Aligning Sales & Marketing Teams · Aligning Sales & Marketing Teams for Better Customer Experience...

WelcomeCX, Marketing and IT Leaders

Aligning Sales & Marketing Teams for Better Customer Experience

Mo BunnelPresident, Bunnel Idea Group

Aligning Sales & Marketing TeamsMo BunnellCEO & Founder, Bunnell Idea Group

bunnellideagroup.com68 ©2018 Bunnell Idea Group | CONFIDENTIAL

SALES MARKETINGPRODUCT/SERVICE

#1

PRODUCT/SERVICE

#n

bunnellideagroup.com

What we hear from product/service leaders…

69 ©2018 Bunnell Idea Group | CONFIDENTIAL

My favorite product/service is awesome–it’s not my fault people aren’t buying more of it.

Marketing doesn’t understand the product/service

offering.quote The salespeople

are taking too long to sell in the marketplace.

I’ve been hearing from clients that

there is a need for this, so why aren’t people buying it?


What we hear from marketing…


My marketing campaigns create engagement so I’m not sure what the problem is, but I know it isn’t me.

quote

quotequote

The data shows people are interested in the

product/service, so our salespeople must not be positioning it correctly. Our salespeople are

only focused on selling the same things

they’ve always sold.

Our organization is not very proactive on building new,

innovative products/services.


What we hear from sales…


My client relationships are strong, but I’m not being supported with the right products/messaging.

Our marketing messages are not

aligned with what our clients are actually

buying. Our marketing collateral is outdated…

there’s a picture of a blackberry in one of

them!

We aren’t getting enough leads through our

marketing channels.


SALES MARKETINGPRODUCT/SERVICE

#1

PRODUCT/SERVICE

#n

The Solution: Conceptually


Create demand for product/service X


The Solution: Step-by-Step



Step 1: Choose where to create demand


Can Drive Profitable Growth

Has Clear Sales &

Marketing Connection

Is a Strategic Priority

Can Be Implemented Well with the Talent We

Have


Step 2: Design the Process Backwards



Insight Selection


Key to success: Does this insight give a credible a-ha?


Asset Development


Key to success: Would this asset grab a prospect’s attention?


1:Many Campaign


Key to success: Do these campaigns cause action?


1:1 Introduction


Key to success: Are our people prepared to lead, not talk?


Give to Get


Easy for you

Adds value to

them

Leads to more

work

Key to success: What is the no-brainer next step after intro?


Meaningful Follow Up


Key to success: How can we orchestrate the vacation effect?

Quality and Quantity


Contract


Key to success: What are the incremental yes’s to ask for?


Step 3: Execute Forwards



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Our Contact InformationBunnell Idea Group, Inc.999 Peachtree Street, NESuite 860Atlanta, GA 30309(404) 260-0772

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Aligning Sales & Marketing Teams · Aligning Sales & Marketing Teams for Better Customer Experience...

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