PETER_STROHKORB_CONSULTING 7 Mistakes 2016
-
Upload
peter-strohkorb-maicd -
Category
Documents
-
view
194 -
download
0
Transcript of PETER_STROHKORB_CONSULTING 7 Mistakes 2016
![Page 1: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/1.jpg)
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
7 Common Mistakes in Sales / Marketing Alignment & Collaboration
by Peter Strohkorb, CEO, Speaker, Author, Coach
![Page 2: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/2.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
• >15 years in senior B2B Sales and Marketing roles
• CEO , offices in Sydney and in Atlanta, USA
• Business Coach & Executive Mentor
• Creator of the OneTEAM Method for closer Collaboration, Sales+Marketing
• International Business Speaker
• Executive MBA Guest Lecturer at the Sydney Business School
• Board Director x 2 NFP Industry Bodies
• Family, soccer, tennis, cooking, fine wine, entertaining
Peter
STROHKORB
![Page 3: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/3.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
3
Named Global Top 5
Collaboration Expert
By Selling Power Magazine (USA)
![Page 4: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/4.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
4
Collaboration solves problems. Lack of collaboration creates problems.
![Page 5: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/5.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
5
Sales blames Marketing
Marketing blames Sales
![Page 6: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/6.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
Excessive cost on the business
Unattractive
work
environment
Loss of revenue
![Page 7: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/7.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
A Quick Poll… 7
“Our Sales and Marketing Teams
are working seamlessly together.”
Please type in your answer:
A: Yes, we do great
B: Could be better
C: Not much at all
![Page 8: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/8.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
Collaboration and 360o Customer Focus: Everybody wins !
8
Smarketing®
![Page 9: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/9.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
The Benefits of Smarketing® 9
More Sales, Profit
Better CX
Higher Calibre Talent
Higher Productivity
Less Waste
Technology ROI
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
![Page 10: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/10.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
What’s In It For You ?
Future proof your
business,
with minimal disruption,
and utilising your
existing people and
technology resources.
![Page 11: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/11.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
So, what stands in
the way of getting
Sales and Marketing
teams to support
each other ?
The 7 Common Mistakes in
Sales+Marketing Collaboration
![Page 12: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/12.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
Mistake #1 12
Doing Nothing
Tip: Take the initiative, become the solution.
![Page 13: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/13.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
Deploying popular shortcuts,
such as:
• More sales training
• More sales reps
• More sales leads
Mistake #2
Going for Quick Fixes
Tip: Fix the cause, not the symptom.
![Page 14: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/14.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
No Intermediator
Mistake #3
Tip: Be smart, get a referee.
![Page 15: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/15.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
Neglecting the Human Element
Tip: Let People come first.
Mistake #4
![Page 16: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/16.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
Relying on Technology
Mistake #5
Tip: Technology is just Technology.
![Page 17: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/17.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
No Executive Support
Mistake #6
Tip: Get the boss involved.
![Page 18: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/18.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
Expecting Immediate Results
Tip: Hasten wisely.
Mistake #6
![Page 19: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/19.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
19
Smarketing® Delivers Higher Performance
![Page 20: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/20.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
*Managing
Top-Line
Computer
Applications";
Stephen P.
Hindman &
John J. Sviokla;
Harvard
Business School
Publication #
9-192-098, rev
7/9/92
20
What Difference can 5% make ?
![Page 21: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/21.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
P&L Performance Impact Base
Case P&L
Increase
Sales
Volume by
5%
Raise
Price
by 5%
Sales Revenue $100.00 $105.00 $105.00
Cost of Goods Sold (COGS) $60.00 $63.00 $60.00
Gross Profit $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00
General Admin Costs $11.00 $11.00 $11.00
Direct Selling Expenses $6.00 $6.00 $6.00
Profit Before Tax (PBT) in $ $10.00 $12.00 $15.00
Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $2.00 $5.00
Profit Before Tax (PBT) Increase from Base Case in % 0.0% 20.0% 50.0%
21
![Page 22: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/22.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
P&L Performance Impact Base
Case P&L
Increase
Sales
Volume by
5%
Raise
Price
by 5%
Sales Revenue $100.00 $105.00 $105.00
Cost of Goods Sold (COGS) $60.00 $63.00 $60.00
Gross Profit $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00
General Admin Costs $11.00 $11.00 $11.00
Direct Selling Expenses $6.00 $6.00 $6.00
Profit Before Tax (PBT) in $ $10.00 $12.00 $15.00
Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $2.00 $5.00
Profit Before Tax (PBT) Increase from Base Case in % 0.0% 20.0% 50.0%
![Page 23: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/23.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
The Benefits of Smarketing® 23
More Sales, Profit
Better CX
Higher Calibre Talent
Higher Productivity
Less Waste
Technology ROI
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
![Page 24: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/24.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
“Peter‘s method was a game changer for us.”
1. Assessment
2. Consulting
3. Change Management
SME Example
![Page 25: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/25.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
25
“Our best quarter yet.” 1. Assessment
2. Workshop
3. Coaching
Mid-sized Business Example
![Page 26: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/26.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
26
A Freight Forwarder
26
Improve
Cross- and Up-selling
Higher Sales, Profit
Better CX
= More
Repeat
Business Happy & Loyal Staff
Better Collaboration =
Higher Productivity/Less Waste
Higher
Technology ROI
1. Assessment
2. Consulting
3. Change Management
![Page 27: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/27.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
27
A $1B Australian Utility Company 27
More Sales, Profit
Better CX
Higher Calibre Talent
Higher Productivity/Less Waste
Technology ROI
1. Assessment
2. Consulting
3. Change Management
![Page 28: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/28.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
Smarketing® Check List
![Page 29: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/29.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
Questions
![Page 30: PETER_STROHKORB_CONSULTING 7 Mistakes 2016](https://reader034.fdocuments.net/reader034/viewer/2022052606/58f16bf71a28abc31a8b4585/html5/thumbnails/30.jpg)
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
@pstrohkorb
Thank You
30
+61 411 865 301
www.peterstrohkorbconsulting.com