Russell Cummings Strategic Business Development

September 2014

Marketing is a very strategic process

Have covered elements in previous

webinars

Strategy allows you to develop a

Promotional Plan

Should link Marketing, Promotions &

Sales

Networking

Broadcast 1-on-1

There are many ways to do this:

CRM

Spreadsheets

Whiteboard

Key elements: Stages in your Sales Process

Deal Info, Probability %, Est $, Prob $

Track the Prob $ against Income Matrix

Simple Sales Pipeline is on the website

Pipeline Stage Criteria Probability Guidelines

Project Won Successful Project 100%

Proposal Written Proposal

Submitted

30% to 80%

Scoping Actively discussing an

opportunity

5% to 20%

Ideas still a concept No active discussion

with clients

2% to 5%

See resources for a short video and example pipeline

spreadsheet.

Make sure you have a clear

Marketing Strategy

Break it down to an Income Matrix

Create a Promotional Plan

Develop a Sales Pipeline

Russell Cummings

Business Consultant M: +61 414 929 585

W: www.sbdbusiness.com.au E: russell@sbdbusiness.com.au

Thank You