Maximizing Sales and Marketing Performance

This workshop provides mid- to senior-level sales and marketing professionals with the knowledge to develop and implement a more effective lead generation, management, nurturing and retention process. The format combines educational presentations, case studies and participant collaboration to provide actionable learning.

How can your organization attract a larger quantity of higher quality buyers? How can you focus available resources on actions that increase conversion rates and generate more first time buyers? How can a contact strategy help your organization increase sales, retention and referrals?

Every organization is constantly searching for ways to increase sales and marketing performance. This workshop provides you with insight into the best practices of leading organizations so you can begin to improve performance within your own company.

Learning Objectives

• Score and prioritize leads using BANT, Demographics and Buyer Behavior
• Increase conversions with segmentation and contact strategies
• Turn first time buyers into multi-buyers, and multi-buyers into multi-product buyers
• Increase retention and loyalty with customer nurturing programs
• Win-back former customers with reactivation programs

Who should attend

• Senior marketers at mid- to large-sized companies with responsibilities for designing and building dashboards or executing against specific marketing metrics.
• B2C or B2B marketing executives who need a comprehensive framework for measuring marketing performance.

You will learn

• How to improve lead quality, conversion and retention rates
• How to increase customer loyalty, retention and referrals
• How to shorten the buying cycle
• How to increase average order size and annual purchases
• How to lower the cost per new customer and increase customer LTV
• How to turn first time buyers into multi-time, multi-product buyers

Agenda (The 1 day focuses on general concepts and processes, the 2 day focuses on the company’s specific opportunities and develops a working plan)

• Introductions and Overview
• Best Practices: Lead Generation
• Best Practices: Lead Scoring, Prioritization and Segmentation
• Best Practices: Lead Nurturing and Contact Strategies
• Best Practices: Maximizing Customer LTV
• Best Practices: Winning back former customers

If you’d like more details about what is covered during this workshop and our prior experience in successfully conducting these workshops, please contact us…