The Surfside Group
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"SalesMarketing101"
"SalesMarketing101" |
Our "Sales Marketing 101" Approach
At The Surfside Group (TSG), we are passionate about growing businesses! And we have a trained eye and proven track record for identifying what's right and what's not with the overall business development efforts of the organizations that seek our advice. Frankly, TSG has observed too many instances where growth principles which have been proven over long periods were not in place. The solution in almost every case was the implementation of proper sales & marketing fundamentals and simple technologies. The result in almost every case was a measurable positive impact on the Client's prospects for growth. We refer to our approach as "Sales Marketing 101", because our advice consists of straightforward, high-impact sales, marketing & technology concepts that are easy to embrace and implement. Our goal is for "Sales Marketing 101" to add more value over time than the cost of our services. The "Sales Marketing 101" suggestions we will make for your organization are an inexpensive, initial way to explore a partnership with TSG where we demonstrate this ability to add value. "Sales Marketing 101" program components are based on best practices used in other successful organizations. Most businesses use some of these tools. And yours is probably using some of them already. But it's only the most successful firms that use many of them consistently. For instance:
Below is a list of some of the areas where we can assist you. Sales-Related Sales Process Definition - A thorough understanding of how your company’s sales process flows and is conducted is the key to improving it. In taking a potential buyer of your offerings from Suspect to Prospect to Customer and beyond, does your company have a defined sequential process here? Custom Sales Program Development - TSG specializes in improving all areas of your company’s sales function by designing systems specific to your industry, marketplace and offerings. Does your sales team have the right track to run on? We create ALL of the telephone scripts (introductory warm/cold, appointment setting, qualifying tracks & voice mail), letters (introductory & follow-up), email texts Data & Databases - One of our most valuable contributions to our clients involves reviewing your existing clients and prospects. Based on what we see, we’re often able to show our clients simple new ways to make the most of their existing databases in order to generate new sales. Marketplace Definition - Experience has shown that a common problem facing many Clients is that they have greatly underestimated the size of their "universe of suspects", which should include ALL of the potential customers for their offerings. In extreme cases, we have shown Clients that they were only calling on less than 10 percent of the market that could buy from them. This has made us experts at identifying sources for the correct business & consumer data to put into a Client’s systems, to more accurately reflect the entirety of the marketplace(s) targeted. Sales Personnel - Our success in adding value for clients includes evaluating, training & managing existing personnel and recruiting, interviewing & hiring new members to your team. Marketing-Related Copy Writing - The TSG team can help you to capture the essence of your company, offerings, features and benefits and write (or re-write) copy for any part of your marketing function, including literature, correspondence, web pages, advertising and more! Campaigns - When it’s time to reach out to prospects or customers by email, newsletters, direct mail, print ads or telephone, TSG can create and manage a turn-key approach that will accomplish your objectives. Reference Letters, Testimonials & Success Stories - One of the best ways to impress potential new customers is to leverage existing success. Ask TSG about several valuable ways we can help you to obtain positive commentary from your clients, which reflect key aspects of doing business with your company while attracting new customers! Other Creative Marketing Techniques - Put the experience and expertise of TSG to work for your company and utilize other “best of breed” marketing tips and techniques that we have developed and implemented over time. Technology-Related Sales Force Automation & Customer Relationship Management Systems – TSG has implemented and customized numerous Sales Force Automation (SFA) and Customer Relationship Management (CRM) systems like ACT! and SalesForce.com. Data Organization & Storage – Learn simple approaches to organizing and storing your company’s data so it can be located and accessed more easily, and put a plan in place to securely back-up and protect valuable information. Computer Efficiency – Help members of your team that are struggling with the technology that is supposed to be making their job easier. TSG has developed simple techniques and systems which help computer users to use their PC more efficiently, navigate the Internet more confidently, and manage their email messages more effectively, in order to get more work done. Web Site Design & Development – We can assist you in creating a basic web presence for your company using a FREE software product called Joomla. For more complicated requirements, TSG will introduce experts in graphics, programming and e-commerce as necessary. |
