Marketing And Sales - Happily Ever After - Presentation

Marketing & Sales…happily ever after

Presented by:

Debra Pearlman, CEO

DP Sales Pro877-DP-Pro-11

845-649-2727

www.DPSalesPro.com

www.dpsalespro.comDP Sales Pro – 877-DP-Pro-11

Marketing:

Marketing the American heritage® dictionary.

(Noun).

1. The act or process of buying and selling in a market.

2. The commercial functions involved in transferring goods from producer to consumer.


Sales:

Sales the American heritage® dictionary.

1. The exchange of goods or services for an amount of money.

2. An instance of selling.

3. An opportunity for selling or being sold; demand.

Marketing Professionals Focus On:

1. Branding

2. Promotion

3. Lead Generation

4. Customer Loyalty

5. THE NUMBERS!

Sales Professionals Focus On:

1. Prospecting

2. Qualifying

3. Negotiating

4. Customer Loyalty

5. THE NUMBERS!


Professional Salesperson Profile

Analyzer - Friend - Closer

Marketing must know how their sales people sell to ensure successful execution…

The Sales Personas…

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Analyzer:

Uses reasoning (and a pencil)

Succeeds by drawing on his/her own experience & knowledge (uses product knowledge to draw conclusions)


What an Analyzer needs:

Useful, factual information – i.e. case studies; spec sheets; reference lists; etc. Proof.



Proof of product and/or service best features – gathered through market research; industry or consumer test reports.

Testimonials



Timely and accurate responses to their customer’s questions.

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Friend:

Relationship builder – outgoing, friendly.

May be light on substance and product knowledge – but customers will buy from them anyway! (They are so darn likeable and cute.)

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What a Friend needs:

Clear, simple and detailed materials that explain your product or service – i.e. printed computer presentation, flip charts, etc.



Should be paired with an Analyzer when making presentations (they compliment each other).



A big expense account (pre-approved) for entertaining clients.


The Closer:

Independent Decision maker Competitive Abrasive Driven and self-motivated Success oriented


What a Closer needs:

Money Set targets for stretch with big payoffs Appreciation for his drive Sales contests and other motivators Opportunities to win


Sales: Perception of Marketing

“Marketing is pushing too hard for this product/feature. It’s not what the customers want.”



“They advertised a product/sale and didn’t tell us about it.”



“They keep giving us more work just so they can boost their own numbers.”



“They have no idea what it’s like to do this job.”


Marketing: Perception of Sales

“Salespeople are pushy and aggressive. Really more like cavemen.”



“The sales team doesn’t understand that this is a great product that will help their customers.”



“So what, they got another list… At least they have leads now.”



“Stop whining, what is the big deal?”

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The Key:


Organizations need both functions, not just co-existing, but working side-by-side in a team effort….

The Reality:


Marketing opens the door and turns the cold call warm.

Sales walks through that door to close the deal.

The Reality:


Thank You!

For More Info, contact us at [email protected]

Documents

Marketing And Sales - Happily Ever After - Presentation