Episode B.022 Marketing & Sales Internal Objectives

Introduction
This week we continue our focus on the post pandemic re-opening of business. Other than dealing with customer and employee fears, there is nothing different or special about today's show except urgency. Unlike other expansions at the end of a contraction, this was not a structural - it was imposed. Normally a contraction (recession) is a result of over supply and decreasing demand awaiting a unplanned event to prick the bubble. In this case the demand still exists with diminished supply and we have sufficient information to predict the beginning of an expansion. The purpose of IBGR programming this month is to prepare the entrepreneur for the turnaround. it will require acting with urgency over the next 4 months.
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Show Objectives
What Do You Need to Achieve in the Marketing & Sales Process?

We are at the point where no additional information is need, it is the time to review, summarize, and discuss what it means for you and how to apply. The following lists are based on our best practices, what we have seen in other businesses, and working with our customers.

What You Need to Know
Marketing Objectives

1. Market Research to Identify Markets & Target population
2. Known by the Target Population (Perfect Customers)
3. Part of Perfect Customer's Buying Decisions
4. Consistent and Focused Publishing Schedule
5. Steady Stream of Qualified Leads

Sales Objectives

1. Marketing & Sales Platform
2. Stepped Sales Funnel
3. Appropriate Sales Model
4. Process for Increasing Close Ratio's and Decreasing Time to Close
5. Creating Effective Sales Scripts

What You Need to Do

1. Learn How to Use Search Engines & News Services
2. Research and Select a Market Research Partner
3. Build Accurate Buying Persona's
4. Automate Reachout & Response Tools
5. Provide Product & Service Training for Salesforce
6. Develop and Use Sales Scripts

Next Show: Episode B.023 People Internal Objectives