sales and marketing tool box - a flackventures example

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Sales and Marketing Tool Box

A FlackVentures Process Example


Marketing Tool Kit


Simplified Marketing Process

• Research Potential Clients• Client Planning• Reviewing Clients


Researching Potential Clients

• Identifying and Selecting Potential Clients– There are four levels that will help to identify target clients and to decide

where best to invest marketing efforts – Partners, People, Process, and Public.

• Making Contact– Introductory letters to get the client’s attention before a Call.

• Gaining Access– Select an approach that is most appropriate for the executive under

consideration– Plan your approach– Create the message(s) you want to get across

• Initializing Relationships– To listen, you must get the other person to talk.


Client Planning

• Mission Setting• Evaluating Sales Campaign

– The Situation Snapshot will help you evaluate the current status of a sales campaign to determine where attention is most urgently required.

– Creates a very useful way of discussing the progress and next activities of a sales campaign with the rest of your sales team, your sales management and even with friends within the client.


Reviewing Clients

• Reviewing and Planning– Appreciate where you are now with this client, and if your plan is to take

the client from A to B. A will be described in the information you have acquired.

– Assess how the client regards your company. • Resource Commitment

– Determine what type of assistance you need to achieve your client plan. • Client Satisfaction Surveys

– Determine the satisfaction of the clients and use this information to achieve client plans.

• Capitalizing on Relationships– The ideal basis of your relationship will not necessarily be a highly

valued personal and business relationship. It is more important that you understand where the relationship is, and how you as a team can effectively deal with this.


Sales Tool Kit


Simplified Sales Process

• Qualification Stage• Selection Stage• Closure Stage

– Major transition points divide the three stages of Qualification, Selection and Closure.

– The transitions are generally identified by a reduction in communication between the buyers and the sellers.


Qualification Stage

• Selling Side– Fact Finding– Qualifying– Defining

• Buying Side– Exploring Interest– Checking Viability– Justifying


Selection Stage

• Selling Side– Verifying– Proposing

• Buying Side– Comparing– Selecting


Closure Stage

• Selling Side– Confirming– Agreeing– Contract Closing

• Buying Side– Accepting– Negotiating– Contract Finalizing


ClosureSelectionQualification

Selling Side Process Flow

FactFinding Qualifying Defining Verifying Proposing Confirming Agreeing Contract

Closing

FlackVentures

You


Selling Side Lifecycle

FactFinding

FactFinding

Contract Closing

Contract Closing

AgreeingAgreeing

ConfirmingConfirming

ProposingProposing

VerifyingVerifying

DefiningDefining

QualifyingQualifying

YouYou


Buying Side Lifecycle

ClosureSelectionQualification

ExploringInterest

CheckingValidity Justifying Comparing Selecting Accepting Negotiating Contract

Finalizing

FlackVentures

Your Client


Buying Side Lifecycle

ExploringInterest

ExploringInterest

Contract Finalizing

Contract Finalizing

NegotiatingNegotiating

AcceptingAccepting

SelectingSelecting

ComparingComparing

JustifyingJustifying

CheckingValidity

CheckingValidity

YourClient

YourClient

sales and marketing tool box - a flackventures example

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buying stagesbuyers

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