4-Profit Denver Workshop- Sales & Marketing Enablement

Platinum Sponsor Gold Sponsors

April 8, 2023

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Old School

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Gasp!

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Last place?

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Ginger Clay

April 8, 2023

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“the Year of the Marketer”

…but why?

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What’s changed?Who cares?So, what now?

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What is happening during the buying process that is causing the sales person to be viewed as the least important person in the buying-decision process?

What are some of the changes you have recently experienced in how customers interact with you?

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3new trends

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Trend 1 Buyers are more educated

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Trend 2 Buyers want to try it before they invest

Freemium Offers

Trial Purchase Money Back

Guarantees

Micro sales

April 8, 2023

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RISK SHIFT

"there is going to be a lot less money 100% committed upfront in these deals and lot more microsales (small GM purchases) over time as we move to consumption based pricing model."

--Todd Hewlin, co-author of Consumption Economics

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What does the “risk shift”mean to your current selling model?

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Trend 3 Buying process is no longer linear

SALE!

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What’s the problem?

1. The traditional role of sales is quickly changing. A new need and role for marketing/inside sales is emerging.

2. Sales is from Venus. Marketing is from Mars.

3. They are unaligned and you need to figure out how to fix it.

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#1: Sales and Marketing don’t work together

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On Different Teams

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#2: They just don’t get along

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Rowing in Different Directions

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How should it work?

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#3: Sales & Marketing are Misaligned

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--Gartner

Organizations large and small are following the lead of Amazon.com to make smarter use of customer

data to predict behavior, drive sales, and deepen relationships.

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Rowing in the Same Direction

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What’s YOUR role?

CEOCFOSalesMarketing

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How can your marketing people help accelerate sales and foster relevant relationships before and after the sale?

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Recap

1. Customer are self-directing their buying journey independently of sales

2. The sales model is changing3. The need for marketing is increasing4. You won’t succeed on yesterday’s

model5. Marketing is tied to the success of

your sales team

April 8, 2023

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“There are no shortcuts in evolution.”--Louis Brandeis

April 8, 2023

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“It’s no longer just about doing the deal and all about developing strong

relationships that go beyond great products, great service and great design.”

--British Author & Leadership Visionary, Richard Barrett

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What will you do different?

What is the one most important thing you

are going to do differently from what

you have learned today?