Aligning to the Corporate Vision

February 2015

Truman Morgan Group

©Truman Morgan Group. Reproduction or distribution prohibited without the express written consent of Truman Morgan Group.

Extensive experience with midsize companies has led us to conclude that Sales activities of organizations are not ideally utilized and organized to target the optimal customers at the ideal time in the Buying Cycle

The evolving business world has created a new selling environment which requires companies to evaluate their customers, the way that internal business components function together, and how this aligns to the corporate vision.

2

Understanding the Challenge

Are your Sales Activities Measured and Aligned to the Corporate Vision?

Symptoms of the Challenge• Activities are Reactive instead of

Proactive• Management is not informed of

activities or does not specifically target and segment customers

• Sales are occurring in a Commodity environment

• Sales activities are more Tactical than Strategic

• Buying is episodic with limited forecasting ability

• Limited circle of influence at the Customer70% of the Decision is made

by the time Traditional Sales Engages

Truman Morgan Group

Buying Journey of Customers

Who can help and sell to us?

What is our problem or need?

How can we solve it or what are our product

options?

Moving Early in the Buying Journey of

Customers is the key to long-term success

©Truman Morgan Group. Reproduction or distribution prohibited without the express written consent of Truman Morgan Group.

Engaging Accounts efficiently and successfully requires the integration and cooperation of Marketing, Sales, and Management capabilities. Understanding who owns tasks and how they interrelate are crucial to the Integration Model.

3

Constructing a Solution

Integrating the Sales & Marketing Capabilities…

..and implementing the Sales-Periscope Model…

..to move across the Success Continuum from a price driven vendor to a high margin partner.

• Early in Sales Cycle• High Margin• Long-Term Relationship

created• Effective use of Sales

Resources

• Late in Sales Cycle• Low Margin• Episodic Buying• Sales Resources Wasted

PRICE VENDOR HIGH MARGIN PARTNER

Sales Marketing

Developing a Corporate Vision and Customer

Targeting

Integrating the Sales & Marketing

Activity

Increased Sales and Accurate

Forecasting

Target Content produced by Marketing for

Customers that fit the Corporate

vision

Sales Activities that are transparent, measurable, and

aligned to the Vision

Truman Morgan Group