sales and marketing continuum
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![Page 1: Sales And Marketing Continuum](https://reader033.vdocument.in/reader033/viewer/2022061208/54875492b47959190d8b53bf/html5/thumbnails/1.jpg)
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This is the sales and marketing continuum
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At this end is the Customer / Prospect
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At this end Research and Marketplace positioning
This is also where the profit /ROI is delivered
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This is where Tactical Activities take Place
Most Marketing Agencies work in this space because:• It is easy to win business • There is a lot of business• The projects are small and sign off is easy• Quick turn around times• High profile
However:• Tactical work alone provides little ROI• Competition for the work is huge• Supplier loyalty is low • Constantly re-inventing the wheel• Delivers little long term client value
£
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This is where planning and Strategic Activities take place
Most agencies don’t/can’t/won’t work in this space because:
• They don’t really have the skills, resources or experience• Projects are long term and you can’t bluff your way through it• Clients find it hard to justify the cost because it’s not as visible as the tactical work• The ROI for everyone takes longer to appear
However:• Here is where the real marketing work happens• This is where long term relationships pay off • All tactical projects run from this point • There are few companies who can REALLY do it• This is where real ROI starts for everyone
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Tactical Activities
Strategic Activities
If marketing is going to work long term and deliver real ROI;activities at this end….
…need to be driven by planning and work at this end
£
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Getting the balance wrong means a lot of effort and expense at this end
and means little or no ROI at this end
THIS IS WHAT MOST COMPANIES DO TODAY
AND IS ALLTHAT MOST AGENCIESCAN OFFER
![Page 9: Sales And Marketing Continuum](https://reader033.vdocument.in/reader033/viewer/2022061208/54875492b47959190d8b53bf/html5/thumbnails/9.jpg)
But……….
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We see the World a little differently……
We used to be one of these.
And our business survives on our ability to know how to generatesome of this
So we understand the issues and drivesand the challenges and changes.
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So our business looks just like our clients’
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We look just like our clients
![Page 13: Sales And Marketing Continuum](https://reader033.vdocument.in/reader033/viewer/2022061208/54875492b47959190d8b53bf/html5/thumbnails/13.jpg)
Neither us nor our clients “look” much like a marketing “agency”
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We also understand our clients’ products and services
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And the markets in which they operate
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We have genuine experience and expertise at both endsof the continuum……..
And we can demonstrate it
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Which means we can work with our clients at the planning andStrategic level
And then help them implement the Tactical activities
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Here at the Strategy end we:
• We have a body of experts in our Strategic Directors & Think Smart Group• And have formed partnerships with key industry Analysts to ratify and validate each of our approaches.
Verdict Research – Retail Sector
Bloor Research – IT Sector
Enders Analysis – Telco and Media Sectors
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Here at the Tactical end we:
• Agree an integrated Marketing Plan• Deliver campaigns which generate qualified leads and opportunities• Provide fully managed service• Deliver full analysis
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And we pass ROI, profit and intelligenceback to the “business”.
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There are a number of stages along this continuum
1 2 3 4 5
……..and they’re all interlinked
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They break out into these areas
2 3 4 5
Research and Planning
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They break out into these areas
3 4 5
Strategy
1
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They break out into these areas
4 5
Messaging
1 2
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They break out into these areas
5
Communications
1 2 3
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They break out into these areas
Sales
1 2 3 4
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We work with our clients across all areas…..
1 2 3 4 5
….so that we can deliver real value to them
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www.thinksmartmarketing.co.ukwww.thinksmartgroup.com
01525 288828