Sales team quite often and rightly so argue that they have little provided to them as sales tools kits from marketing.

They often do not mean the lengthy lists of collateral, the endless slides of powerpoint, they are referring to messages, arguments, tactics and above all reasons to damage the claims of the competition within the sales process.

Marketing Message & Sales Argument Evaluation

During this workshop, marketing message and sales argument are evaluated to test their consistency in message to market and the reasons behind abandonment by sales teams in their efforts to achieve target in favour of their own 'spun' selling points.

Once the differential is mapped, the workshop will then focus upon the use of messages within the sales process determine the effectiveness and use of selling statement, corporate brand value and marketing message within the sales cycle process itself.

Dilution

Dilution will be considered - whether directly through the sales efforts or mistranslation through poor understanding of the marketing message and proposition. Application to business issues will be reflected upon and whether the message created by marketing is sufficiently strong enough to energise dialogue between target audience and selling machine.

Execution of messaging

Execution of the now refined messages, agreed as effective by both the sales and marketing teams to result in revenue generation within the corporate brand framework, the workshop will then turn its attention to the use of message in presentation materials and though out the sales cycle at each stage and at differing levels of the decision making unit - whether to educate in advance or close.