Sales is Marketing Program
Sales and marketing
are you ready to go to the Next Level?
Sales is Marketing Program
Sales and marketing
are you ready to go to the Next Level?
The Mountain to Climb
Businesses have just two directions they can go: growth or decay. Growth may be methodical or astronomical, and decay may be imminent or gradual, but those are the choices. If you want to have a successful company, you must start with a quality product or service people are willing to pay for. But having a good offering is not enough.
Nearly all companies want to grow, but they often do not act. This inaction comes from either not knowing what to do, or the mountain in front of them seems too big to start climbing today. Most stakeholders have an idea of what needs to be done to grow; they are just too caught up in the whirlwind of everything they need to do today to begin to implement the things they need to grow the company. Goalpost works with companies to provide a roadmap which equips sales people, elevates the sales process to overcome adversity by connecting to The Third Rail of authenticity, and grows the sales pipeline.
Here is how Goalpost works with businesses to help them up the mountain.
ROADMAP
Sales Toolbox
An organization's sales process can be greatly improved when salespeople are properly equipped with the right message and tools on hand to convey that message. Goalpost groups starts with the buyer: Why would the buyer want this product? What problem does it solve for them? What makes our offering different in a potential buyers eyes? Once we have answered these questions, we go straight to developing the resources the sales department needs in order to help a potential client address these questions. Goalpost digs deep to understand a client's offerings in order to develop a custom Sales Toolbox consisting of web, email, script, blog and video collateral.
What you need in your sales toolbox
The Defining Moment
A sales person will talk to a potential client about their company's offering, the prospect may be excited and really want to do business, but it is the moment after they leave the meeting or get off the phone where things come off the rails. The reason the process gets derailed is the fact that very few people within an organization have singular decision making ability (and even if they do they are unlikely to make the decision without bringing others from within their organization in on the decision). When the prospect turns into their organization to describe the offer to other stakeholders, they lack the depth of understanding and enthusiasm the sales person has to define, describe and ultimately sell the product or service. Furthermore, it is important to note that the #1 priority of most employees within organizations is not to save their organization money or improve (insert your selling point here). Employee Priority #1 is to KEEP THIER JOB... not promote your product! Because of this reality, prospects feel the need to be seen as completely objective, meaning they may undersell, look to discredit, or actively sabotage the offering.
The Defining Moment in the Sales Process
Arm Your Champion
To overcome the greatest hurdle in the B2B sales, Goalpost works to sharpen the messaging and help to create a digital version of the message aligned with the Sales Toolbox. This messaging includes the depth and passion the sales person would have so other internal stakeholders can experience an authentic version of the intended message rather than a watered down, or even tainted version. With this message in hand, the prospect - your champion - can forward your message directly to all of the internal stakeholders. Because you are not relying on the prospect to interpret the message, the unfiltered message moves forward throughout their organization without fear of seeming like they are not being objective. After deploying the materials needed for the Sales Toolbox and to Arm Your Champion, Goalpost will test and tweak accordingly, to continue to develop the effectiveness of the messaging and delivery.
How to Arm Your Champion
The Launch
It is time to grow the pipeline. We do this by significantly increasing your web footprint and developing your company into a content producing machine. To make this jump, you must harness the collective genius that resides within your team. We will conduct a Content Development Summit to give everyone on your team, the platform and tools necessary to contribute. Your team's familiarity with our process and working relationship with Goalpost will already have been established. From this point it is relatively simple; the company's message starts going out and questions start coming back. Your team then answers the questions as they would normally but instead of the answers and questions getting lost in an email inbox, we create a compilation of questions and answers. The compilation begins in the form of a FAQ page and eventually evolves into the development of blogs distributed in a SEO intelligent way. If a client has questions regarding your product or services, how it works, or what is going on in the industry, there is a pretty good chance other potential clients will have the same question. By answering the question in a web searchable manner, prospective clients will begin finding your answers, as well as your product or service. This will, in turn, perpetuate the sales cycle, winning more clients and growing your business.
How to Launch a Content Marketing Program
CONTENT Development and Curation
- Website development- We design, build, rebuild, or augment your existing website, including custom integrations of your existing data management platforms and e-commerce needs. The mechanics of our web design philosophy are intended to be Simple, Clean, and Fast. This is executed while never loosing focus on The Third Rail of authenticity. The DNA of your company is woven through every strand of content and design.
- Content Curation- It is not good enough just to have content. You need the right content, focused on outcomes. We can assist you in the building, management and maintenance of a specialized content marketing program designed with sales in mind fully connected to your company's Third Rail to help you drive your business goals. We help you unleash the genius that already exists within your organization by providing your people the platform and tools they need to help build success together.
How a Content Culture Can Drive Your Business
Can creating a content culture help you drive growth?
How a Content Culture Can Drive Your Business
Can creating a content culture help you drive growth?
Fostering a Culture of Content
Businesses who are the most successful at creating and sustaining a rapid pace of generating high quality content are the ones who have fostered a content culture in their organization. Every individual within the organization should feel enabled and empowered to create content. Help them to understand how they are contributing to the success of the business. Fostering a culture within an organization that encourages content creation comes from the top, so it is imperative to lead by example.
How does your organization foster a culture of content creation?
Content Culture Series: Why Content
Click on the gif to begin exploring.
Begin your tour of the Goalpost Galaxy
We would love to take you on a our of the what we like to call the Goalpost Galaxy. Each stop in the "Galaxy" is a principal or idea that we integrate into our work with our clients. Each one is specifically designed and implemented to help your businesses grow.
See how we drive engagement to fuel growth, in a way that can break you out of the tyranny of the urgent while developing a more cohesive team dynamic.
Sales Strategy and Development
Sales Strategy
should you sow or harvest?
Sales Strategy and Development
Sales Strategy
should you sow or harvest?
Consultation and Negotiation Specialists
Our Consultants have worked with 1,000's of stakeholders from hospitals, imaging centers, and dealers to discover and propose solutions. Our market understanding allows us to partner in the creation of a strategic methodology for negotiations that aligns with your clients' needs.
Team Building
Having the right strategy allows you to understand the complex talent combination needed to achieve your goals. Our team will assist you in the development and implementation of sales strategies as well as in training and talent management needed to achieve your goals.
Endurance
The sales profession is an endurance race. Your sales process and team needs to be structured for the long haul. Goalpost Group will assist you in better understanding and implementing the complex projects that will help take your company to the next level.
SalesFunnel Development
Sow or harvest? The correct answer is both. To be successful as a company you must sow and harvest simultaneously. This requires talent and strategy that does not come naturally to many people. By working with you through our Sales is Marketing Program, our team will help you develop the "both" mentality needed to drive your business forward.
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Getting Your Business To the Next Level
Are you ready to go the Next Level?
Getting Your Business To the Next Level
Are you ready to go the Next Level?
To get to the Next Level you are going to need to be a little bit different than everybody else!
Download the Goalpost primer that maps your way to the next level!
Business Management
Time to focus on the bigger picture!
Business Management
Time to focus on the bigger picture!
If you don't have time to focus on the big picture you are missing the whole thing!
A business, by nature, is a reactive beast. The immediate and urgent needs of a given day or week typically outweigh the desire for where we want to be tomorrow. Goalpost will assist you in focusing on the bigger picture of allowing you to set appropriate goals, and put action plans in place to drive you and your team toward the achievement of those goals.
START HERE→
Assessment
Internal
You can't know what to do next if you don't know what you have already completed. Our internal marketing will take an in-depth look at your entire company, examining it for the strengths and deficiencies that may exist.
Market
A market view is the critical element lacking in most consultancy services. We help you determine your relative position in the market.
Prescription
The needs of every organization are different. While there is no magic bullet, there are steps that can be taken to ensure you have the best outcome. Our consultants will make assessments and help you devise simple-to-implement and understandable action steps that will drive your organization forward.
Implementation
Knowing what an issue is and devising a solution is the end of the beginning. Goalpost can partner with you to walk out the action steps prescribed in our plan, and help you smoothly transition from the path you were on to the one you desire to be on.
CRM Implementation for Sales Growth
Implement the right tools!
Weather it is Hubspot, Salesforce, Bascecamp, Mailchimp and beyond we can help your team implement.
CRM Implementation for Sales Growth
Implement the right tools!
Weather it is Hubspot, Salesforce, Bascecamp, Mailchimp and beyond we can help your team implement.
The thing you didn't buy when you signed up... was BUY IN!
Systems and programs are only as good as the people who are using them and the information and content they put in. The software companies who collect monthly checks for the systems you use to keep your team running, track sales leads and connect with customers, inevitably spend little time making sure there programs are working for you. The fact is, the most critical factor in determining the success of any of these programs are the on your team using it.
Experience has taught us that: if you win the people you win the game
Development of standard practices
Team buy-in
Discipline in utilization
In connection with our Sales is Marketing Program our team can work with your team to develop standard operating procedures they will buy into and use effectively to move your organization forward.