DAY 1
PART 1: Face-off with Reality
1. Assess the Marketing, Sales & Service Equation in your Company.
2. The Awakening: ‘Reviewing mistakes & cases where good ideas have fallen to ignorance’
PART 2 : The Primary Mechanics of Marketing
1. Evolution of the Marketing Concept
2. The Marketing Concept
3. Marketing Environment
4. The Forces in Marketing Environment
5. Marketing Mix Variables (The 4Ps)
6. Product & Price Variable
7. Distribution & Promotion Variable
8. Product Orientation
9. Marketing & Sales Orientation
10. Value Driven Marketing
PART 3: Understanding the Matrix of Marketing & Sales Paradigms
1. Moving from a ‘Fixed Marketing & Sales Mind-set to a ‘Growth Mind-set’
2. Review your Marketing Strategies & Sales Activities (It’s time to top up with new ideas, skills & techniques, and unlearn old & existing ones that is not effective).
3. Projecting into an ‘Innovative & Creative Marketing & Sales Mind-set’
4. Wisdom Quotes to Guide Strategic Marketing (To create a shift of paradigm in marketing & sales)
PART 4: Marketing Cycle
1. Market Research, Product Development, Promotion, Sales, Distribution, Customer Feedback, Analysis, Adjustment
PART 5: Key Aspects of Marketing
· Understanding Needs: Figure out what your customers need are.
· Creating Value: Develop products/services that fulfill these needs.
· Communicating Value: Advertise benefits effectively.
· Delivering Value: Ensure promised value through quality & service.
· Building Relationships: Foster customer loyalty and satisfaction.
· Adapting to Changes: Stay flexible and adjust strategies based on market shifts.
· Plan Smart: Set goals, pick your target audience, and use your resources wisely.
· Ethical Considerations: Sustain honesty, customer privacy, and product safety.
PART 6: Re-engineering Strategic Marketing
1. S.E.R.V.E your Strategic Marketing Plan
2. Review how S.L.E.P.T affect your Business
3. S.W.O.T your Company's Position
4. Be S.M.A.R.T.E.R in your Business Management Approach
5. Development of Contingency Plans
6. Adjusting the Marketing & Sales Equilibrium with Customer Service Excellence
7. Marketing Strategy Vs Marketing Plan
PART 7: Adopting the Concepts & Philosophies of Strategic Combative Marketing
1. Leadership: Understand the Principle-centered Qualities of Marketing & Sales Leaders.
2. Waging War: Setting a combative marketing culture - Monitor & destroy the competition - How to be highly aggressive in your defense system – Identifying opportunities – both current & future – Assessing and re-structuring resources – View globalization and the changing marketing trends – be futuristic!
3. Laying Impeccable Plans: Deriving the strategies of war plans & relate it to business plans.
4. The Use of Information: Reviewing your business direction in tandem with pertinent information.
5. Attack by Stratagem: Conserve energy for focus and impact – Maneuver for territorial advantages – Implementing the 5-R Concept (Recover - Review - Recoup - Re-engineer – Re-establish).
6. Weak & Strong Points: Identify your strength and weaknesses – Identify your competitors’ strength and weaknesses – Timing your attack on the competitors’ ignorance and weaknesses.
7. Army on the March: Strike the right balance between attack and support
8. Terrain: Study the market terrain – micro & macro environmental analysis – Implement ways to manage the market terrain to your advantage
9. Attack by Fire: Launching strategic initiatives or campaigns that are designed to disrupt the competition and gain a competitive advantage. For example, the principles of deception, surprise, and confusion can be used to create marketing campaigns that are fast, unexpected and hard to anticipate by competitors.
10. Maintaining a Winning Position: Laying the Foundation to continuously reinforce your Marketing & Sales Strengths – Applying the ‘how to’ approach in maintaining victory.9 Types of Marketing to Promote your Business
DAY 2
PART 8: Eight Marketing Approach to Promote & Increase your Business
1. Content marketing - Content marketing is an effective inbound marketing strategy that educates and engages customers by helping them find information about your products, brand, or industry online. Examples of content marketing include: Blogs, Videos, Social media posts, E-guides.
2. Social media marketing - This includes Face book, LinkedIn, TikTok, Instagram, Telegram, Messenger.
3. Influencer Marketing - Because influencers are thought leaders in their industries, they have gained a level of trust many businesses never will, so their followers are likely to listen to product recommendations. As a result, influencer marketing can help your brand earn more exposure, boost brand awareness, and increase sales.
4. Search Engine Marketing - Search engine marketing (SEM) includes all types of marketing that use search engines like Google as their marketing tool. Search engine marketing typically encompasses 2 digital marketing strategies.
5. E-Mail Marketing - Many companies use email marketing because it’s highly effective. Email marketing requires marketers to send emails to customers and prospects to increase sales and help customers through the sales funnel easily. With high conversion rates come high returns.
6. Public Relation - Public relations (PR) is a type of marketing that can help build your business reputation in the media.
7. Print Marketing - Print marketing is the use of print media to generate brand awareness about your company. Print marketing includes advertisements in magazines, brochures, and billboards
8. TV & Radio - Television and radio commercials have evolved over time but remain effective marketing strategies for businesses.
PART 9: The Matrix of Leadership in Marketing & Sales Team Management
1. Qualities of a Marketing & Sales Leader
2. Strategic Sales Management with P.O.S.T.D.C
3. Facilitating Effective Sales Meeting
4. Brainstorming Techniques for Cultivating & Structuring Marketing & Sales Strategies
5. The Mechanics of Strategic Sales Management
PART 10: The Mechanics of Professional Selling Skills
1. Reviewing & Reinforcing 88 Sales Strategies
2. Redefining your Sales Team Professional Sales Attitude
3. Redefining your employees Communication & Interpersonal Skills
4. Adapting to the ‘Organized Sales Presentation’ Approach
PART 11: Demographics - Customer Focus Selling
1. Age Groups: Different age groups have different concerns & different health issues
2. Characters & Personalities: Understanding the different customer types & the ability to interact and convince them.
3. Customers’ Knowledge & Awareness: Customers know what they need or think they do. To serve & sell to them requires comprehensive product knowledge.
4. Linguistic Skills: The linguistic skills refer to the having efficiency in the grammar, structure, phonology, semantics, etc. of one or more languages. It means to have a stronger grip over the listening, speaking, reading, and writing parts of the language. Effective communication can provide an additional winning edge.
PART 12: Reinforce Inter-Departmental Teamwork for Better Cooperation & Coordination
1. Teaming Activities for simulation
PART 13
1. Begin to Redesign your Strategic Marketing Plan - Right Now!
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