Market Development Programme
8-Boxes of Activity Organised Into 4-Distinct Programme Stages
Our intention is to help businesses realise their full potential by working through a structured programme of activities that are meaningful and relevant to your business situation.
Market Development Programme
If sales growth is part of your strategic growth agenda, or you are looking to sell more existing or new products to new or existing customers, then engage your team in a facilitated programme that is contextualised to your business. The programme puts sales, customer value proposition, sales process and lead generation under the spotlight. It also delivers you 10-sales appointments straight to your inbox.
As facilitators, we believe the answers are often in the room. Your team will be engaged and contribute to a process designed to get the best out of your people. The process will bring clarity relative to goals and how to go forward and achieve them. The end result is your team will meet more of your target prospects, have better conversations, build your sales pipeline, and you will see what it will take to scale and manage your approach to long-term sales growth.
Programme Description
Delivery Mode - Remote
The process starts with a no-cost, zero-risk 60-minute discussion. This establishes the drivers for the programme, captures where you are as a business, what you see as your priorities so we can contextualise your programme. The next stage is to move forward, or stop.Delivery Mode - Onsite
Two days will be spent in your business meeting your people and identifying strengths. This is delivered through discussions and observations. We focus on areas such as:
-
Marketing
-
Sales
-
Systems
-
People
-
Working practices
Upon completion we will discuss our findings and observations with you. This helps us to understand your current situation, build rapport, enabling us to contextualise your market development programme.
-
Delivery Mode - In-Person or Virtual
This stage will bring the voice of the customer into the process, we do this through a focus group or online 1-2-1 discussions. The aim is to understand:
-
What they buy
-
How they buy
-
Their perception of your sales approach and brand
This provides real insight to inform the process.
-
Delivery Mode - In-Person Workshop
Your team will be bought together in a one-day workshop. The aim is to examine your business through multiple lenses and for each team member to participate and contribute. In addition, us learning about your business. The workshop includes analysis of:
-
The external environment
-
Your internal environment
-
Your Why and Purpose
-
Customer value proposition
-
Sales messaging
-
Action planning
This provides us with input to produce your appointment-setting campaign.
-
Delivery Mode - Virtual
Using the output from Steps 2-4 we will creatively construct your lead generation campaign. This includes:
-
Elevator pitch and campaign narrative
-
Value proposition
-
Utilising your target data
-
You signing-off the campaign and training us on your message
-
Our process to set-up your campaign
-
Delivery Mode - In-Person Workshop
Your team will be bought together in a one-day workshop. The aim is to prepare your team to handle the sales meetings and give you opportunity to see what enabling materials you will need to develop. The workshop features:
-
Understanding roles and responsibilities
-
Sales process vs. buying process comparison
-
Mapping the end-to-end sales process
-
Hints, tips and techniques to open and lead sales meetings
-
Identify sales toolkit elements
This provides input to produce your appointment-setting campaign.
-
Delivery Mode - Remote
Your lead generation campaign* will be launched, calling your target list, with your message. Those who are interested in an initial conversation with your sales team will be identified. An appointment date/time will be agreed. You will receive a briefing pack containing:
-
A summary of the call
-
Meeting details
* Lead generation campaign delivered by associate provider.
-
Delivery Mode – Virtual
Your team attend the sales meetings. The telemarketing team require feedback within 24-hours that the meeting was sat and a summary of how it went. If you agree it met the agreed criteria it will count towards your campaign quota.
FAQs
-
Organisations looking for an immersive, engaging and transformative sales development experience
-
Directors who are seeking to realise their teams' potential and raise commercial sales performance
-
Sales and marketing team members who are seeking to improve how they work together and drive sales
-
-
Start at any time
-
We agree the delivery schedule with you
-
Our intention is to deliver the programme at a pace you can accommodate
-
-
The delivery model is blended
-
Time will be spent working at your premises and remotely
-
Workshops will be delivered at a suitable venue
-
Yes, you can choose to have us fully manage the programme. Our fully managed service includes areas such as:
-
Finding workshop venues
-
Project plan creation
-
Project communications
-
Establishing project documentation
-
Capturing and recording actions
-
Liaising with action-owners for progress updates
-
Maintaining action and decision logs
-
Sharing progress updates
-
General oversight and governance
-
-
Zero-cost initial assessment
-
Your team engaged
-
Business review with recommendations
-
Customer insights
-
Sales campaign messaging
-
Sales model with gap analysis
-
Action plan
-
Campaign briefing document
-
Sales process map
-
Sales toolkit specification
-
Sales team preparation
-
10-Sales appointments
-
Appointment briefing packs
-
Programme review meeting
-