SalesGen2020: Increasing Your Sales

Presenting

Maximize Your Return on Marketing Investment

Drive incremental revenue.

Reduce expenses.

1FREE Evaluation - Call 651-315-7588 or email salesgen2020@dwsassociates.com

Lead generation should be about quality...

…not quantity.

The name of the game is sales.

Profitable sales.

conversion rates?

retention rates?

average order size?

order frequency?

referrals?

So, how will I increase…

How will I convert more leads into first-time buyers?

First-time buyers into loyal customers?

Loyal customers into brand evangelists?

…with my current resources?

And how will I make all that happen…

Built on Best Practices.

Proven to increase ROMI.

Leverages available resources.

Pays for itself by increasing sales, decreasing expenses.

Based on your mission.

Based on your culture.

Based on your resources.

Practical, relevant solutions.

Conversion Rates: Double and triple-digit increases.

Results include:

Retention Rates: Double and triple-digit increases.

Referrals: Double and triple-digit increases.

Millions of dollars in incremental revenue.

6 Key Components to Success

Unified Sales AND Marketing1Target, Segment and Buyer Personas2

Media, Messages and Offers3

Lead Nurturing5Retain, Refer and Evangelists6

Lead Scoring and Prioritization4

Unified Sales AND Marketing1

“Overall, only 37% of respondents agreed that their sales and marketing organizations were aligned with what their customers want and need.”(2008 Miller Heiman Sales Best Practices Study )

“73% of superior performing organizations share the definition of a qualified lead between sales and marketing.” (Aberdeen Research)

“58% have periodic review of sales and marketing successes and failures.” (Aberdeen Research)

Builds collaboration , communication and trust between sales and marketing.

Develops common goals, shared responsibilities, and stream lines processes.

Target, Segment and Buyer Personas2

"Best In Class sales and marketing organizations are 1.7 times more likely than other organizations to use customer data to develop customer profiles.” (Aberdeen Research)

Uses proven segmentation techniques that provides clearly defined target audiences, segments and ‘buyer personas’.

Gathers and analyzes buyer and market insight that identifies needs, wants, expectations, perceptions, motivations, buying process.

This drives media selection, messages and offers.

Media, Messages and Offers3

“Irrelevant messages, regardless of communication channel will cause buyers to disengage and potentially discontinue the business relationship.” (CMO Council 2009)

“Best In Class sales and marketing organizations outperform others in terms of customer acquisition by a factor of 43 - and by a factor of 10.5 when it comes to retention.” (Aberdeen Group)

Uses market insight to select and test media, as well as messages and offers.

Capture, analyze modify and improve campaign performance.

Utilizes marketing mix modeling to examine the outcomes of previous campaigns and quantify the most effective activities for each possible offer and the likely sales impact for each type of media for use in future campaigns.

Utilizes triggers to automatically deliver targeted offers, messages and customer service treatments to customers on an individual basis at the most optimal point in time, based on predefined events.

Lead Scoring and Prioritization4

“Best in Class sales and marketing organizations are 80% more likely than their peers to use lead scoring and prioritization techniques or technologies.” (Aberdeen Research)

“Following improvements in lead, content and proposal management, close rates could be expected to increase, on average, by approximately 5% to 20% per salesperson.” (Gartner Group)

Uses data analytics to effectively score and prioritize leads.

Develops processes for handing highly qualified buyers with immediate needs directly to sales .

Lead Nurturing5

“Sales typically disqualifies 70% of leads – and 80% of those leads go on to buy within 24 months.” (Sirius Decisions)

“Successful nurturing campaigns can increase conversion rates by 150% to 300%.” (Sirius Decisions)

Position your business as a thought leader.

Provides relevant, personalized content is delivered in a variety of formats that appeal to buyers.

Retain, Refer and Evangelists6

“…a 5% improvement in customer retention can cause an increase in profitability between 25% and 85%.” (Fred Reichheld, author of The Loyalty Effect)

Engages buyers in an ongoing dialogue so retention increases.

Develops processes to win-back buyers exhibiting at-risk behaviors.

Develops simple, effective processes that drive larger quantities of high quality referrals.

Builds stronger customer loyalty and create evangelists that drive profitable revenue and higher life-time value.

About DWS AssociatesSince 1982, DWS Associates has helped clients in a variety of industries increase sales by improving sales and marketing performance.

A solid foundation in direct marketing, database management, business intelligence and analytics drives our lead generation, lead management and nurturing, customer relationship management, offer optimization, retention and referral efforts.

The bottom-line is that our work consistently delivers highly profitable results. And our fee is always a small percentage of the results we produce for our clients.

To learn exactly how DWS Associates and SalesGen 2020 can help your organization generate profitable sales, call 651-315-7588 today.

651-315-7588salesgen2020@dwsassociates.comwww.dwsassociates.com

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