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How will Sales and Marketing Planning help you?
- Are you satisfied with the effectiveness of your sales and marketing efforts?
- Is your sales force equipped with the right sales tools to meet their targets?
- Are you acquiring new clients?
- How integrated are your sales plan, your marketing plan, your operations plans
and your financial plans?
- Are your planning and executing your sales effort on your key target clients
in a consistent manner?
If you are facing any of these issues, a Sales and Marketing Plan will bring you
the answers.
Mezzanine’s Sales and Marketing Planning is designed for executives who want to
improve the effectiveness of their sales and marketing activities. Successful
businesses today engage in accurate, tailored and integrated sales and marketing
planning. It is essential for companies to have a thorough understanding of
their products and services, their buyers, sales channels and processes in order
to clearly focus their efforts and optimize their resource allocation.
Our Approach
Sales and Marketing Planning involves four stages:
Stage One:
Conduct an internal analysis to identify major pain points in Sales and
Marketing. Identify the current sales and marketing processes and results.
Establish the specific objectives of the project.
Stage Two:
Conduct thorough secondary research to profile the market and segments being
served, and of the key target clients.
Stage Three:
With the market profile completed, we then conduct tailored interviews with any
or all of the following groups: Buyers, Distributors, Category Managers,
Agencies, Industry experts and others.
These interviews allow us to identify the key success factors, strengths and
weaknesses of the sales and marketing processes, in particular value
proposition, positioning, salesperson performance, services to customers,
communication, responsiveness and others.
Stage Four:
We analyze and synthesize all information to provide you with accurate, relevant
and practical recommendations on how to target your sales and marketing
activities to fulfill the needs of specific buyers in specific markets. We
outline appropriate sales processes based on the buying cycles in particular
markets. We also provide direction and guidelines on implementing changes needed
to orient the sales team around lucrative market opportunities.
Benefits to Clients:
Sales and Marketing Planning gives you a better understanding of your customers
and prospects, and what is necessary to sell to them. It helps you improve
salespersons’ performance, implement effective messaging, adapt to channel
preferences and key client characteristics, and to reach your sales and
marketing objectives. |
