Sales v. Marketing: Do I need both? Tom Libby CEO, Diversified Sales Solutions, Inc. tlibby@diversifiedsalessolutions.com www.diversifiedsalessolutions.com
Who We Are? Susan McKeneny Thomas M. Libby President of Diversified Sales Solutions, Inc. CEO of Diversified Sales Solutions, Inc. Susan has over 15 years of successful sales experience A seasoned sales manager and business being a top producer in several industries. MetroNet a start-up began with no customers the day it opened. She quickly development executive. In the past 16 years Tom has developed developed target prospects, sustained relationships, guiding how his management, leadership, and sales skills in diverse small to to use the product to increase their businesses. She was fortune 500 companies. He has had numerous awards and promoted to major account representative to begin establishing accolades during his career. He is a business professional with and sustaining large accounts. In Susan's position in the salon demonstrated results, as well as the ability to produce in high industry she managed an existing customer’s base increasing pressure situations. Also, highly motivated with outstanding profits in the territory 15%. She gave advice on what products to sell, how to merchandise, effective advertising techniques, relationship building and solution selling skills. educated employees all to improve her customer's profitability. Div Diver ersif ified ied Sale ales Solu olution tions, , Inc. nc. is is a full a full ser ervice ice out outsour ourced ced s sale ales com compan pany. . Our ur goal goal is is to mana to manage y ge your s our sales ales depar department. tment. We r e reduce y educe your our cos cost of t of sales ales while hile increasing your company’s revenue. As your sales department we provide the complete complete compliment compliment of of a s a sales ales depar department tas tment tasks ks inc including: luding: recr ecruiting, uiting, hiring, hiring, tr training, aining, and mana and managing ging the w the whole s hole sales ales pr proces ocess. . We e als also of o offer er a compliment a compliment of of ad added s ded sales ales rela elated s ted ser ervices ices suc uch as h as: : ride ride along e along evalua aluations tions, , motiv motivational tional coac coaching, hing, and and s sale ales tr train aining ing .
Marketing Marketing Defined – All activity directed toward branding your product or reaching your prospects, educating your prospects, and or prepares your prospect for the sale. Marketing Methods – Advertising, public relations(PR), social media, relationship marketing, brand marketing, email marketing, and direct mail. Goal: Get information to the masses!
Marketing • Designed to keep you and your company top of mind. • Also used to start the sales funnel.
Marketing SHELL NIKE MERCEDES MAZDA VOLKS WAGON TWITTER APPLE
Sales According to the Merrriam-Webster dictionary • The act of selling; specifically : The transfer of ownership of and title to property from one person to another for a price • Operations and activities involved in promoting and selling goods or services • Act of closing business, signing agreements or contracts. Simply stated, customer acquisition.
Sales v. Marketing Sales Methods – Interpersonal interactions via meetings, cold calls, networking, directed social media campaigns. Goal is to have one on one conclusions! Simplest Comparison: Marketing is educational Sales is transactional
Sales Channels: - 1099 Reps - Telesales Reps - Outside Reps - Distributors (Manufacturers Reps) - Brokers Value Added Resellers (VAR’s) -
Sales Channels - Pros - 1099 Reps Get Paid ONLY if they sell. Can have multiple reps with out a budget. No need to fire underperforming Reps - Telesales Reps A lot of activity, quickly. Reps are in house all the time, easy for direction changes. Calls can be monitored for quality
Sales Channels - Pros - Distributors (Manufacturers Reps), Brokers, Value Added Resellers (VAR’s) Get Paid ONLY if they sell. Have management in place No need to fire underperforming Reps - Outside Reps Face to Face interactions Builds long lasting relationships Used also as a marketing and branding tool Immediate market feedback Customers perceive the product as higher value Can handle more complex sales Typically higher transaction values
Sales Channel - Cons - 1099 Reps No control over daily activity Not always working for you Possibly doing more than one job Not always focused on you Not always responsive to your needed changes - Telesales Reps NOT Considered Consultitive Customer perception is lower transaction value Sales tend to be simpler Sales cycle doesn’t build relationships Tend to be single sale transacti ons Smaller gross profit per transaction
Sales Channel - Cons - Distributors (Manufacturers Reps), Brokers, Value Added Resellers (VAR’s) Often sell multiple product lines, NO FOCUS on yours If selling competing product can look solely for spiffs Can be driven by price, and look for reductions to increase sales Difficult to retain brand loyalty No Direct control over activities Difficult to obtain feedback at times Contract negotiations need to be VERY CLEAR - Outside Reps Can seem expensive, larger overhead Territories can seem geographically small Trust can be a factor
ANY FINAL QUESTIONS? Tom Libby CEO, Diversified Sales Solutions, Inc. tlibby@diversifiedsalessolutions.com www.diversifiedsalessolutions.com Remember to Complete the Speaker Survey: bfbootcamp.net /event name/ ‘click’ on speakers / select your speaker 13
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