MARKETING – getting your message to your audience. That’s it!
“REVENUE+” PLAN
› Develop a detailed, reliable revenue plan based on best
practices
› Drive stakeholder buy-in
› Define resource allocation, timelines, success metrics
› Develop an execution blueprint
AUDIENCE DEFINITION
› KYC – Know Your Customer
› TAP – Target Account Plan
› Audience segmentation and tracking “breadcrumbs” from TAP
› TAC – Target Account Contacts
HIGH-RELEVANCY CONTENT
› Content that speaks to each customer’s precise need / pain
› Replace generic message with audience-specific message
› Message must speak to business need, business value proposition
and ROI
DIGITAL COMMUNICATION
› Full-suite approach to digital marketing
› Full-cycle program design, development, implementation, follow-through, and reporting
› Primary measure of success is response-rates
HUMAN-TO-HUMAN CONTACT
› TeleServices for personal outreach
› Program respondent follow-through
› Data and List Improvement
› Marketing surveys
› Event recruitment
› Promotions and offers
SALES QUALIFICATION
› Full BANT qualification prior to hand-off as Qualified Sales
Opportunities
› Highly experienced and seasoned enterprise sales executives
› Rapid escalation of forecastable sales revenue
THE REVENUE ENGINE ‘BACKBONE’
› Develop a sales and marketing process unique to your business
› Develop critical metrics for the revenue engine
› Optimization via detailed and accurate analytics
› Maximize your investments in your CRM / Marketing Automation systems
CONTENT DEVELOPMENT & DISTRIBUTION
Content audit, strategy and development program that enables
› High-impact, highly-relevant messages
› Efficient and effective content distribution mechanisms
LOCATIONS
AWARDS
Best Places to work in the Bay Area -
2009Best Overall
Company o the Year – 2008, 2009, 2011
NORTHBOUND
In business since 1996
480 employees, all in the United States
ABOUT US
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