Tips & Tactics

Fire Up Staff at Your Next Meeting: Have BizLogx — CustomerCentric Selling® Experts — Address Your Group

In addition to our workshops on the CustomerCentric Selling® sales process, BizLogx is invited to speak at professional associations, such as the AMA and Sales & Marketing Executives International (SMEI). Now, we've pulled together some timely information to create great topics for your next sales, marketing or executive meeting.

1. Integrating Sales & Marketing
In many organizations, sales and marketing efforts are disjointed despite the common mission to achieve top line revenues. If results aren't achieved, finger pointing begins. We find sales and marketing face the following challenges:

• There is no defined working relationship between them.
• Marketing is the back end of product development, not the front end of buying cycles.
• Although sales has not codified selling, marketing is somehow expected to support them.
• Positioning offerings during sales calls is abdicated by default to each sales person.

This presentation will give the audience a framework to define the relationship between sales and marketing.

2. Optimizing CRM
There is more CRM “shelf-ware” than any other enterprise software application. Many organizations have tried to implement CRM despite the following obstacles:

• Lack of a standard sales process to automate.
• Difficulty customizing the application to fit specific needs.
• Flawed input — the opinions of salespeople about the outcomes of sales calls.
• Limited benefit, yet high disruption for salespeople resulting in low compliance and adoption

This presentation will give the audience some practical steps to making CRM work in their environment.

3. Avoiding the Chasm with Sales Ready Messaging®
How does new technology typically come to market? A better mousetrap is invented, “guru” endorsements are sought, white papers are written, trade shows are attended and “sales” start happening.

Those early successes are often orders from innovators and early adopters. The early market buyers are able to form their own vision of how to use the new technology and buy vs. being sold.

Once you exhaust early market buyers, companies hit the “Chasm” (as defined by Geoffrey Moore). Now they have to figure out how to sell their offering to people who don't know they need it and don't know how they would or could use it. That is where the real selling takes place.

This presentation will show the audience how to create messaging for their Mainstream Markets to accelerate market penetration.

We encourage you to tap into knowledge base to deliver these topics at your sales, marketing or executive meetings. Our clients have successfully applied these concepts to accelerate brand awareness, product launches, learning curves, customer connections, and, ultimately, revenue generation.

If you have an interest in any of the above topics, or if you have suggestions for related topics, please contact us for more information.

Published by Bizlogx, LLC.
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