MARKETING & SALES

We help your teams to improve their sales. When developing new products or services we help you to leverage best practices, and to capitalize upon lean startup, agile/scrum, lean six sigma, and rapid-results principles and methodologies that expedite results.

Start by Asking the Right Questions

A big question we ask is what competitive advantage does YOUR company have compared to its competition? And, how is this communicated to the target customers? We find that most companies use marketing content that is filled with meaningless words (e.g., best, superior, quality). These words have minimal impact in a purchasing decision because they are used by everyone.

The key is to find and create an offer that resonates and convinces prospects to purchase. To do this, we help you to define what the market really wants BUT what competitors can’t or won’t do.  This helps you to identify where you can create a competitive advantage for yourself.

There are six key areas and questions where we focus to help you improve sales:

    • Marketing: How can we ensure the business has a distinct competitive advantage?  How can we best market that? What are the most effective venues to reach out to the target prospects?
    • Sales Activities: Do we have the best sales funnel and process? How will we increase and improve our sales activities for each step in the sales process?
    • Improve Conversion Rate: How will we increase the number of prospects who become customers?
    • Increase Transaction Amount: How will we increase the average customer purchase amount?
    • Market Extension: How will we extend the market that we focus on (e.g., geography, new customer segment)?
    • Improved or New Product/Service: How can we best improve or develop new winning products and services?

You can put in the perfect marketing and sales processes and have the best marketing content and fail.

People are the key to your organization’s success. They are also the reasons for failure. We will help you to establish the right kind of accountability and tools that can solidify change, help you meet targets, and reduce people related defective performance, not in some marginal way, but dramatically.

Marketing & Sales in the Online World

The world of marketing is changing.  Over 91% turn to the internet today to learn about a product and services.  It is amazing, how few businesses understand the new online world and effectively capitalize on the potential it offers for them.

Here are areas where we help businesses to succeed in the online world:

  • Lead Magnates
  • Landing Pages
  • Leveraging Online Traffic Sources
  • Webinars
  • Virtual Meetings
  • Online Connections (e.g., LinkedIn)
  • Lead Lists Generation (e.g., data mining, social listening)
  • Email Campaigns & Calls
  • Lead Generation and Qualification Marketing Automation
  • Retargeting - To Boast Visibility and Credility
  • High Traffic Websites
  • Analytics

Please call us to discuss how we can partner with you to improve profits and to create a passionate workplace. Our phone number is 1-801-201-8364.

PRODUCT & SERVICE DEVELOPMENT

Leaders of great organizations create organizations that develop superior products/services that meet or exceed customer needs.

Product/service research (e.g., market research, competitive analysis, customer requirements) is conducted before development begins. A strategy to create a superior differentiated product/service is decided on. The approach to building the voice of the customer into the product/service is specified. A plan is formulated to define how the product/service will be developed, delivered, supported, and customer relationships nurtured.

Additionally, the plan specifies how the organization will effectively promote, market, and launch the product/service.

Leading-edge organizations use  lean startup, scrum, rapid-results, lean six sigma, and quick prototyping, simulations, collaboration tools and other methodologies and tools to support product/service development success.

  • The lean startup methodology emphasizes experimentation instead of elaborate planning, developing a just-in-time features pipeline of requirements, building minimum viable features, and validating that new features actually solve customer problems.
  • Scrum is a subset of Agile Development and is an iterative development approach. Scrum borrows many principles from lean sigma manufacturing and applies them to development.
  • Lean Six Sigma helps to eliminate waste and to improve quality.
  • Rapid-Results is a process that mobilizes teams to achieve results over a rapid time frame.

We help you to leverage the best from these new approaches.  We also help you you to leverage the wisdom of Dr. Robert Cooper’s critical success factors for new product development:

    • Seek Differentiated, Superior Products
    • Up-Front Homework Pays Off
    • Build-in the Voice of the Customer
    • Demand Sharp, Stable, and Early Product Definition
    • Plan and Resource the Market Launch Early in the Game
    • Build tough Go/Kill decision points into your process - a funnel, not a tunnel
    • Organize Around True Cross-Functional Project Teams