Integrated Marketing & Sales
A key part of business growth is the understanding the size of your market opportunity and the segments of the market that produce the ideal customers, the ones that need your products and services and will prefer to buy from you. Proper identification of the segments you can dominate with a unique value proposition and proper sales execution.
Donaldson Group works with clients to define their market opportunity. We help you understand who your ideal customers are, how many and where they are, why they should buy from you.
- What: Define Marketing strategy around 5 critical areas: Products/services, Pricing, Promotion, Place (distribution strategy), and Profit.
- Who: Define strategic market TARGETS, your “ideal customer profile.”
- Where: “Bottoms-up” analysis, quantification and location.
- Why: Develop and communicate a unique Value Proposition through integrated media and lead generation programs.
- How: Develop a market coverage strategy, create go-to-market positioning and promotion strategy. Create the tools to support lead generation and the sales process.
Services include the following:
- Market Definition/Segmentation
- Market Research/Focus Groups
- Competitive Analysis
- External Trend Analysis
- Internal Assessment
- Strategy Formulation
- Company Positioning
- Goals setting
- Product/Service definition
- Value Proposition
- Pricing strategy
- Go to market plan
- Channel development plan
- Promotion (PR, Advertising, Promotions, Collateral) Plan
- Closed loop sales process mapping
- Financial Pro Forma
- Risk Management
Donaldson Group works with clients to understand their target market opportunity then develops efficient and effective marketing and sales processes to capture new customer business and turn targets into referencing customers. We call it "Target to Reference™." Target to Reference: an integrated marketing and sales process that converts target market opportunities into customer references and referral sources.
Target to Reference™ New Business Acquisition
- Building predictable revenue with a repeatable activity-based sales process
- Sales Management, Sales Process Definition, Pipeline Management.
- Large Account Management plans, process and tools