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Is Your Marketing/Sales Pipeline Dysfunctional? Review the 6 Stages

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Tim Musch from MarketSharp has been an industry leader for over 15 years. Tim shares the methods that home improvement pros use to stop leaks in their lead funnel and also learn:

What Bob Dylan, Vince Lombardi, Bill Gates, and Steve Jobs have to say about optimizing your success

- Why you might be looking for leads in all the wrong places

- How you can achieve crystal clear visibility into your website traffic (what’s working & what’s not)

- How to tag advertising campaign traffic so you can absolutely know where it came from & how it worked

- Specific strategies to turn your unsold leads into profitable business (huge!)

- Proactive methods to consistently get profitable results

Have any burning questions for our experts? Send them to teamsocial@surefirelocal.com

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Is Your Marketing/Sales Pipeline Dysfunctional? Review the 6 Stages

  1. 1. The Ultimate Test: Is Your Marketing & Sales Pipeline Dysfunctional? January 24th, 2017 marketing@surefirelocal.com
  2. 2. marketing@surefirelocal.com Ok! Google Who is Surefire Local We Are Surefire Local!
  3. 3. 201 4Our site visits are up over 40%, we receive almost twice as many calls from it and we have gone from the 6th page to the first in a very short time. To say they have done a good job does not do it justice. They have done a fantastic job! Ray Hoffman Marketing Director, RbA Milwaukee “ “ I really like SurePulse. It’s an intuitive tool and I like that everything is in one place. It's useful, easy to use and I have a much better understanding of how we are performing. Amy Lindholm Brand Manager, LP Siding “ “ AWARDS marketing@surefirelocal.com
  4. 4. Today’s Giveaway! 1 lucky attendee is going to take “Home” a free Google Home! marketing@surefirelocal.com Ok! Google who is Surefire Local? Must stay till end of webinar!
  5. 5. Today’s Speakers marketing@surefirelocal.com Tim Musch Director of Business Development Jeff White VP of Client Services
  6. 6. IsYourMarketing/SalesPipelineDysfunctional?
  7. 7. IsYourMarketing/SalesPipelineDysfunctional? 2017?
  8. 8. IsYourMarketing/SalesPipelineDysfunctional? Do You Think You and Your Staff Can Get 10% Better At Your Sales and Marketing Effectiveness?
  9. 9. IsYourMarketing/SalesPipelineDysfunctional? Grow Your Business This Year By 61% While... Only Getting 10% Better At What You Do!
  10. 10. IsYourMarketing/SalesPipelineDysfunctional? Today’s Free Resources… www.marketsharp.com/resources
  11. 11. IsYourMarketing/SalesPipelineDysfunctional? Who Is This Man?
  12. 12. IsYourMarketing/SalesPipelineDysfunctional? Bob Dylan - 1964
  13. 13. IsYourMarketing/SalesPipelineDysfunctional?
  14. 14. IsYourMarketing/SalesPipelineDysfunctional?
  15. 15. IsYourMarketing/SalesPipelineDysfunctional? The Remodeling Sales Process Research Online, Gather Info Web Inquiry, Inbound/Outbound Call, Shows/Events Further Online Research, Sales Presentation Sales Presentation, Lead Nurturing Job Management, Production, Service, Repeat/Referral Customer Feedback, Online Reviews, Social Media, etc.
  16. 16. IsYourMarketing/SalesPipelineDysfunctional? Your Job… Simplified!
  17. 17. IsYourMarketing/SalesPipelineDysfunctional? “Build a better mousetrap and the world will beat a path to your door” ...Ralph Waldo Emerson
  18. 18. IsYourMarketing/SalesPipelineDysfunctional? Good Advice! “…the best way to put distance between you and the crowd, is to do an outstanding job with information (data). How you gather, manage, and use information will determine whether you win or lose.“ - Bill Gates
  19. 19. IsYourMarketing/SalesPipelineDysfunctional?
  20. 20. IsYourMarketing/SalesPipelineDysfunctional? “Gentlemen, This is a Football!” Vince Lombardi Coach - Green Bay Packers 1958-67 The Basics!
  21. 21. IsYourMarketing/SalesPipelineDysfunctional? Your Marketing/Sales Process The Lead Generating Inquiries The Call Lead Warming The Presentation Follow-up Lead Nurturing Repeat and Referral Strategies The Marketing/Sales Process
  22. 22. IsYourMarketing/SalesPipelineDysfunctional? The Marketing/Sales Pipeline
  23. 23. IsYourMarketing/SalesPipelineDysfunctional? What You DON’T Want…
  24. 24. IsYourMarketing/SalesPipelineDysfunctional? What You DO Want…
  25. 25. IsYourMarketing/SalesPipelineDysfunctional? The Lead (generating inquiries) The Call (inbound/outbound) Lead Warming (pre-approach activities) Presentation Skills Systematic Lead Follow-up (lead nurturing, asset recovery) Repeat/Referral Strategies (customer replication, online reviews, etc.) Your Marketing/Sales Process The Lead Killer USP Proximity Marketing Web Strategies (get some help) Media Shows/Events
  26. 26. IsYourMarketing/SalesPipelineDysfunctional? What’s Your USP? Do You Really Have One?
  27. 27. IsYourMarketing/SalesPipelineDysfunctional?
  28. 28. IsYourMarketing/SalesPipelineDysfunctional? “You’ve got to start with the customer experience and work back to the technology… not the other way around.” - Steve Jobs
  29. 29. IsYourMarketing/SalesPipelineDysfunctional? Be...“Remarkable” By... Seth Godin
  30. 30. IsYourMarketing/SalesPipelineDysfunctional? Great Brainstorming Tool! www.marketsharp.com/resources
  31. 31. IsYourMarketing/SalesPipelineDysfunctional?
  32. 32. IsYourMarketing/SalesPipelineDysfunctional? Your Web Strategies MORE Than a Website… Get Some Help!
  33. 33. IsYourMarketing/SalesPipelineDysfunctional? ❑ Business Digital Footprint ❑ Micro Moments ❑ What does Google want? More Than a Website
  34. 34. IsYourMarketing/SalesPipelineDysfunctional?
  35. 35. IsYourMarketing/SalesPipelineDysfunctional? ❑ Do I have quality traffic? ❑ How well is traffic converting? ❑ What sources convert best? Evaluating Top of Funnel
  36. 36. IsYourMarketing/SalesPipelineDysfunctional? Peel the onion
  37. 37. IsYourMarketing/SalesPipelineDysfunctional? ❑ Sources of traffic ❑ Sticky website ❑ Conversions
  38. 38. IsYourMarketing/SalesPipelineDysfunctional? ❑ Digital Footprint Grade = A+ ❑ High Quality Traffic ❑ Easy Conversions
  39. 39. IsYourMarketing/SalesPipelineDysfunctional? ❑ UTM Tracking ❑ “Google URL Builder”mywebsite.com/?utm_source=google-my-business WANT HELP? Send an email to marketing@surefirelocal.com for help using the Google URL builder and our services
  40. 40. IsYourMarketing/SalesPipelineDysfunctional? Shows and Events Touch Anywhere To Enter
  41. 41. IsYourMarketing/SalesPipelineDysfunctional? New Siding New Windows New Roof New Kitchen Should You Be Our Lucky Winner, Which of the Following Would You Select… Shows and Events
  42. 42. IsYourMarketing/SalesPipelineDysfunctional? Shows and Events
  43. 43. IsYourMarketing/SalesPipelineDysfunctional? The Lead (generating inquiries) The Call (inbound/outbound) Lead Warming (pre-approach activities) Presentation Skills Systematic Lead Follow-up (lead nurturing, asset recovery) Repeat/Referral Strategies (customer replication, online reviews, etc.) The Call Improve Response Time (huge) Call Analytics Training and Scripting Your Marketing/Sales Process
  44. 44. IsYourMarketing/SalesPipelineDysfunctional? Web Response Performance
  45. 45. IsYourMarketing/SalesPipelineDysfunctional?
  46. 46. IsYourMarketing/SalesPipelineDysfunctional?
  47. 47. IsYourMarketing/SalesPipelineDysfunctional? ❑ How Many Calls? ❑ Mobile-friendly? ❑ Call Sources?
  48. 48. marketing@surefirelocal.com Get a Complimentary Digital Marketing Consult Call (888) 804-8685 Email marketing@surefirelocal.com ...and a Google Chromecast!
  49. 49. IsYourMarketing/SalesPipelineDysfunctional? Are You taking… Responsibility?
  50. 50. IsYourMarketing/SalesPipelineDysfunctional? Do You Have… Response- Ability Speed and Skill
  51. 51. IsYourMarketing/SalesPipelineDysfunctional? Your Web Strategie s Speed in Response to Web Leads
  52. 52. IsYourMarketing/SalesPipelineDysfunctional? Speed in Response to Web Leads
  53. 53. IsYourMarketing/SalesPipelineDysfunctional? The Lead (generating inquiries) The Call (inbound/outbound) Lead Warming (pre-approach activities) Presentation Skills Systematic Lead Follow-up (lead nurturing, asset recovery) Repeat/Referral Strategies (customer replication, online reviews, etc.) Lead Warming First Impressions Matter Social Proof Email Communication Your Marketing/Sales Process
  54. 54. IsYourMarketing/SalesPipelineDysfunctional? Lead Warming
  55. 55. IsYourMarketing/SalesPipelineDysfunctional? Lead Warming (Pre-Positioning) Please click here to check out some of our online reviews A Great Time To Leverage Your Online Reviews!
  56. 56. IsYourMarketing/SalesPipelineDysfunctional? Key 'Takeaways' From Online Review Survey Research… • 84% of people trust online reviews as much as a personal recommendation • 7 out of 10 consumers will leave a review for a business if they're asked to • 90% of consumers read less than 10 reviews before forming an opinion about a business • 54% of people will visit the website after reading positive reviews • 73% of consumers think that reviews older than 3 months are no longer relevant • 74% of consumers say that positive reviews make them trust a local business more Do Online Review Matter? Email tim@marketsharp.com and request ‘online review graphic’ for your copy
  57. 57. IsYourMarketing/SalesPipelineDysfunctional? The Lead (generating inquiries) The Call (inbound/outbound) Lead Warming (pre-approach activities) Presentation Skills Systematic Lead Follow-up (lead nurturing, asset recovery) Repeat/Referral Strategies (customer replication, online reviews, etc.) The Presentation Ongoing Sales Training Implement Technology into Presentations Your Marketing/Sales Process
  58. 58. IsYourMarketing/SalesPipelineDysfunctional?
  59. 59. IsYourMarketing/SalesPipelineDysfunctional? Do You Use the 2017 Cost vs Value Report? www.costvsvalue.com
  60. 60. IsYourMarketing/SalesPipelineDysfunctional?
  61. 61. IsYourMarketing/SalesPipelineDysfunctional? The Lead (generating inquiries) The Call (inbound/outbound) Lead Warming (pre-approach activities) Presentation Skills Systematic Lead Follow-up (lead nurturing, asset recovery) Repeat/Referral Strategies (customer replication, online reviews, etc.) Lead Follow-up The 60% Rule Enable Purchase on THEIR Time Lead Nurturing Asset Recovery Your Marketing/Sales Process
  62. 62. IsYourMarketing/SalesPipelineDysfunctional? The Conversion Potential of Your Leads (10 Leads) 30% (now) + 42% (later) = 72% Conversion Potential! Buy Now 3 Don’t Buy Now 7 4.2 2.8
  63. 63. IsYourMarketing/SalesPipelineDysfunctional? Recover Lost Leads With Lead Nurturing Lead Nurturing Now Buyers Future Buyers (60% of Unsold Leads)
  64. 64. IsYourMarketing/SalesPipelineDysfunctional? Lead Nurturing – Follow-Up On Cruise Control
  65. 65. IsYourMarketing/SalesPipelineDysfunctional? The Lead (generating inquiries) The Call (inbound/outbound) Lead Warming (pre-approach activities) The Presentation Systematic Lead Follow-up (lead nurturing, asset recovery) Repeat/Referral Strategies (customer replication, online reviews, etc.) Repeat/Referral Remarkable Client Feedback Online Reviews Proactive Repeat and Referral Activities Your Marketing/Sales Process
  66. 66. IsYourMarketing/SalesPipelineDysfunctional? Client Feedback
  67. 67. IsYourMarketing/SalesPipelineDysfunctional? Dysfunctional? ‘Our Sales/Marketing Process at times seems dysfunctional’
  68. 68. IsYourMarketing/SalesPipelineDysfunctional? A Lesson In Knowing Your Numbers... UPS trucks drove 2.5 billion miles last year, but the company says it’s research found by doing ONE THING saved driving 28,541,472 million miles, and three million gallons of fuel. Any Idea What It Is?
  69. 69. IsYourMarketing/SalesPipelineDysfunctional? KPI’s (Key Performance Indicators)
  70. 70. IsYourMarketing/SalesPipelineDysfunctional? Pinpoint “Profit Leaks” In Your Sales/Marketing Pipeline 12/1/2016 12/31/2016
  71. 71. IsYourMarketing/SalesPipelineDysfunctional? Grow Your Business This Year By 61% While... Only Getting 10% Better At What You Do!
  72. 72. IsYourMarketing/SalesPipelineDysfunctional? Great Brainstorming & Motivation Tool! The Compounding Effect of Microgains!
  73. 73. IsYourMarketing/SalesPipelineDysfunctional? Great Brainstorm Tool...
  74. 74. IsYourMarketing/SalesPipelineDysfunctional? Additional Resource... www.marketsharp.com/resources
  75. 75. IsYourMarketing/SalesPipelineDysfunctional? How To Put It All Together?
  76. 76. IsYourMarketing/SalesPipelineDysfunctional? ❑ Business Digital Footprint ❑ Micro Moments ❑ What does Google want? More Than a Website
  77. 77. IsYourMarketing/SalesPipelineDysfunctional? ❑ Choose the right partners ❑ Understand skillsets you need ❑ Gather, manage, use data More Than a Website
  78. 78. IsYourMarketing/SalesPipelineDysfunctional?
  79. 79. IsYourMarketing/SalesPipelineDysfunctional? ❑ Funnel Visibility ❑ Integrated Systems ❑ Gather, Manage, Use Data ❑ Make Better Decisions Dashboard Integration
  80. 80. IsYourMarketing/SalesPipelineDysfunctional? According to Michael Gerber (best selling author of The E-Myth)… “In order for any business to succeed, it must first become a system, so that the business functions exactly the same way every time… down to the very last detail.”
  81. 81. IsYourMarketing/SalesPipelineDysfunctional? www.marketsharp.com?
  82. 82. IsYourMarketing/SalesPipelineDysfunctional? What To Do Next...
  83. 83. IsYourMarketing/SalesPipelineDysfunctional? Brainstorm Meeting… www.marketsharp.com/resources
  84. 84. IsYourMarketing/SalesPipelineDysfunctional? To Sum Up… Realize That The Times Are ALWAYS Changing (keep up)! Understand That Your Data = Your Dollars Never Forget “The Basics” of the Business Remember “The Customer Experience” is at the Core of Your Success
  85. 85. IsYourMarketing/SalesPipelineDysfunctional? 1. Have Something GOOD To Say 2. Say It WELL 3. Say It OFTEN 3 Step Marketing Plan for Success... Jim Rohn Business Philosopher
  86. 86. IsYourMarketing/SalesPipelineDysfunctional? Reality Thinking… If You Do What You’ve Always Done… You’ll Get What You’ve Always Got!
  87. 87. The Winner is... marketing@surefirelocal.com
  88. 88. Thank you! marketing@surefirelocal.com Tim Musch Director of Business Development Jeff White VP of Client Services

Tim Musch from MarketSharp has been an industry leader for over 15 years. Tim shares the methods that home improvement pros use to stop leaks in their lead funnel and also learn: What Bob Dylan, Vince Lombardi, Bill Gates, and Steve Jobs have to say about optimizing your success - Why you might be looking for leads in all the wrong places - How you can achieve crystal clear visibility into your website traffic (what’s working & what’s not) - How to tag advertising campaign traffic so you can absolutely know where it came from & how it worked - Specific strategies to turn your unsold leads into profitable business (huge!) - Proactive methods to consistently get profitable results Have any burning questions for our experts? Send them to teamsocial@surefirelocal.com

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