1. SMB Marketing and Sales Optimization

2. Account-Based Marketing & Sales
MARKETING AND SALES OPTIMIZATION
Account-Based Marketing & Sales
OUR PROCESS:
B2B account focused
Proactive, modular, and data-driven
Layers best practices/technologies over existing methods
Combines your expertise with expert guidance/support
Transitions the organization from a “farming” enterprise approach to a “hunting” enterprise approach
The result … a consistent/sustainable pipeline
PROJEX IMC | October 2018

3. MARKETING AND SALES OPTIMIZATION
The PROJEX Consulting Process can reduce project costs, complexity and cycle times by 30% – 50% vs. legacy consulting methods
500+
Tools and templates …
3,000+
Best practices/KPIs …
5,000+
Industry segments …
1,000,000+
Businesses …
24,000,000+
Individual contacts
PROJEX IMC | October 2018

4. Account-Based Marketing & Sales Frameworks
MARKETING AND SALES OPTIMIZATION
Account-Based Marketing & Sales Frameworks
MARKETING MANAGEMENT
Product Management
Digital Marketing
Demand Generation
SALES MANAGEMENT
Sales Enablement
Customer Engagement
Sales Rep Performance
ACCOUNT
Lifetime Value
Continually generate leads
Qualify leads and pass to sales team
Convert qualified leads to genuine opportunities
Convert opportunities to orders
Maximize lifetime value
PROJEX IMC | October 2018

5. The “Hunting” Enterprise
MARKETING AND SALES OPTIMIZATION
The “Hunting” Enterprise
Product Management
Digital Marketing
Demand Generation
Sales Enablement
Customer Engagement
Sales Rep Performance
SALES REP RESPONSIBILITY
ENTERPRISE RESPONSIBILITIES
PROJEX IMC | October 2018

6. Marketing Management Framework
MARKETING AND SALES OPTIMIZATION
Marketing Management Framework
PRODUCT MANAGEMENT
DIGITAL MARKETING
DEMAND GENERATION
Create a high probability rifle shot through the process to targeted market/customers
Create a proactive digital infrastructure for sourcing and developing leads, branding and customer engagement
Create an effective, integrated set of lead generation and qualification tools
PROJEX IMC | October 2018

7. Train, focus and measure pipeline development and bookings
MARKETING AND SALES OPTIMIZATION
Sales Management Framework
SALES ENABLEMENT
CUSTOMER ENGAGEMENT
SALES REP PERFORMANCE
Create integrated set of high impact sales tools and technologies to optimize hit rate
Definitively engage the customer to manage their experience, feedback and retention
Train, focus and measure pipeline development and bookings
PROJEX IMC | October 2018

11. Go-To-Market Roadmap Step-by-step guide Built-in tools and templates
MARKETING AND SALES OPTIMIZATION
Go-To-Market Roadmap
Step-by-step guide
Built-in tools and templates
Structured deliverables
PROJEX IMC | October 2018

12. Sales Cycle Acceleration Roadmap
MARKETING AND SALES OPTIMIZATION
Sales Cycle Acceleration Roadmap
Step-by-step guide
Built-in tools and templates
Structured deliverables
PROJEX IMC | October 2018

13. ProjexTeam™ Technology Platform
MARKETING AND SALES OPTIMIZATION
ProjexTeam™ Technology Platform
Virtual project offices
Roadmap/Framework/Playbook integration
Document management system for team collaboration
Project planning and project activity tracking tools
Learning management system
Rapid deployment
PROJEX IMC | October 2018

14. Talent Solutions Independent consultants
MARKETING AND SALES OPTIMIZATION
Talent Solutions
Independent consultants
Direct one-to-one connection
Simplified sourcing and qualification
Multi-discipline project teams
RFP-based assignments
Resources with appropriate skills/experience levels
Project management services
Department teams
Mid- to long-term engagements
Department-as-a-Service (pay-as-you-go) structure
Supplement internal skills, or use as a force multiplier
PROJEX IMC | October 2018

15. Thank You!