Bridging the Gap: Sales and Marketing Stacy Falconer, Dion Label Printing Bob Scherer, Scherer Sales Solutions

Today’s Focus It’s all about the Sales Funnel –Bob Scherer Bridging the Gap –Stacy Falconer

Goals Value of selling to qualified leads Understand your “ideal” customer Method for qualifying leads Increase sales Build relationships

Bob Scherer, Scherer Sales Solutions It Is About The Funnel!!!

5 Profitable Hiring At Dscoop7

6 The First 90 Days At Dscoop8

7 Assuming you have right people Assuming people are trained properly

A One Two Punch …. Marketing and Sales 9

The number one reason for sales failure is not being involved with prospects when they want to buy! The Number One Problem

The Secret “Sauce” 11

FACT!!! Each New Account Requires TWO Sales –Sale # 1 Sell An Appointment –Sale # 2 Sell The Relationship/Deal Must Be Sequential Each Sale Requires 6-10 Touches There Is No Luck Involved 12

Warm Leads Customer

It Is About The Funnel!!! First Meetings Info Phase Decision Point Close Customer Gain Interest by Selling Value Prospects Overload Multiple Touches Trust Timing

Sales Growth Formula 15 First MeetingsClosing Ratio$ALES = +

Sales Growth Formula 16 First MeetingsClosing Ratio$ALES Volume = +

Sales Growth Formula 17 First MeetingsClosing Ratio$ALES Volume = +

Sales Growth Formula 18 First MeetingsClosing Ratio$ALES Volume = +

Sales Growth Formula 19 First MeetingsClosing Ratio$ALES Volume = + It’s About First Meetings

First Meetings – The Missing Metric How Many In Calendar? How Many Needed? Who Sets Up? Competition? Conversion %? Source? 20

E-Telemarketing Cures… Lack Of First Meetings –Sales Team Does Not Prospect –Time –DNA –Desire –Low R.O.E. Poor/No Follow Up –Tools –Attitude –Environment 21

Cost Of Prospecting Avg. Cost Per Dial $5.10 Cost Per Connection $ Hours Dialing/Meeting Tele-Broadcasting Saves >60%! $300-$400/Sales Ready Lead Not Selling Lost Opportunity Dollars 22

Key To Long Term Success More Touches The More They “Get” Value The More They Trust You Stay in Touch More Likely To Be There At Right Time 23

The Process Eight HTML s Complaint Database E-Telemarketing Biz Video Web Site Visitor ID Regular Reports Lead Nurturing Coaching 24

Does Anyone Open Their s No One Opens All s But All Of Us Open Some Open Based On Subject Line Don’t Need To Sell All Just Those With Interest … NOW! 25

Let’s Look At The Numbers 5,000 Compliant Contacts Eight Mailings Monthly –40,000 Touches Assume 1/10 Of 1% –Equals 40 Sales Ready Leads/Mo. Assume 2% –800 Visitors –Visitor ID 26

System “Secret Sauce” Prospect Scoring No Open - Ok Track Opens & Clicks –Prospect Behavior Repeated Opens Better Several E Mails Opened Open & Forward Great! Call Hot Prospects –CCG Team –Your Team 27

Will This Work For You???? Cost Of Non Contested Deals Complete Worksheet Fifteen Minutes 28

Sales Growth Formula 29 First MeetingsClosing Ratio$ALES Volume = + It’s About First Meetings

Bridging the Gap Stacy Falconer, Dion Label Printing

The Funnel Quality More Sales Ideal Customers Better Relationships Sustainable Success

The Gap: What is it?

Reasons for the Gap -Target audience not clear -Sales team on their own to find leads -Where are they getting leads? -What are they using to prospect?

Good News The gap does not need to exist! Marketing can help build the bridge

My Strategy Work Smarter Not Harder!

The Strategy Step 1: Who Step 2: How Step 3: Identify the “Good Eggs” Steps 4 to ∞: Engage

What is a lead? A person or entity that purchases products or services your company offers

Main Take Away

Step 1: Who is your best customer What are your capabilities? Who is your ideal client? –Size –Location –Market

Step 1: Pareto Principle 80/20 Rule –80% of sales from 20% of customers

Step 1: Superconsumer vs. Heavy User Packaged goods markets Superconsumer- Purchases multiple products –Ideal Heavy- Purchases large volume of few products – Who will be impacted? Business operations Customers

Step 2: Invest in Yourself The best lead is the one that contacts you –Interested in your product offerings –Want to be contacted

Step 2: Invest in Yourself Website Specific Web Pages RFQ Forms Quick Contact Blog Social Media

Step 2: Invest Your Time Tradeshows Publications Social events

Step 2: You don’t need to spend $$ Free or Limited –Organization listings –Exhibitor listings –LinkedIn –Customer referrals –Networking

Step 3: The Good Eggs “So much time, and so little to do! Strike that, reverse it.” - Willy Wonka

Step 3: Classify How did they find you? Where did they find you? Rate –Opportunity –Location SIC Code

Step 3: Assign Who is best to handle the lead? Assign to a sales rep

Step 3: Into the funnel! More Sales Ideal Customers Better Relationships Sustainable Success

Steps 4- ∞: Engage Prospects Website Focused newsletters Success stories Testimonials Social Media –Facebook –Twitter –Pinterest –LinkedIn Direct Mail Tradeshows Publications

Learn What to Say Dscoop Session: Integrated Marketing and Targeted Messaging –Stacy Falconer and Nick Devine Saturday, March 8 th 9:00 am – 10:15 am Naples

Contact Information Bob Scherer Scherer Sales Solutions P: E: Stacy Falconer Dion Label Printing P: E:

Thank you! 53 PLEASE COMPLETE FEEDBACK SURVEY

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