CS:: Marketing Strategy & Sales Services
As the landscape has changed for manufacturing related companies, it has become even more important to plan for and execute key marketing and sales strategies. Changes affecting your company have come from many directions recently, including changes in customer power, out-sourcing to low cost countries, commoditization of many products, and more aggressive competitors. To win and succeed in today’s economy company leaders need to think more strategically about how their products and services are positioned in the marketplace, how their company and products are branded, how they use market intelligence to plan for the future and how they execute their sales processes to continually grow their top-lines. MAGNET helps companies innovate through planning and execution of their marketing strategies and sales management tactics. We start with helping companies objectively understand where they are today and where they need to be in the future. We help companies develop practical marketing strategies based on their current performance. Strategic opportunities for achieving sales growth include analyzing one or more of the following:
Once these marketing strategies are determined, we help companies examine their existing sales processes and determine how they can be improved and better aligned to achieve sales growth targets. Execution of marketing and sales strategies is our primary theme. MAGNET clients report, on average, an economic impact on their businesses of 14:1 when comparing the results of a Strategic Marketing And Sales engagement consulting project to the costs of the project. Marketing StrategyNormally there are two steps in this process: analysis of existing customers and markets, and planning for marketing strategies to generate sales growth. MAGNET will help you develop a customized sustainable two-step process. One that you can use in the future to continually fine-tune your marketing strategies. An example of the outcome from this process could be the need to improve how your company is branded or recognized in the marketplace. Another outcome could be the need to develop improved marketing materials or a more effective website. MAGNET can work with you on executing all of these tasks. Market Research & Competitive IntelligenceMarket research is a critical step in developing an effective marketing strategy. MAGNET will help you understand market trends that impact your business and where growth opportunities and challenges are in existing or new markets. MAGNET can also help you evaluate your competitors in a systematic manner that will lead to a better understanding of your company’s competitive advantage in the marketplace. Sales ManagementMAGNET’s 6-D sales execution process is designed to help companies evaluate their existing sales processes and develop a plan to improve them. We help companies generate better results with their existing people and then develop a plan to manage sales better and to sustain results. Our consultants can help with managing sales meetings and even serving in a temporary sales management capacity. Information Technology Services: Our Results Tell The StoryClient # 1: Precision Screen Printer Situation: The company needed help evaluating their opportunities for sales growth and then a plan to better manage their sales processes. One major driver was that single key customer represented over 80% of their total sales. This represented a major risk to the company’s long- term survival. The company’s owners decided that they needed outside help to address this challenge. They called on MAGNET because of their past experience in working with MAGNET to achieve ISO 9001 certification. Result: The company developed a plan to diversify its customer base in existing and new markets. MAGNET worked with the company’s management and sales teams to identify opportunities for improving the efficiency of their sales processes. As a result, the sales team members were able to reduce administrative time and increase the time spent prospective customers and building stronger relationships with their current customers. Developed the capacity for continually identifying new sales opportunities and the ability to execute needed tactics by the sales team. Client # 2: Designer & Fabricator of Cold Formed Tubular Steel ProductsSituation: The company had excellent quality products and a very Lean production environment. However, sales had been flat for several years influenced mostly by dependence on one primary customer. For many years, the company had relied on an outside sales firm. Result: MAGNET helped the company’s managers gain a better understanding of the company’s competitive advantage. MAGNET also worked with the managers to identify new markets for growth opportunities. The managers were also assisted in developing a plan to generate and follow-up on qualified sales leads. The company is now working on a plan to manage sales internally. Developed a plan to diversify sales, identify target markets and generate qualified leads. For more information, contact our inside sales department: Top ^ |
