Sales v. Marketing: Do I need both? Tom Libby CEO, Diversified - - PowerPoint PPT Presentation

Sales v. Marketing: Do I need both?

Tom Libby CEO, Diversified Sales Solutions, Inc. tlibby@diversifiedsalessolutions.com www.diversifiedsalessolutions.com

Who We Are?

Thomas M. Libby CEO of Diversified Sales Solutions, Inc. A seasoned sales manager and business development executive. In the past 16 years Tom has developed his management, leadership, and sales skills in diverse small to fortune 500 companies. He has had numerous awards and accolades during his career. He is a business professional with demonstrated results, as well as the ability to produce in high pressure situations. Also, highly motivated with outstanding relationship building and solution selling skills.

Susan McKeneny President of Diversified Sales Solutions, Inc. Susan has over 15 years of successful sales experience being a top producer in several industries. MetroNet a start-up began with no customers the day it opened. She quickly developed target prospects, sustained relationships, guiding how to use the product to increase their businesses. She was promoted to major account representative to begin establishing and sustaining large accounts. In Susan's position in the salon industry she managed an existing customer’s base increasing profits in the territory 15%. She gave advice on what products to sell, how to merchandise, effective advertising techniques, educated employees all to improve her customer's profitability.

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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

VOLKS WAGON

APPLE NIKE MAZDA TWITTER

MERCEDES

Sales

• The act of selling; specifically:

The transfer of ownership of and title to property from one person to another for a price According to the Merrriam-Webster dictionary

• 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

Simplest Comparison: Marketing is educational Sales is transactional Sales Methods – Interpersonal interactions via meetings, cold calls, networking, directed social media campaigns. Goal is to have one on one conclusions!

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 transactions 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?

13

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Tom Libby CEO, Diversified Sales Solutions, Inc. tlibby@diversifiedsalessolutions.com www.diversifiedsalessolutions.com