Enterprise Development
A highly strategic B-to-B marketing and sales program that focuses on multi channel approaches and has been designed to amplify the capabilities of the organization to generate and execute business deals
The Concept
Formation of a special team that has the required marketing knowledge and experience, to work side by side with:
- Entrepreneurs
- Business managers
- Sales representatives
to help fill in the gaps that may have, so that to maximize their sales efforts and accelerate their business development, by implementing the following cost effective initiatives:
Sales Cycle Optimization
From the initial stage of awareness, to interest creation and throughout the decision making process and up to final sale and beyond
Analytics to Improve Results
Measuring analytics on every stage of the process to evaluate performance, make adjustment and increase the rate of success
Targeted Marketing Campaigns
Design and execution of highly targeted campaigns to effectively reach the desired business outcomes, including:
How it Works
1. Project Initiation
We work closely with clients to:
- Determine project’s needs and objectives
- Identify constraints, evaluate assumptions and assess the likelihood of the success
- Set goals and evaluation metrics
- Establish project’s organization, deliverables and timeline
2. Intelligence Gathering
Completion of all necessary research and competitive analysis in order to:
- Understand the target markets
- Create the ideal customer profile
- Identify and segment the high potential prospects
3. Campaigns Design
That includes the following elements:
A. TARGET PROSPECT LISTS
That will be developed based on predetermined criteria and will include the required information of the decision makers of companies of specific size, type and industry
B. SALES PITCH
That will present the business offer and any special incentives and will explain the benefits and value of the product or service
C. COMMUNICATION MAP
Design of communication sequences, personalized to each targeted prospect with variations for each stage of the process. Including, telemarketing scripts with objections handling scenarios, emails, direct mail, social media, etc.
D. MARKETING MATERIALS
The design and development of content and creatives for the generation of the necessary presentations, emails, brochures, infographics, social media initiatives, etc.
E. MARKET RESEARCH STUDY
Design of a market research questionnaire, that will be conducted during our communications with the prospective decision makers in order to better understand their specific needs and purchasing behavior and to identify potential communications hot buttons as well as test specific messages
F. CAMPAIGNS TIMELINE
It will include time schedules for the implementation of the campaigns. Including, the initial period that we will evaluate results and make any suitable adjustments, up to the full implementation and the arrangement of the business meetings
4. The Enterprise Development Program
A. LAUNCHING OF THE COMMUNICATION CAMPAIGN
We will start the communications with the prospective decision makers, in order to present your offer, explore their interest and to qualified them in to the following categories
- Decision makers, who express interest in meeting with you in order to explore the opportunity to do business with you
- Decision makers who are not interested in meeting you right now, but may be in the future
- Decision makers who are not interested in what you have to offer
B. LAUNCHING OF THE NURTURING CAMPAIGN
Depending on the case, it will involve all necessarily actions, in order to keep in contact with those prospects that need time and to build interest and rapport, overcoming possible objections
C. BUSINESS MEETINGS
Arrangement of formal meetings with the qualified decision makers
D. STEPS BEYOND THE COMMUNICATION PHASE
As a team working side by side with the client we can also participate in the business meetings, assisting in the presentations, during negotiations as well as in the closing of the deal
Your Next Step
if you are interesting in more information about our
Enterprise Development Program