Smart Sales and Marketing Services

Below is the foundation and premise for how we achieve sales growth results of 30%, 50% or 100% or more for our clients. Following that is our list of strategy, sales and marketing services that when some or all are combined, produce extraordinary results.

	Hire an Architect.  Advice from marketing guru Seth Godin Architects don't manufacture nails, assemble windows or chop down trees. Instead, they take existing components and assemble them in interesting and important ways. It used to be that if you wanted to build an organization, you had to be prepared to do a lot of manufacturing and assembly--of something. My first internet company had 60 or 70 people at its peak... and today, you could run the same organization with six people. The rest? They were busy building an infrastructure that now exists. Restaurants used to be built by chefs. Now, more than ever, they're built by impresarios who know how to tie together real estate, promotion, service and chefs into a package that consumers want to buy. The difficult part isn't installing the stove, the difficult (and scarce) part is telling a story. I'm talking about intentionally building a structure and a strategy and a position, not focusing your energy on the mechanics, because mechanics alone are insufficient. Just as you can't build a class A office building with nothing but a skilled carpenter, you can't build a business for the ages that merely puts widgets into boxes. My friend Jerry calls these people “corporate chiropractors.” They don't do surgery; they realign and recognize what's out of place. Organizational architects know how to find suppliers, use the cloud (of people, of data, of resources), identify freelancers, tie together disparate resources and weave them into a business that scales. You either need to become one or hire one. The organizations that matter are busy being run by people who figure out what to do next.

The Results Multiplier©

Whether you have a large, a small or even NO sales team—every company sells. Time to leverage your selling forces. No matter the structure and key drivers of your company… your marketing, promotional and sales efforts produce more when they are “connected” and working well together. How connected are yours? Ask yourself these questions:

The Results Multiplier© Layering and Leveraging to Grow Results

You don’t have to be GREAT at everything to boost results. At SSM we help company owners and leaders “connect the dots” in up to 22 areas of your marketing and sales engines to boost productivity at the key steps in your process.

We identify sales leaks that need to be fixed and we zero-in on your strengths and best opportunities to leverage greater success. Even small improvements at several steps will multiply your results.

Sometimes we multiply just 2 - 3 areas by 30%, 50% or 100% -- and it’s all the growth you can handle.  If you improve by just 5% or more at six key steps, you’ll produce an exponential jump in your business. The overall increase in Gross Revenue per year is +26%.

Example of Results Multiplier© Growth: If you improve by just 5% or more at six key steps, you’ll produce an exponential jump in your business.

	Rate of Improvement
1.	Right Targets Focus	+5%	+10%	+20%
2.	Right Message – Competitive Advantage	+5%	+10%	+20%
3.	# Better Qualified/Educated Leads	+5%	+10%	+20%
4.	# Presentations or Quotes	+5%	+10%	+20%
5.	# Closed Sales	+5%	+10%	+20%
6.	Avg Sale	+5%	+10%	+20%
	Overall Increase in Gross Revenue/Yr	+26%	+54%	+164%

Links in the Sales Chain

The “sales chain” always breaks at its weakest link.  Each key step in your marketing-to-sales process is a critical link connecting to the next link in your sales chain. So you need strong, effective links throughout your entire marketing-to-sales process in order to attract leads and close sales effectively.

AREA – STRATEGY / GAME PLAN / FOUNDATION SERVICES DESCRIPTION 1. Initial Business Assessment and Competitor SWOT –  MARKETING & SALES MATERIALS – Assess company website and marketing & sales materials for accurate targeting, value proposition power and go-to-market message effectiveness COMPETITOR SWOT – Assess up to Top 3 competitors’ strengths, weaknesses, opportunities & comparisons; outline the Competitive Advantages of all  OPPORTUNITIES TO LEVERAGE GROWTH – Identify your best opportunities to leverage more sales and profitable growth. ROI evaluation included. 2. Discovery Process to Create Your Sales Blueprint ------- Developing a Strategic Sales & Marketing Game Plan DISCOVERY PROCESS TO BUILD YOUR SALES BLUEPRINT & STRATEGIC SALES GAME PLAN – This process focuses on building a Sales Blueprint… a sales & marketing game plan built for effective execution. We meet with your team for 1 day to extract and use the best growth ideas. The purpose is to “glue together” more productive marketing and sales results by leveraging your existing assets and adding new activities geared to maximize sales growth. You’ll gain clarity on what’s working, what’s not and identifies the best opportunities to improve and grow. This highly interactive process captures company, marketing, sales, customer and competition info from the key players in your company. Pre-fact finding homework includes customer & competitor surveys, competitor assessments, staff interviews or industry source data gathering and completing an extensive Questionnaire by all key contributors prior to the meeting. A written SWOT Summary (game plan) clearly identifies your greatest opportunities for growth and prioritizes them for action. You record and transcribe the meeting notes. When, if ever, has this been done with your key player team to get them contributing, agreeing, and bought-in to a focused game plan based on better strategy? TARGET BUYER PROFILE & SEGMENTING – Target buyer profile & segments defined: Focus on ideal clients; List of all sources; Define average client value of segments; Customer for Life valuations COMPETITIVE STRATEGY & POSITIONING – Determine your best competitive strategy to create a unique competitive advantage position; provides you the best position to outperform competition 3. Client Surveys CLIENT SURVEYS/INTERVIEWS – If you listen carefully to your clients they will tell you exactly how to sell more. We interview 4-6 of your clients (including the good, the bad and the ugly) to get their feedback on what they like, don’t like, opportunities to improve, perception of your company and competitors in their words.

2) BUSINESS DRIVER: MARKETING ENGINE

RIGHT MESSAGE – RIGHT MARKETS – RIGHT MEDIA

• Your Marketing Engine: Your marketing MUST be MESSAGE-driven. Create more selling opportunities by crafting your right Markets, right Message and right Media plan into a high payoff formula with systems, processes and tools that produce more and better qualified leads.
•  Your company should have a consistent, effective way to attract leads, build your prospect lists, describe your unique competitive advantages, engage and educate your prospects, qualify and gather needs assessment and do more to create your desired number of sales opportunities.
•  Your Marketing Message MUST leverage your competitive advantage… “Why should your prospects choose to do business with you vs. every other option available to them?”  Is your marketing producing the amount of qualified leads you need? Learn more about The Results Multiplier© marketing drivers that create a consistent flow of qualified leads.
  

3) BUSINESS DRIVER: SELLING ENGINE

The successful Marketing-to-Sales Chain is driven by KNOW ⇒ LIKE ⇒ TRUST. Selling is the transfer of trust. How well does your Selling Engine build trust from the prospect? Do you have the key steps and the necessary focus, skills and tools to win business at a high rate?