md case
DESCRIPTION
TRANSCRIPT
![Page 1: Md Case](https://reader033.vdocuments.site/reader033/viewer/2022051611/54b38b7a4a79594c518b488a/html5/thumbnails/1.jpg)
Customer Value. Right. Now.
MD Management: Relationship Program
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
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Customer Value. Right. Now.
Sales Rep #1
Advisor and Corporate Planning Process
CustomerPlan
New Business
PlanTotal Plan+ =
Sales Representative #1
Sales Rep #2 Sales Rep #3 Sales Rep ‘n’
Total Company Plan
CustomerPlan
New Business
PlanTotal Plan+ =
Work Load Hot TopicsMarketing Sales SupportPlan Tracking
Work Load Hot TopicsMarketing Sales SupportPlan Tracking
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Customer Value. Right. Now.
Outcomes
Target Marketing Programs
Relationship Prospect Program Plan
Mail / Email Program
Mail / Email Program
Mail / Email Program
Mail / Email Program
Call to Advisor
Prospect Management
CallRequests
Meeting Requests
Information Requests
Feedback
Advisor Notification
Fulfillment
Qualified - No Call Request
Optional Follow-up Call Calls Meetings New Clients
ROI
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
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Customer Value. Right. Now.
Prospect Program: Pre-call Marketing
• Marketing pieces are timed to go out 8 days prior to planned calls • Key Messages vary by segment• Personalized from rep• Drives calls, request for information and key contact data
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Customer Value. Right. Now.
Quarterly Blueprint Email Program
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Targeted Relationship Program
Landing Page
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Customer Value. Right. Now.
Landing Page Strategy Map
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Customer Value. Right. Now.
Reps Can Edit Each Program and Plan Who They Will Call
Select Customers
Bulk Assignment
Edit Status
Call Dates
Program Summary
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
![Page 12: Md Case](https://reader033.vdocuments.site/reader033/viewer/2022051611/54b38b7a4a79594c518b488a/html5/thumbnails/12.jpg)
Customer Value. Right. Now.
Automated Fulfillment to Info Requests
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
![Page 14: Md Case](https://reader033.vdocuments.site/reader033/viewer/2022051611/54b38b7a4a79594c518b488a/html5/thumbnails/14.jpg)
Customer Value. Right. Now.
Sales Support
ScriptsScripts
MessagesMessages
Sales ToolsSales Tools
Talking PointsTalking Points
ObjectionsObjections
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Customer Value. Right. Now.
Key Relationship Data
Preferences
Needs and Interests
Objections
Competitive Relationships
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
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Customer Value. Right. Now.
MD Fuse Marketing – Email Selections
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
![Page 19: Md Case](https://reader033.vdocuments.site/reader033/viewer/2022051611/54b38b7a4a79594c518b488a/html5/thumbnails/19.jpg)
Customer Value. Right. Now.
Reps Activities are Updated with Call Requests
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Customer Value. Right. Now.
Sales Activity Management
Customize Report Filters
Review Key Metrics
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Customer Value. Right. Now.
Sales Management
Sales Training
Sales Activity Management
Calls, meetings, proposals, sales
Performance Review
Sales data & key success metrics
Sales Effectivenes
sManagement
Sales effectiveness
data, Coaching activities
Sales Activity
The Shift: From Sales Coaching to Management
Strategy & Analysis
Desired State
Current State
Feedback
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Customer Value. Right. Now.
Technology
Best Practice: Relationship Strategies
Marketing &Support
SalesActivity Marketing &
Support
Feedback Management
Customer ExperienceCreate Customer Value
Plan – Execute - Manage - Learn
![Page 23: Md Case](https://reader033.vdocuments.site/reader033/viewer/2022051611/54b38b7a4a79594c518b488a/html5/thumbnails/23.jpg)
Customer Value. Right. Now.
Test, Learn & Roll-Out Strategy
List Testing Sample Low HighResponse of 5.0% 5,000 4.40% 5.60%Response of 5.0% 10,000 4.57% 5.43%Response of 5.0% 20,000 4.70% 5.30%Response of 5.0% 40,000 4.79% 5.21%Response of 10.0% 5,000 9.17% 10.83%Response of 10.0% 10,000 9.41% 10.59%Response of 10.0% 20,000 9.58% 10.42%Response of 10.0% 40,000 9.71% 10.29%Response of 15.0% 5,000 14.01% 15.99%Response of 15.0% 10,000 14.30% 15.70%Response of 15.0% 20,000 14.51% 15.49%Response of 15.0% 40,000 14.65% 15.35%
Test 1
Test 2
Roll-Out 1
Roll-Out 2
Test ‘n’ Roll-Out ‘n’
Learning
Learning
Learning
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Customer Value. Right. Now.
Overall ConversionRelationship Prospect Program
y%
Control Group x%
Incremental Lift 159%
Results
Results are statistically valid with a confidence interval of 95%
Test and control groups were tracked for over 48 months