1 MARKETING & SALES TOOL
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THIRD-PARTY RESOURCES MARKETING & SALES TOOLS The tools outlined in the Marketing & Sales Tools section aid in implementing The Enhanced Exec's Program, Training Session #13: Strategy & Marketing Mastery; and Session #14: Sales Mastery. The fund manager’s shared services (SGS) team (in particular, the SGS Sales and Marketing Lead) will use these tools in partnership with their SME portfolio companies as they work together to execute the First 180-Days post-investment plan, per the Playbook Materials. Tool Title
Seven Essential Elements of a Marketing Plan
Tool Type
Third-Party Resource: Inc.com
Tool Description
This article by Inc.com provides companies with a high-level list of seven essential components of a marketing plan that helps keeps a sales pipeline full.
Tool Title
Leslie's Compass: A Framework for Go-To-Market Strategy
Tool Type
Third-Party Resource: First Round Review
Tool Description
The article provides a conceptual framework for how companies can approach the complex and nuanced relationship between marketing and sales. The tool provides an overview of the two "approaches" to determine whether marketing or sales takes the lead (i.e., marketing serves sales or sales serves marketing).
Tool Title
Closing the Gender Gap in Sales Leadership
Tool Type
Third-Party Resource: BCG
Tool Description
This article discusses the reality of the significant gender gap in the sales function of a company. It provides four concrete "interventions" for companies to enact that will help improve gender equality in their sales department.
Tool Title
How to Improve Your Sales Skills, Even If You're Not a Salesperson
Tool Type
Third-Party Resource: Harvard Business Review
Tool Description
The article provides advice on approaching the "art of selling" for individuals who may not be well-versed or inexperienced in sales, outlining six actionable principles to follow and emphasizing them through the showcasing of two short cases studies.