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    • 2019
      • 01
        • Market Opportunity Assessment: Why You Need One & 5 Key Steps
        • Enrollment Management: Navigating Disruption to Achieve Success
      • 02
      • 03
        • 49% of retailers name in-store mobile experience a top priority
        • 2019 Digital Marketing Trends & Gen Z
      • 04
        • Enrollment Management: Shifting Demographics & Shrinking Population
        • Smart College Recruitment Targets Wisely Using Segmentation
      • 05
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      • 01
        • The hidden cost of selling direct – the returns game
        • 2018 Lead Generation & Recruitment Predictions & Tips
        • How's your marketing?
        • The Offer - How To Make One They Can't Refuse
        • Successful Product Development
        • How Direct Makes Digital Better
        • Questions That You Need To Answer
        • Do You Know What Your Competition Is Doing?
      • 02
        • The Marketing Planning Process...Doing It Right!
        • Managing The Sales Pipeline
      • 03
        • Being Prepared for Change (Why You Need Market Intelligence to Drive Revenue Growth)
        • Competitor Update: Coursera Coming to Eat Your Lunch
        • Discussion: Why Should Your Institution Exist in the 21st Century?
        • Discussion: Should Your College Exist in the 21st Century?
        • Welcome Back: Former Students, Graduates
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      • 04
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        • Profile of the Average Online Student
        • You Can't Make It Up In Volume
      • 05
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        • Amazon Losing Billions - You Should Be Scared
        • Comment: Why Most CMOs are Failing
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      • 06
        • The Lead Management Game - Winning Or Losing?
        • Part 1: Podcasts Should You Start Your Own Podcast?
        • Part 1: Blogs: Should You Start A Blog?
        • 8 Simple Ways to Increase Enrollments
      • 07
        • PART 2: Podcasts: Develop Your Plan
        • Should You Buy or Generate Your Own Leads?
        • How to Overcome the 3 Reasons Most Miss Their Enrollment Goals
      • 08
        • Contact Strategy: People Buy From People
        • 2 Commonly Overlooked Causes for Enrollment Shortfalls - And How to Fix Them
        • Designing and Writing Effective Direct Mail Packages
      • 09
      • 10
      • 11
        • Developing Your Content Marketing Strategy
        • How Content Marketing Can Increase Enrollments, Retention
    • 2017
      • 01
        • Influencer Marketing: More Confusion Over Simple Concept
        • 10+ Reasons Why Most College Marketing/Enrollment Plans Fail & How to Avoid Them
        • Marketing Planning 101 - Are You?
        • Are CMOs' Jobs in Jeopardy?
        • Lead Flow Planning - Getting It Right
        • Omni Channel or Not? Retail Survival or Not?
      • 02
        • Announcing Our New Enhanced On-Demand Services for Adult, Graduate and Continuing Education Programs
        • Tips for Great Direct Response Radio
        • Email Design Tips
        • Data-Driven Marketing...It's As Old As Index Cards, And Then Some...
        • Why They ain’t buying what you’re sellin’
      • 03
        • New Degree Programs: What You Must Learn from Google, Amazon and Apple
        • Student Recruitment & Retention Goes to the Movies
        • Just Outsource It!
      • 04
        • Why You’re Not Answering Their Questions
        • Adult Students: Are You Serious or Just Screwing Around?
        • Is Your Brand Safe?
        • Ask Questions
        • Event Marketing for Adult Enrollments
        • Retail is Not Dead!
        • Pros & Cons of In House Agency
        • Is Affiliate Marketing for Your Business?
        • Webinar: 7 Proven Techniques for Increasing Adult Student Enrollments
        • False Victories
      • 05
        • Bring Programmatic Adv In House? Yes? No?
        • Call Attribution Tech - Do you need it?
        • Are you losing sales people?
        • Webinar: Adult Student Retention
        • Is ‘eMail Blindness’ Killing Your Business?
      • 06
        • Direct Mail Tips for More Effective Student Recruitment
        • Marketers Wake Up...Get Those Phone #s
        • The Secret to Successfully Providing Life-long Learning
        • Higher Ed Marketing Podcast 3: Web Forms
        • Higher Ed Marketing Podcast 4: Thank you page
      • 07
        • 2 Secrets to Achieving Adult Enrollment Goals
        • Social Worship
        • The Amazon Effect...Are You Ready?
        • Old Ways Don't Open New Doors
      • 08
        • Early Results: Adult Student Recruitment Effectiveness Part I of II
        • Early Results: Adult Student Recruitment Effectiveness Part II of II
        • Webinar: Competitive Intelligence 101
        • How to Say the Right Thing so More Adults Enroll
        • Clear Communications, not Content Marketing, is Key to Achieving Adult Enrollment Goals
      • 09
        • Are You Listening Carefully? Asking the Right Questions?
        • Missing Unrealistic Goals
      • 10
        • What Are You Putting Into Your Sales Pipeline
        • Competitive Intelligence - What is it? Why do you need it?
      • 11
        • Yes, You Do Have the Budget
      • 12
        • Enrollment Opportunity: Under-served Segments
        • Why Colleges Are Failing to Achieve Adult Enrollment Goals
    • 2016
      • 01
        • Direct Marketing Planning
        • How Many Leads Do Our Sales Executives Need?
        • The Drones Are Coming!
        • New Study Identifies Opportunities to Improve Student Recruitment
        • Outbound Telemarketing Missing Opportunities As Part of College Student Recruitment
        • Student Retention Tips for 2016
        • Advantages of Direct Marketing
        • 6 Tips to Improve Your College's Content Marketing Performance
      • 02
        • Lead Flow Planning - Getting It Right
        • Are You Sitting Around Waiting for Business?
        • Get More Our of Your CRM Investment
        • Tips for Building Affordable, Effective Marketing Research Program
        • Smart College Recruitment Targets Wisely Using Segmentation
      • 03
        • Marketer's Toolkit Goes Mobile
        • A/B Testing: Some Important Rules to Follow
        • Targeting is Not Rocket Science
        • Snap Chat for Student Recruitment
        • Colleges Must Lead the Way in Marketing to Millennials
        • How Many Leads Do You Need?
        • Do You Know What a "Lead" Is?
        • Do You Know How Many Sales Leads You Need? Find Out With...
        • Content Marketing: It's a Mess
      • 04
        • What Is The Best Marketing Channel?
        • Do You Need a Marketing Plan?
        • Data Analytics Improve Enrollment Performance
        • Why Facilitated Strategic Planning Workshops are Most Effective for Your College...
        • Common Social Media Challenges and Solutions
        • 8 1/2 Common Errors in the Student Recruitment Process
      • 05
        • Differentiation - Colleges Need to Be Uniquely Valuable
        • Non-Traditional Students: Tips to Attract & Retain
        • Market Planning Process
        • Market Analysis - Identify Your Target Markets
        • Catalog Business Plan
        • 10 Common Digital Marketing Mistakes & Solutions
        • Tips for Recruiting Millennials to Your College
        • How to Lower New Student Acquisition Costs
      • 06
        • Your Website Needs Help
        • Better Adwords Performance ASAP
        • Higher Education Marketing Assessment Tool: A Demo
        • Join Marketing Connection Today
        • Marketers Are Focused On the Wrong Things
        • Marketing...It's About the Numbers
        • Colleges Without Market Research: Penny-Wise, Pound Foolish
        • Top Benefits You Enjoy From a Mystery Shopper Audit
      • 07
        • The Future of Content Marketing
        • Pokemon Go: Student Recruitment & Retention?
        • Whatever the Channel: Marketing Success Depends on 5 Factors
        • When Your Customers Aren't Your Customers - Social Media Pitfalls
        • Content Marketing Success
        • Why You Can't Afford to Pass on a Retention Audit
      • 08
        • Your Trouble With Adwords
        • You Can't Recruit & Retain if You Don't Know Your Audience
        • Facebook Live for Student Recruitment
        • How to Make Significant Improvements to Student Recruitment Results
      • 09
        • Why Facilitated Strategic Planning Workshops are Most Effective for Your College...
        • Video Marketing: Tips for Greater Success
        • The Details Are in the Plans
        • Digital Metrics: How Much is Real & How Much is Bullshit?
        • Video Content Marketing: Tips for Greater Success
      • 10
        • How You Can Enroll More Non-Traditional Students
        • Your Email Metrics Are Wrong
        • Too Much Content Too Much Waste
        • How Asking the Right Questions Can Increase Enrollments
        • Content Marketing for Higher Education Recruitment and Retention
      • 11
        • 5 Ways to Increase Graduate School Enrollments by Leveraging Data
        • Big Data, Predictive Analytics & Marketing Research Strike Out in Election 2016
      • 12
    • 2015
      • 11
        • Black Friday - Cyber Monday - Trends
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DWS Associates SalesGen2020 Demand Generation Program
DWS Associates > Services > Demand Gen & Sales Planning Services > SalesGen2020 Demand Generation Services

Sales Capabilities Assessment Services

Sales Plan Creation Services

SalesGen2020 Demand Generation Services

Sales Pipeline Forensics Services

Lead Management System Planning / Design Services

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To find out more about our marketing applications, products and services, click here or call us today at (651) 666-0934.

SalesGen2020 Demand Generation Program Services

leadgeneration2.jpg

SalesGen2020 (the 2020 stands for the 20/20 vision required to see the real sales potential of leads and opportunities clearly). It is a lead generation optimization program. All marketing programs and tactics use direct response marketing practices and procedures to generate more high quality leads and sales with 20/20 vision of the marketplace.

SalesGen2020 Demand Generation Program helps you deliver a steady flow of well qualified leads. We work with you to develop sophisticated multi-channel, integrated direct response marketing lead generation programs.

With SalesGen202 Demand Generation Program, we can help fuel your sales team with high value pipeline of leads. 

What problems will SalesGen2020 prevent or solve?

leadgeneration3.jpg

  • Your lead generation efforts fail to generate "qualified" leads.
  • Your lead generation efforts fail to meet or exceed the projected number of leads.
  • Your lead generation program fails to generate an acceptable cost per lead or cost per sale.
  • Your lead generation program fails to convert enough leads into buyers.
  • Your lead generation program fails to consistently achieve key performance metrics such as sales/revenue, units sold, average order size, order frequency.
  • Your lead generation program fails to address the target audience's buying processes – leading to significant gaps and lost opportunities.
  • Your lead generation program fails to consistently identify the real decision-makers, resulting in lost time and missed opportunities.
  • You have no consistently accurate process for forecasting the quantity of leads you need to keep your pipeline filled, generating profitable revenue.
  • You're overspending on media/channels that fail to generate the quantity and quality of lead your program needs, at an affordable rate.
  • Your sales staff spends their time cherry picking.

What benefits can you expect to see as a result of SalesGen2020?

960_300_LeadGenerationHeadline.jpgYou can expect to see the following benefits from implementing our SalesGen2020 program:

  • Improved lead generation from digital and traditional channels -- lower costs; higher conversion rates; more sales; higher profits; and higher retention – repeat sales.
  • Optimized lead generation and conversion strategies to fill you sales pipeline.
  • Improved conversion rates for each step in the buying/sales process.
  • Reduced sales cycle time.
    • By optimizing the quality and quantity of leads going into your sales pipeline, you will increase the amount of time your sales staff is actually selling vs. managing the pipeline. In a study of how much time outside sales reps spent actually spent on sales activities, Pace Productivity Inc. found out that an average sales rep spends only about 22% (or 10,8 hours a week) of the time selling and 23% of the time on administrative tasks!
  • Increased productivity from your sales team.
  • Reduced number of lost opportunities.
  • Improved management of your sales pipeline.
  • Improved relationship between sales and marketing.

What does SalesGen2020 include?

leadgeneration.jpgThe program includes the following:

  • Identification and validation of the target audience / industry segments.
  • Determination of the potential size of the prospect/buyer universe.
  • Determination of the potential market opportunity for the target market and identified segments.
  • Development of audience profiles and personas.
  • Evaluation of media performance in terms of lead generation and quality. Are the media channels delivering the right types of prospects? Is there a qualitative difference?
  • Identification of the best source for leads. Which channels and / or promotional activities. Development of the media / circulation plans and budgets.
    • On and offline
    • The review/analysis addresses paid, earned, owned and social media.
  • Development of lead generation strategies, marketing and lead flow plans.
    • This is the plan that details every point of contact and every step in the process of walking the prospective customer through the buying cycle. It details who, what, when and how.
  • Development of messages and offers that drive prospects to engage. We make sure the messages and offers are generating the right type of prospects.
    • Offer development includes your product, product pricing strategy, any purchasing incentives, distribution, fulfillment, and the service components (e.g., buying terms, delivery options, guarantees, incentives, optional features, etc.).
  • Determination of the campaign elements
    • Online (including advertising, SEM, social media) and offline or traditional media
    • Event tie-ins
    • Sales promotion activities
    • Sales support programs / activities
    • PR tie-in
  • Development of the marketing calendar / contact strategy plan.
    • Develop the test plan.
    • Develop the rollout plan.
    • Develop the marketing budget for the program.
    • Develop the campaign pro formas and breakevens.
  • And, finally, analysis of the programs results.
    • Analysis of the test program results and fine tune programs before rollout.
    • Analysis of the rollout program results and make changes to future program tactics/activities.
    • Validation that leads are being appropriately treated for the buying stage they are in.

Optional Services:

The SalesGen2020 program assumes you have done the competitive market analysis, SWOT analysis, USP and positioning strategies; and if you haven't, we offer those and other services as options:

  • Conduct competitive scans and SWOT of key competitors.
  • Develop USP and positioning strategies.
  • SEO / SEM Audit with recommendations and plan.

 

Click Here to Download Program Brochure

Starting At: (Call for quote or complete the information request form in the contact us section for additional information and pricing.)

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