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How to
Grow Your Business Using a Planned Process
Corporate Strategy, Sales
and Marketing Management Best Practices and Benchmark
Seminar
This two-day, dynamic and
interactive seminar is designed for senior management
teams seeking to grow their business. Attendees include
CEO's, Presidents, VP's of Sales, VP's of Marketing and
Business Development Managers of small to medium-sized
businesses.
Course Outline
SALES
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Why prospects buy
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Reasons why most firms
are missing their revenue pro formas and the correct
techniques to deploy now to change your success
outcome
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How to hire the right
sales management team to lead your sales staff
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The best method to
calculate an accurate sales forecast
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How to calculate and
evaluate lost sales analysis to manage and
accelerate sales productivity of individual sales
account managers and sales territories
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How to sell products and
services to senior management teams of Fortune 1000
companies and presidents of small firms quickly
using speed selling techniques
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How to hire the right
salespeople to match your current sales model and
increase their sales success
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How to set up a sales
forecast and sales pipeline management system that's
easy to track and administer
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How to convert your firm
from a horizontal sales group to a vertical selling
powerhouse
MARKETING
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Why most web sites do
not generate sales leads and how to dramatically
change your conversion rate of unique web site
visitors into sales prospects
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How to use B2B email to
generate qualified sales leads at a low cost
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Why most "Relationship
Marketing" methods fail and how to use
"Transactional Marketing" methods to increase
revenue
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How Pay-Per-Click
marketing can help launch your B2B company and its
products and services instantly
Simple ways to evaluate your press relations program
to determine its effectiveness
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How to launch
business-to-business seminars to attract qualified
C-level prospects
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How to increase sales to
existing customers
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How to reduce your
marketing costs and increase sales
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How to manage marketing
more profitably
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How to develop a "value
forward" marketing program
STRATEGY
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How to develop market
gap analysis programs to identify your market and
services demand factor and discover new business
niches to attack
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How to evaluate and
increase the productivity of your salespeople based
on their sales penetration capabilities not just
their sales quota attainment
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How select, deploy and
maximize strategic partnerships
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Tactical elements of a
strategy plan and how to use its information to help
your sales and marketing teams
How to deploy market gap analysis for new sales
markets, manage existing markets and make senior
management decisions immediately
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Why most firms fail when
they use branding or their company name and how to
reposition your firm to grow based on the deployment
of branding best practices
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How to integrate sales,
marketing, strategy and strategic alliances into one
outbound sales program
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How to create a CEO
Business Development Growth Scorecard to manage your
sales and marketing departments more effectively
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How to create a 60-day
action plan to launch, monitor and implement your
sales, strategy, and marketing programs to
immediately increase your revenue opportunities
Additionally, on Day 1 there
will be breakout sessions from 7 until 9 pm which allow
you to work as an individual or separate groups
developing your sales value proposition for your company
or creating a market gap analysis.
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