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sales Prevailment

 
Sales Prevailment

The world of marketing and sales have changed. The roles that were given to us decades ago no longer work. Now more than ever, marketing and sales need to work as a single unit. Objectives need to align - Processes need to be integrated.  Organizations that accept the change will flourish - those that don't will become irrelevant.

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WHAT IS SALES PREVAILMENT?

Sales Prevailment encompasses the new normal that must exist between marketing and sales. It includes and expands beyond sales enablement, sales and marketing alignment, smarketing, and inbound sales. It is a seamless process that has sales involved at the earliest stages helping to define who the targeted personas are and what content needs to be created to address their pain points, interests, and concerns. Marketing becomes the architect of creating marketing and sales collateral and ensuring that both marketing and sales workflows match the right persona, the buyer's journey, and interest.

Sales Prevailment

Collaboration Stage

In the collaboration stage, we help marketing and sales become partners in success. This process brings together the knowledge and experience both sides have to offer.  We utilize a process that spans the divide, establishes engagement, and provides collateral recommendations that will allow your sales department to achieve optimal results when contacting prospective clients. This will include:

  • Identifying the targeted personas 
  • Determining what creatives will be used to help move the personas through the buyer's journey
  • Determining where and how to deliver the creatives to the personas
  • Mutually agreeing upon goals and key performance indicators (KPIs)
  • Mutually accepting criteria and thresholds for marketing qualified leads (MQLs), sales qualified leads (SQLs), sales accepted leads (SALs), opportunities, and customers
  • Mutually accepting the process for lead management and notifications
  • Regularly monitoring and sharing reporting of goals and KPIs
  • Regularly having inter-team discussions of activities, challenges, and solutions
  • Cross-training on sales and marketing tools
  • Regularly having updates on best practices and new approaches

 Inbound Sales Stage

Sales lives and dies by prospecting and often can't wait for leads to be naturally nurtured.  Sales will never stop reaching out to prospects when the inbound nurtured leads are enough. Marketing & sales need to join forces to help optimize the sales efforts; however, unlike old legacy "cold-calling,"  marketing works to help identify the best prospects and establish personalized workflows, presentations, and contact points.  

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Client Retention/Upsells

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Customers are just another stage in the buyer's journey

As the age old saying goes, you do business with people you trust. As trust increases, commitment tends to grow. We have developed a relationship marketing strategy that builds this trust and makes your client more that just another sale.  

Prevail Marketing can implement a program that provides ongoing client based nurturing, making client's feel wanted and special by sharing tips, ideas, and information that would be uniquely relevant to a client. This is not just product related information, it transcends that by providing information that ensconce you as a trusted advisor. This program includes

  • Monthly client focused email marketing non-sales campaigns that share valuable news, articles, and information.  
  • Quarterly client-only webinars or events that bring third party guests and influencers who are respected by the client community.  

Anticipatory Service

Anticipatory service is a proactive approach to customer service. Instead of waiting for a problem to occur, we can eliminate them before they ever happen.

To achieve customer retention, a proactive dialogue must be established with customers. To ensure that you are exceeding client expectations, Prevail Marketing takes their pulse through a process of surveys and interviews.  We can identify a potential problem (or an opportunity) long before it becomes a client leaving event.

Becoming your customers’ trusted advisor builds a relationship that leads to dependency. Your customers will trust you, rely on you to give the best advice, and recognize you as an integral part of their business success.

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"If opportunity doesn’t knock, build a door.” - Berle
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