Post on 02-Jul-2015
description
22/10/2014 1Copyright
by Philippe Szombat
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Radio Sonore
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Feature
Advantage
Benefit
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100 € 2,000 €800 €
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From a « marketing only » approach
to a well-sync’d sales/marketing approach
No testimonial (video)
No contract
No price list (per hour)
No adapted price – product(/service) – place – promotion
No Value Proposal
No good knowledge of the prospects
Good knowledge of the prospects/clients
Value Proposal
Adapted price – product – place – promotion
Price list
Contracts
Testimonials (video)
Marketing
Sales
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MARKETING
R&D
SALES
SALES
R&D
MARKETING
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Product 2 billions in R&D
Sales comes back with info from
the field
Price too high vs competition
The marketing responsible don’t
move and is arrogant
2 years after : end of product
#dead
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SaaSVery few contacts with the prospects
Price 40$/ hour => 320$ / day
3,000 web visits per month
No DB
No testimonial
Visibility in Belgium
No SALE
Fill-in the form + « Service »
Every prospect contacted
Price 1,800$ per day (packaged)
3,000 leads in 2 years
DB
Plenty of Testimonials
Visibility internationally
Lots of SALES
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Marketing
Sales
Continuous
AdaptationsR&D
Sales to go ASAP to visit their prospects + check the Value (proposition)
Listen and understand your prospects and your clients. Then only, you will
understand your market
Marketing and Sales need to meet often + LISTEN to each other:
exchange knowledge, debating stats/trends vs field
Marketing is not valid if you are sitting in front of a computer
Marketing needs to go with the sales on field
Be flexible and reactive : Sales / Marketing / R&D
Schedule the evolution enough in advance, do not execute too fast
Sales people are your treasure, listen to them and support them (they
want to make money)
Invest in top sales people (you may wrongly doubt your whole strategy)
Sales and Marketing need to act as a real Team
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