SALES AND MARKETING
MARKETING | BUSINESS DEVELOPMENT | SALES
There is an art to Sales and Marketing -- and if you are fortunate, even a little magic. However, most successful Sales and Marketing campaigns are built upon a foundation of experience, sound theory and hard work. When it comes to Growth, Business Development is an essential, and often over looked ingredient. MJEnterprise has the experience and expertise to help you ramp up your Sales, reach new Markets and new Customers, and even put a little magic in your Marketing.
The process begins with Marketing and progresses towards Sales -- ultimately, fluid communication and feedback between your Sales, Marketing and Business Development people should influence your Marketing choices.
These are distinct disciplines. Very few people are truly gifted at all three. A single person can wear more than one hat if necessary, but try to staff each discipline with dedicated professionals in sufficient numbers to succeed.
MARKETING
Your widget may be the next great device to change the world, but a device does not a product make. Marketing is all the other stuff that you wrap around your device to make it a Product -- or around an expertise to make it a Service.
One of the most common mistakes Companies make is failing to understand what their Customers consider a complete Product or Service. MJEnterprise will help you transform your devices and expertise into robust Products and Services.
You must constantly look for Customer distinctions that enable you to further segement the market. These distinctions will drive the features, advantages and benefits that you build into your Products and Services, which ultimately determines the Value that you deliver to your Customers.
Segmenting allows you to pursue new Customers and get more revenue from existing Customers -- and it is essential to stay ahead of your Competition and drive Growth. MJEnterprise will help you segment your Markets and target Features, Advantages and Benefits to drive Growth.
BUSINESS DEVELOPMENT
Sales efforts should be focused on selling the Products and Services that are available today; however, Business Development efforts should be focused on selling the the future and the capabilities of your Company to strategic Partners and Customers in new Markets.
Business Development is all about finding ways to scale your Company's existing Products, Services and Business Model into new Markets to win new Customers. MJEnterprise will help your Company find the scaling opportunities to drive exponential growth.
You've heard the expression, "It's who you know that matters." Well, more often than not, it's true, especially in Business Development. Why? Because, when you approach a new potential Customer for the first time, the endorsement of you by somebody that Customer knows and trusts sets the tone and gives you the benefit of the doubt in that all important first meeting.
MJEnterprise has an exensive network of contacts in Silicon Valley and around the world in just about any technical industry that you can imagine -- we will open doors for you to get that first meeting off to the proper start.
SALES
Sales is often viewed as just interpersonal skills -- lunches, golf and a pleasant demeanor. While these interpersonal skills are essential, it lends to the sterotype that Sales People are casual and undisciplined. For the best Sales People, nothing could be further from the truth. Discipline is actually the number one job requirement.
Sales is a disciplined process. You cannot skip steps: Know your Products; Know your Customer; Assess your Customer's needs; Present the match between the Customer's needs and the Features and Benefits of your Product; Always Be Closing at every stage; Follow up. MJEnterprise can energize your Sales People and replace "gut feel" with discipline.
You may think that you want Sales People that are motivated by what is good for the Company or the Shareholders, but you really don't. You want Sales People that are motivated by Money. Because, the only successful Sales People are motivated first, and foremost, by Money. MJEnterprise can help you set up your incentive structures to make sure that your Sales People are operating at peak motivation.
When the Product has flaws, when the Customer is flaky, when the Market turns South, you still need your Sales People to deliver like its their finest hour of their best day. It takes a warrior mentality to succeed in Sales, and MJEnterprise can show you how to stoke that mentality.