peter_strohkorb_consulting 7 mistakes 2016

@pstrohkorb © 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved

7 Common Mistakes in Sales / Marketing Alignment & Collaboration

by Peter Strohkorb, CEO, Speaker, Author, Coach

© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved


• >15 years in senior B2B Sales and Marketing roles

• CEO , offices in Sydney and in Atlanta, USA

• Business Coach & Executive Mentor

• Creator of the OneTEAM Method for closer Collaboration, Sales+Marketing

• International Business Speaker

• Executive MBA Guest Lecturer at the Sydney Business School

• Board Director x 2 NFP Industry Bodies

• Family, soccer, tennis, cooking, fine wine, entertaining

Peter

STROHKORB


@pstrohkorb

3

Named Global Top 5

Collaboration Expert

By Selling Power Magazine (USA)


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4

Collaboration solves problems. Lack of collaboration creates problems.


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5

Sales blames Marketing

Marketing blames Sales


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Excessive cost on the business

Unattractive

work

environment

Loss of revenue


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A Quick Poll… 7

“Our Sales and Marketing Teams

are working seamlessly together.”

Please type in your answer:

A: Yes, we do great

B: Could be better

C: Not much at all


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Collaboration and 360o Customer Focus: Everybody wins !

8

Smarketing®


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The Benefits of Smarketing® 9

More Sales, Profit

Better CX

Higher Calibre Talent

Higher Productivity

Less Waste

Technology ROI



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What’s In It For You ?

Future proof your

business,

with minimal disruption,

and utilising your

existing people and

technology resources.



So, what stands in

the way of getting

Sales and Marketing

teams to support

each other ?

The 7 Common Mistakes in

Sales+Marketing Collaboration


@pstrohkorb

Mistake #1 12

Doing Nothing

Tip: Take the initiative, become the solution.



Deploying popular shortcuts,

such as:

• More sales training

• More sales reps

• More sales leads

Mistake #2

Going for Quick Fixes

Tip: Fix the cause, not the symptom.



No Intermediator

Mistake #3

Tip: Be smart, get a referee.



Neglecting the Human Element

Tip: Let People come first.

Mistake #4



Relying on Technology

Mistake #5

Tip: Technology is just Technology.



No Executive Support

Mistake #6

Tip: Get the boss involved.



Expecting Immediate Results

Tip: Hasten wisely.

Mistake #6



19

Smarketing® Delivers Higher Performance


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*Managing

Top-Line

Computer

Applications";

Stephen P.

Hindman &

John J. Sviokla;

Harvard

Business School

Publication #

9-192-098, rev

7/9/92

20

What Difference can 5% make ?


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P&L Performance Impact Base

Case P&L

Increase

Sales

Volume by

5%

Raise

Price

by 5%

Sales Revenue $100.00 $105.00 $105.00

Cost of Goods Sold (COGS) $60.00 $63.00 $60.00

Gross Profit $40.00 $42.00 $45.00

Fixed Costs $13.00 $13.00 $13.00

General Admin Costs $11.00 $11.00 $11.00

Direct Selling Expenses $6.00 $6.00 $6.00

Profit Before Tax (PBT) in $ $10.00 $12.00 $15.00

Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $2.00 $5.00

Profit Before Tax (PBT) Increase from Base Case in % 0.0% 20.0% 50.0%

21


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P&L Performance Impact Base

Case P&L

Increase

Sales

Volume by

5%

Raise

Price

by 5%

Sales Revenue $100.00 $105.00 $105.00

Cost of Goods Sold (COGS) $60.00 $63.00 $60.00

Gross Profit $40.00 $42.00 $45.00

Fixed Costs $13.00 $13.00 $13.00

General Admin Costs $11.00 $11.00 $11.00

Direct Selling Expenses $6.00 $6.00 $6.00

Profit Before Tax (PBT) in $ $10.00 $12.00 $15.00

Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $2.00 $5.00

Profit Before Tax (PBT) Increase from Base Case in % 0.0% 20.0% 50.0%


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The Benefits of Smarketing® 23

More Sales, Profit

Better CX


Higher Productivity

Less Waste

Technology ROI



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“Peter‘s method was a game changer for us.”

1. Assessment

2. Consulting

3. Change Management

SME Example


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25

“Our best quarter yet.” 1. Assessment

2. Workshop

3. Coaching

Mid-sized Business Example


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26

A Freight Forwarder

26

Improve

Cross- and Up-selling

Higher Sales, Profit

Better CX

= More

Repeat

Business Happy & Loyal Staff

Better Collaboration =

Higher Productivity/Less Waste

Higher

Technology ROI

1. Assessment

2. Consulting



@pstrohkorb

27

A $1B Australian Utility Company 27

More Sales, Profit

Better CX


Higher Productivity/Less Waste

Technology ROI

1. Assessment

2. Consulting




Smarketing® Check List



Questions


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Thank You

30

+61 411 865 301

[email protected]

www.peterstrohkorbconsulting.com

mailto:[email protected]

http://www.peterstrohkorbconsulting.com/

http://www.linkedin.com/groups/Sales-Marketing-Collaboration-Community-6647512?trk=my_groups-b-grp-v

peter_strohkorb_consulting 7 mistakes 2016

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