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Pinpoint
Your Most Promising Prospects
Concentrate your firepower on the accounts that matter most—those that
will spend more for your solutions, make quicker decisions, and generate desirable
referrals. BB Marketing Plus will help you:
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Analyze your sales data |
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Determine
which markets will yield the greatest return
on your sales and marketing investments |
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Identify
the events that drive demand for your solutions |
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Profile
your most promising prospects |
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Evaluate mailing
list alternatives for cost and quality |
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Develop campaigns
to encourage your most promising prospects
to “raise their hands” |
Strengthen
Your Value Proposition
Turn your solution from a “so what” to a “must have”.
BB Marketing Plus will help you:
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Determine what matters most
to decision makers and others who influence
them |
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Articulate
the benefits that your solution delivers from
the perspectives of each person involved in
the buying decision |
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Quantify
the financial impact of your solutions |
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Ascertain what
specific information each needs to receive
before they decide to buy from you |
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Identify
the sales aids you require to win the sale |
Hone
your competitive edge
Simply put, success depends on creating solutions that squarely address prospective
customers’ needs. BB Marketing Plus will help you:
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Interview prospective customers to uncover pain points
and buying preferences |
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Identify strengths
and weaknesses of your solutions relative to the competition. |
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Ascertain relative value of various “packages” in
the eyes of prospective buyers or subgroups. |
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Define requirements for solutions
that set your company apart from the competition |
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Hasten time-to-market by separating essential
requirements from those that are just “nice to have" |
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Support internal groups such as communications
and customer service personnel by keeping them abreast of how prospective
customers prefer to interact with the company |
Spot
New Opportunities
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Develop systems to keep on top of market trends and changes. |
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Identify attractive new market
segments |
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Mine your company’s sales
data to uncover new opportunities at existing accounts. |
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Interview prospective customers
to assess their perceptions of your solution’s value |
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Analyze the competition |
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Size and rank opportunities |
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Create solution packages that appeal to the
unique requirements of each prospective market segment |
Assess
Brand Effectiveness
First impressions count. Do you know what comes to their minds when prospects
or referral sources think about your firm? It’s imperative that you find
out, identify the weak spots, and then take corrective action. BB Marketing Plus
will help you:
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Find out what comes to mind when prospects and referral
sources think about your company |
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Discover which branding messages
resonate most with each audience |
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Test your brand relative to the
competition |
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Identify missed or distorted communications |
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Pinpoint the most cost-effective way to communicate
the value your company delivers. |
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Develop messages that positively differentiate
your solution from the competition |
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Support communications specialists in polishing
your marketing promotions |
Ensure
That Your Communications Hit the Mark
There are many ways to get the word out: advertising, public relations, direct
marketing, over the Internet, etc. Each has a different role. BB Marketing Plus
will help you:
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Identify the audiences you need to reach to get the sale |
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Determine the best media and programs
for each audience |
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Put systems in place to measure
campaign successes and marketing costs |
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Test alternative lists, messages,
vehicles, and offers |
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Calculate returns on marketing investments |
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Reinvest in the most cost-effective programs |
Boost
Sales Productivity
Marketing’s chief goal is to shorten the sales cycle. BB Marketing Plus
will help you:
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Develop a system for classifying prospective customers
by where they are in their buying cycles |
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Recommend targeted communications programs that generate
demand for your solutions, attract attention, create a sense of urgency,
or keep you high on the radar—depending on where your prospective
customers are in their buying process |
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Coordinate promotions to ensure regular and effective communication |
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Implement lead tracking systems to monitor sales progress
and uncover obstacles |
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Develop reports that alert sales management to delays in
the sales process |
Improve
Credibility
Accelerate the sale and reduce customers’ perception of risk by associating
your solutions with your customers’ success. BB Marketing Plus will help
you:
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Interview your customers to document their experiences
with your solutions |
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Quantify how your customers used
your solutions to improve profitability |
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Prepare customer quotes that portray your company
in a favorable light |
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Develop case studies that help prospective
customers visualize the benefits they will derive from your solutions |
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Get customers’ consent to use their case
studies and testimonials on your website and in your marketing collateral |
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Attract media attention and place case studies
in the trade press to raise awareness of the power of your solutions |
Increase
service revenues
Package your services to make them easier for prospective customers to buy.
BB Marketing Plus will help you:
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Extract and convey the essential value of what you offer |
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Identify and define discrete deliverables |
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Articulate your processes to add structure
to your offerings |
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Sell proactively by developing detailed descriptions
of what you provide. |
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