SWOTmg - Integrated Sales & Marketing

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SWOT Management Group offers various ways to mine and infiltrate those hard to crack accounts. Our professional staff will show you new ways to strategize your sales arena and work your business plans to gain the results that you need. We ensure that your alliance relationships are built or strengthened so nothing gets left behind with our in-depth research and multi-level execution approach.

Intelligent Prospecting^SM Services (IPS)

Goal: Penetrating and shortening the sales cycle into enterprise or other challenging key accounts where multiple entry points, relationship-building and highly competitive positioning is typically required. This is achieved through in-depth research, laser-focused sales strategies and multi-level appointment-setting.

Services include:
»	Attack Plan(s): A comprehensive profile of an account providing information critical for penetration including a listing of key contacts and their pain points, the technology environment currently in place, a proactive analysis of future IT opportunities and much more.
»	Appointment-Setting: Securing phone or face-to-face appointments with designated decision-makers who are interested in furthering the dialog and relationship with your company based on well-defined business issues/pain points/immediate needs. A detailed lead sheet highlights the appointment’s critical call-to-action for your sales representative.
»	Sales Strategizing: Pre- and post-appointment sales consulting with each sales representative to ensure maximum results from each appointment.

Account Penetration TeleServices (APT)

Goal: Jump-starting sales for a targeted solution across industries or within a particular vertical or verticals. Additional benefits include the gaining of market intelligence, company brand awareness, and an on-target database for future sales and marketing activities.

Services include:
»	Target Profiling: Given that virtually 80% of the success of any campaign relies on the quality of the contact list, it is essential, before list purchase, to zero in on the profile of potential buyers including industry, company type and size, management titles, and geography.
»	List Research and Acquisition: Identifying and securing the contact list that most closely matches your target profile.
»	Database Optimization: Since 40% to 60% of most purchased lists contain inaccuracies and insufficient information, scrubbing and enhancing your contact list is required to ensure it contains all necessary and accurate data including company name, address and phone number, key titles and email addresses, when possible.
»	Value Proposition and Key Messaging Development: Ensuring that your campaign “hook” and messages about your target solution and company appeal to and resonate with the business needs and pain points of your targets.
»	Appointment-Setting: Securing phone or face-to-face appointments with decision-makers who have an immediate or longer-term need and a budget for your target solution.
»	Project Management: Results-reporting weekly, monthly and in a final re-cap; helping to identify and coordinate campaign participation with potential partners; assisting in locating and providing all necessary documentation for funding.

Go2Market Maneuvers

Goal: Developing a new business strategy, brand, positioning and value proposition for your company and its offerings, then ensuring that this transformation is both embraced by your employees and appealing to your customers, prospects and partners.

Services are offered in a three-phased approach:
	Phase I: Building the Foundation
	»	Business Plan: A SWOTmg analysis of your company, target markets and competition is conducted with recommendations for go-to-market strategies including defining solution sets, practices or lines of business and a development path to achieve them.
	»	Corporate Messaging: Developing your company’s Vision, Mission, Strategy, Core Values, and Elevator Pitch to ensure clear internal communications of your company’s direction and directives and foster unity on key company messages.
	»	Re-Branding: Creating a new company name, logo, tagline, collateral, and website that reflect and powerfully communicate your new positioning and value proposition.

	Phase II: Internal Launch for Alignment
	»	Employee Rollout: Formal communications and presentation of your new business plan, messaging and branding to employees; then, gaining their feedback and understanding to ensure all are on board and in alignment with your company’s make-over.
	»	Internal Communications Strategy: Development/implementation of an ongoing communications process to nurture and sustain cultural change and employee alignment.

	Phase III: Market Launch & Lead Generation
	»	Market Rollout: Providing communications strategy, tactics and execution to introduce your company’s new branding and value proposition to customers, prospects and partners.
	»	Launch of Solution Sets or Practices with Appointment-Setting: Development/execution of appointment-setting campaign(s) to generate awareness of your company’s new offerings (as detailed in your business plan) and to secure phone or face-to-face appointments to jump-start sales.

Enterprise Account Penetration Strategy (EAPS)

Goal: Penetrating and shortening the sales cycle into enterprise accounts or conglomerate divisions where long-term, sustainable revenue potential exists. This is achieved through in-depth research, collaborative sales planning, accountability tracking and follow-up sales strategizing.

Services include:
»	Attack Plan(s): A comprehensive profile of an account that empowers sales representatives with all the key information required to penetrate that account, including key contacts and their pain points, the technology environment currently in place and a proactive analysis of future IT opportunities.
»	Joint Account Planning Whiteboard Session(s): Following a detailed presentation of the Attack Plan highlights, a collaborative white board exercise with sales representatives and management: solicits additional account input/feedback; solidifies and refines penetration strategies defined in the plan; identifies next steps; and overall, enables sales representatives’ readiness.
»	Tracking Portal: To chronicle sales activity and foster accountability.
»	Sales Strategizing: A 45-day follow-up consulting session is conducted to review all activity within the targeted account(s), help course-correct any issues or obstacles to penetration and define the most effective next steps.

Industry/Market Penetration Strategy

Goal: Penetrating and shortening the sales cycle into new vertical industries or geographic markets to move your company to the next level in sales growth. This is achieved through in-depth research, collaborative sales planning, accountability tracking and follow-up sales strategizing.

Services include:
»	Attack Plan(s)—A comprehensive strategy document that of empowers sales management and their staff with all the key information required to penetrate a particular vertical industry or geographic market including: revenue potential; IT solutions currently in demand and the core competencies required to meet this demand; and a list of target companies and key titles along with their business issues and pain points.
»	Industry/Market Planning Whiteboard Session(s)—Following a detailed presentation of the Attack Plan highlights, a collaborative white board exercise with sales representatives and management: solicits additional input/feedback on the target industry or market and prospective accounts; solidifies and refines penetration strategies defined in the plan; identifies next steps; and overall, enables sales representatives’ readiness.
»	Tracking Portal—To chronicle sales activity and foster accountability.
»	Sales Strategizing--A 45-day follow-up consulting session is conducted to review all activity within the targeted industry or market, help course-correct any issues or obstacles to penetration and define the most effective next steps.

Other Service Offerings:
Channel Development
Sales Development
Sales Intelligence
Marketing Services
Integrated Offerings