IMPACT Marketing: MBC™
Managing the Buy Cycle Workshop
Does your sales team keep getting bogged down at the same point in the sales
Do you know how your marketing messages and tools are being used during the
Is your product always selected over competition but you struggle to get the
IMPACT Marketing: MBC is an advanced training session that shows your marketing
team how to propel the technology buyer through the sales cycle with high impact
messaging, tools, and collateral.
Does your sales team use messages and tools during the sales cycle without
regard to buyer needs?
Propel the buyer through the sales cycle with IMPACT Marketing: MBC. Find your
best sales leverage by applying this proven methodology that focuses on marketing
strategies and tactics tailored around the buying cycle. Designed to help marketing
teams understand the buying cycle from the buyer's perspective, IMPACT Marketing: MBC
matches information and messages to the most urgent needs and propels the buyer
through the sales cycle.
Do your distributors give away all their collateral on the first sales call,
then have nothing left to address the advancing needs of the buyer during the
Align informational needs with the buying cycle. When materials, messages, and
programs are designed to address a buyer's informational needs, your sales effectiveness
will soar. Marketing delivers messages and value propositions that meet the
buyer's changing needs as the sales cycle progresses. This approach enables
sales to focus on selling and developing the relationship with the buyer versus
creating defensible positioning on the fly. It focuses on helping sales move
a prospect through the steps of the sales cycle quickly and effectively, and
complements a complex sales methodology.
Are you reps crafting off-the-cuff, one-off messages when faced with competition?
Develop crisp, consistent messages that differentiate your products and
services. IMPACT Marketing: MBC helps marketing develop multi-tiered message strategies
that center on identifying pains of buyers and businesses, and create a sense
or urgency around those pains through messages and positioning tactics. Once
pains are identified, sales can build a sense of urgency and help prospects
understand the impact of not addressing the pain, which helps drive purpose
8 Reasons To Attend This Training
- Learn how to leverage the buying cycle to shorten the sales cycle.
- Increase your sales effectiveness by developing materials, programs, and
tools designed to propel a prospect through the sales cycle.
- Learn how and when to apply message strategies throughout the buying cycle,
and how to competitively differentiate your products and services.
- Improve your message effectiveness by tailoring messages around buying
needs and buying teams.
- Increase marketing's value within the sales team and throughout the organization
by delivering more effective sales tools that serve a specific purpose.
- Create a common marketing strategy framework and dictionary to help improve
your overall sales & marketing effectiveness.
- Identify informational gaps that exist in the current process and sharpen
existing materials based on where they have the most impact in the buying
- Learn how to apply this training immediately through "hands-on"
Who Should Attend?
This training is designed for marketing professionals who are responsible
for creating messages, positioning, materials, sales tools, and programs to
support sales and fuel revenue growth.
Two (2) one-half day on-site sessions delivered by Telesian's
team of strategic marketing and communications professionals.
I. Introductions, Why are we here, Goals
II. Why the Buying Model
III. Introduce the Buying Model
a. Review Each Stage
b. What's Happening
d. Messages that Resonate
e. Getting to the Next Stage
IV. Exercise One: Mapping Sales Tools
V. Assign homework for Day Two
I. Introduce Multi-Tiered Messaging Strategy
II. Identifying Pains
III. Linking Solutions to Buyer Pains
IV. Competitive Positioning
V. Exercise Two: Breaking Down Buying Team Messages
VI. Exercise Three: Mapping Trigger Events and Pains
To bring IMPACT Marketing: MBC to your marketing organization, contact Telesian Technology
at 508-755-5242 or e-mail Juliann Grant at
Discounts offered to groups of three or more.