Generating Large New Customers

Sales and Marketing Integration
Creates Dramatic Business Improvements

In times like these, what company wouldn’t love to find big, new customers?

Yet, this effort is usually a frustrating struggle.

It doesn’t have to be that way.

Without realizing it, lots of companies are overlooking major opportunities that are right in front of them. All they need is some help thinking through the possibilities, learning how the customer wants to buy, and executing an integrated sales and marketing strategy.

This month on SPIF! Reg Nordman of Rocket Builders in Vancouver, BC, will describe how his firm helped solve the problems of a medium-sized services provider who was unfortunately dependent on a single VERY large client. They needed to win other clients pretty quickly or risk disaster should their primary customer relationship go sour.

They had attempted to secure other very large customers over the years with no success, unfortunately.

Rocket Builders diagnosed, then designed and implemented a process to align sales and marketing efforts around their customer’s journey. The work systematically found and eliminated obstacles to helping the prospect company buy.

The result was that for the first time in their history, the client rapidly entered into several high-margin contract discussions at the very highest level with the customers that they desired. A full sales process was then put in place, and the sales funnel became filled for the first time in their history. They repurposed work in some areas, and reduced their budget for sales and marketing due to the increased productivity and efficiency of their new process.

In this webinar, Michael Webb and Reg Nordman will discuss the requirements for helping big companies find big new clients. You’ll discover why integrating marketing and selling is such a key factor for:

• segmenting the market
• understanding the world through the customer’s eyes
• qualifying specific accounts
• generating an approach, and reaching the right decision makers
• designing and scaling a functional sales process

This webinar will be conversation between two experienced consultants about a great case example of savvy business thinking and strategy. The questions and answers will be informed by a knowledge of lean, six sigma, and other process-oriented methods, executed with excellence in selling and marketing practices.

Here’s what other attendees have said about SPIF! Webinars:

“It provided me with more robust tools to begin to shape out a project I have been working on in improving our sales approach overall.”
Ruthann, Corporate Executive, Missouri

“You get beyond the conceptual and get to REAL documents and steps that you use. I have designed a couple of sales processes and am currently tweaking my own process for finding, winning, and keeping customers for my consulting biz.”
Mike, Consultant, Iowa

“As usual, Michael, you got right to the heart of the matter and the difficulties that the sales function is faced with. Excellent.”
Andrew Wilcock, Cranfield University

“Your webinar gave me a strategy for testing out a nurturing campaign in my organization.
I liked the dialogue format – kept me engaged the entire hour.”
Mary Lou Joseph, Verint

You’ll receive immediately actionable information that will change the way you manage your organization. Registered participants who complete the workshop evaluation will receive a pdf file of the presentation slides and a recording of the event, in addition to special offers on information products that can improve the productivity of your sales and marketing organization.

The content in these calls is also excellent for anyone who is analyzing their sales process/organization to determine what kind of outside help might be needed.

Reg Nordman is the Managing Partner for Rocket Builders, a sales and marketing consultancy for high growth companies. Over the past 30 years this experience has spanned mining engineering at Anaconda Mines, teaching elementary and high school, working for the BC Provincial Government, lecturing on computing for the University of Victoria and University of British Columbia, sales for Unisys, Commodore, and Simply Computing/Strider Computer Centres, TNL Group, Westpro Construction, and Merit Consultants International. For his clients, Reg assists them in breaking through various sales and marketing challenges to grow the business. Using RocketBuilders Precision Sales and Marketing process he helps CEOS get more from Sales and Marketing. Reg is focused on getting clients “more effective selling time”. His blog is at www.regnordman.com.

I’m Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006). My team and I have helped dozens of companies such as MAQUET, Thermo Fisher Scientific, Marriott, WaterFurnace, DDI, and many smaller companies to identify bottlenecks, change behaviors, increase close ratios, and improve forecast accuracy by applying the concepts of lean and six sigma to their sales and marketing departments. I delivered the keynote addresses to the first two conferences ever held on applying Six Sigma to marketing and sales and have extensive sales training facilitation and field coaching experience with hundreds of sales people and managers in the U.S. and Canada.