Products
Sales & Marketing
A
successful sales and marketing organization is critical to the stability
and success of every business. This often does not come naturally to
control systems integrators—we’re trained to engineer and build. The
concept of promoting ourselves and focusing our business with a product
market strategy is not something we’ve learned in engineering courses or
from technical projects. However, a focused sales and marketing strategy
can be learned through proper business planning, training, process, tools
and review.
A properly deployed sales and marketing strategy helps you focus your
business on products and technologies that differentiate you in the
market. The proper marketing programs communicate to your customer the
process knowledge and value-add that your organization brings to a
project. Exotek’s sales and marketing management programs start with
understanding your business strategy and drives this through your sales
organization. Programs include:
• Sales & Marketing Strategy Development
• Industry Research, Competitive Analysis & Product Definition
• Quarterly Sales & Marketing Review
Sales & Marketing Strategy Development
First we must link business strategy, industry understanding with managerial preferences to form a well articulated marketing plan. From the Sales and Marketing strategic plan comes direction and understanding for defining tactical sales approach, marketing communications and market focused product development.
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Industry Research, Competitive Analysis & Product Definition
Once you have defined and articulated your sales and marketing strategy, you need to be certain you understand the environment where you compete, partnerships or distribution channels available and clearly define the capabilities of the products you wish to sell. Customized research in the areas of industry trends, competitive analysis and product definition are invaluable to making the right investments in the future.
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Marketing Communications
Marketing communications includes the tactical implementation of product positioning, differentiation, developing key value statements and lead generation. We develop an integrated communications strategy that clearly communicates your value in the market and brings customers to your door.
We will also help you implement, and if necessary, out-source the complete marketing activity to keep your origination focused on day-to-day business.
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Sales Management Support
Sales and sales management, when done properly, is a very structured activity based on probability – not luck. We’ll help focus your sales team on the right customers and the right message and encourage them to develop a process that makes them successful. We introduce the concept of staged sales process and sales funnel management, and train your organization on how to effectively use these tools.
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Quarterly Sales & Marketing Review
Sales and marketing activities and strategies are dynamic and need to respond to the realities of the market. Quarterly Review meetings help your organization measure the benefit of your sales and marketing investment, re-enforce the sales process, review prior quarter results, and define tangible activities to be completed in the coming quarter.
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