"Marketing Strategy: New Business from Old Clients"

"Business Marketing: Warming Up to Cold Calls"

"Business to Business Marketing: Making Sales His Number-One Priority"

"During the Sale"

The most successful sales organizations integrate key sales and marketing functions into one cohesive effort. A sales force’s ability to “efficiently” find and move qualified buyers through the sales cycle is more important in today’s market then ever before. With budgets under severe pressure; sales teams are striving to concentrate their sales resources’ time in pursuit of the highest probability and most profitable customers.

Baker Communications’ will evaluate “line of business” in context to horizontal and vertical market spaces. A detailed customer profile is created to help shape a customer segmentation model. With this model, Baker Communications is able to identify high probability customer buying criteria, which will then be used to search lead generation databases. The result is a targeted lead pool of high probability accounts ranked by profit potential. This data is then layered over the current territory strategy to reveal current strengths and weaknesses. Once the territory strategy is optimized, Baker Communications develops “sales conversion formulas” designed to identify “realistic” sales projects.

Our step-by-step approach to Sales & Marketing Intelligence looks like this:
 

Evaluate line of business and vertical/ horizontal market spaces.

Develop detailed customer profiles and segmentation models.

Identify high probability customer criteria.

Run criteria against lead generation database.

Identify sales force coverage and sort lead pool into existing territories.

Develop sales conversion formulas to identify "realistic" sales projections