Top Banner 2
In This Issue:
Deepening Customer Relationships
Knowledgence Relationship Marketing Framework
Value Proposition Development Program
Sales Enablement
_________________
Need a Keynote Speaker for your 2013 Sales Kickoff?

_________________

Upcoming Apperances:

 

Lisa Dennis

Lisa Dennis  

October 31, 2012

ITSMA Marketing Conference: Relationship Marketing Workshop

_________________

Connect with Knowledgence:

Find us on Facebook Follow us on Twitter View our profile on LinkedIn


_________________
Quick Links:

_________________

 

Voices of the Knowledgentsia:

    

 

"Learn to listen. Opportunity could be knocking at your door very softly."

 

Frank Tyger

  (1929-2011)

The KnowledgentsiaTM

  

 October 2012

Greetings!

Happy Autumn!  Our New England foliage is ablaze with color once again, which always allows us to reminisce... for about a quick minute. Then we realize that if the trees are changing, then it is time to start planning next year's  marketing and sales strategy! We invite you to consider some ideas as groundwork for crafting your plan for the coming year.
Deepening Customer Relationships: A Relationship Marketing Framework
October 31, 2012 - Cambridge, MA

 

In this session at ITSMA's Marketing Conference, Lisa Dennis will provide insight and guidance on how to develop and execute successful relationship marketing programs and strategies. Specifically, participants will learn: 

 

* Relationship Marketing for key accounts and new client acquisition

* Defining relationship stages in your market segments
* Selection criteria for best-fit customer participation 

* Assessing and bench-marking individual/account relationships

 

 

Knowledgence Relationship Marketing Framework™
handshake
Both sales and marketing are charged with building mutually beneficial and strong business relationships. Each group drives to the same goals: relevant, targeted communications, trust, loyalty, commitment, and a stream of purchases. All of those goals are about interaction and engagement, and can be influenced by applying a framework that drives relationship marketing keyed to customer and prospect imperatives.

 

More information: Datasheet 

 

Article: Moving the Relationship Forward 

Value Proposition Development Program
Determining what the value proposition is for your product or service can often be elusive. Typically value propositions are developed from the "inside-out" - with a focus on the product or service, rather than the customer it is trying to attract. Getting clear on what value your organization's offerings deliver can depend on the point of view of different members of your team: product development, branding, sales, and product marketing. The bigger questions are:  what attracts a customer, and what the story is that will resonate with them the most.  Many product or service-centric value proposition statements miss their mark because they are too inward- looking.

 

More information: Datasheet

 

Article: Time for a Value Proposition Reality Check 

Sales Enablement
customer analysis
While sales training is a necessary and important part of arming the sales force for consistent revenue generation activities, the reality is that the majority of skills-based sales training dissipates in the field within 4 weeks of delivery. Why is that? Many programs deliver either "generic" skills that participants must figure out themselves how to integrate into their daily jobs, or include complex sales processes that are difficult to independently integrate in the field.  As a result, many participants will default back to their own process fairly quickly. In order to ensure a higher level of integration in the field, the process of developing and delivering programs needs to change.
 
 

There is lots to do and think about as you close 2012 and get ready for 2013.  Unfortunately, we don't have the luxury of finishing one before starting the other!  I'd love to help you brainstorm some ideas and make sure next year starts off strong.  Let's talk!

 
Enjoy the rest of your Autumn!

Lisa Dennis
Knowledgence Associates
Footer Stripe