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Questions, Questions, Questions

  • What is sales cycle marketing?
  • Why should you do it as a marketing team?
  • Why should you be demanding I as a sales executive?
  • How can you plan for key accounts without it? How can you understand and accelerated the sales cycle process?
  • How can you substantiate bidding efforts and remove objections to a proposition in advance?

Single approach in your marketing toolkit

A lot of questions, all answered by adopting a single approach in your marketing toolkit. Not an alternative to other marketing activities but an additional layer to support the sales teams directly - in their time, to their specific needs and highly dynamic to the change that often occurs day by day when trying to either gain entry into a target account or close a sale.

Advanced education and selling

Sales cycle marketing is about advanced education and selling. These individual proposition tactics are focused upon a single company or project. Attendees to the workshop will learn how to interpret more broader company or market wide propositions to meet specific company goals.

Exploit new intelligence

Sales cycle marketing is about being able to plan the activities of an account and change them as a result of the last meeting and the exploit new intelligence the sales or presales teams have just found to level greater value or counter objections by the ever broadening decision making team of influencers.

When adopting sales cycle marketing tactics attendees will be able to apportion elements of their marketing budgets and activities and provide the sales teams with resource to specifically meet their sales targets - not just create enquiries but support the revenue generation process.

Workshop StagesWorkshop DetailsBook Online Now

For our research purposes, please indicate in the panel above your rating of importance or concern within your business for each stage in data quality and data planning; 1 being low, 5 being of high importance or critical to your business.

Workshop Stages Rating
Determine the value of your business, the brand, the product and the service layer.
1 2 3 4 5
Isolate the differential in the brand and what "value" is attached to this differential
1 2 3 4 5
Summarise key issues and pains of your target industry to create issue based value
1 2 3 4 5
Consider cognitive profiling of the decision making unit at "C" level, document the decision making process through these individuals to highlight weakness
1 2 3 4 5
Explore the sales cycle process and stages each bid goes through, the affects of the political landscape and planning to educate in advance of a sales cycle marketing approach.
1 2 3 4 5
Develop tactical sales engagement propositions based upon the sales cycle and bid process to meet the needs of each member within the decision making process and their influencers.
1 2 3 4 5
Create the sales cycle marketing plan, budget for activities and manage the resource of the sales team as well as the marketing department.
1 2 3 4 5
Create a key account penetration plan linked to the sales cycle marketing strategy and bid process.
1 2 3 4 5
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About the Workshop Co-ordinator

Our Education and course calendar will be delivered by an Anderson Baillie consultant.

Anderson Baillie consultants are acknowledged as leading authorities in technology and business-to-business sales and marketing; and have worked with many complex product and service scenarios, for both growing companies and large multi national organisations.

Case Studies
Xinetica Case Study - Business Growth and Branding Programme - Click here to read this case study
Xinetica
Business Growth and Branding Programme
Anderson Baillie successfully completed its Business Growth and rebranding exercise for IT professional services and security consultants, Xinetica Ltd.
MSoft Case Study - E-procurement doesn’t improve purchasing; it just means you purchase badly more efficiently - Click here to read this case study
MSoft
E-procurement doesn’t improve purchasing; it just means you purchase badly more efficiently
MSoft, a small family run software company with limited partnership liability status had created one of the UK’s most exciting inventory management, tracking and application products for the National Health Service.