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Generate More Sales Leads With Your Marketing Program, and Convert Prospects to Customers Faster, with BMI Consulting Services

Attention CEOs, Sales Executives, and Marketing Professionals:

• Is your company’s marketing program generating enough sales leads to produce a solid, measurable return on marketing expense?

• Is your company’s sales team satisfied with the number and quality of leads being passed to them from marketing?

• Is your company’s marketing staff supporting your sales team in their efforts to close major account sales opportunities?

• In this recession, are you confident that your marketing program can meet the demands required to help your sales team maintain sales growth?

BMI Consulting applies its wide-ranging expertise to re-engineer your company’s business-to-business marketing program, to improve sales lead generation and help your company convert more prospects to customers in today’s challenging economic environment.

Turn Your Marketing Program into an Investment in Business Growth

Our team helps your company assess, restructure, and improve its marketing programs and process to generate more leads for sales, convert more of those leads to customers over the length of your sales cycle, and identify and close on new opportunities to sell your products or services through faster, better, and more effective sales support.

We work with your company’s senior management, marketing, sales, and product management staffs to convert your marketing program from an unmeasurable cost center to a measurable investment in your company’s sales and business growth.

In today's economic environment, your company's marketing efforts need to be focused on sales lead generation, lead development, and supporting your sales team's efforts to close new business and develop new opportunities: These are the core goals of BMI Consulting services.

BMI Consulting Services

Utilizing and applying the proven BMI principles of clear, effective presentation and powerful marketing execution, BMI Consulting offers a full range of hands-on execution services to improve your company’s marketing program.

1.) Marketing Program Assessment and Recommendations

Using our proprietary assessment methods, we examine and assess every critical aspect of your company’s marketing program, identifying the potential causes of poor sales response, lack of measurability, prospect targeting, and gaps in sales/marketing alignment.

2.) Lead Generation

We plan, develop, and execute the full range of marketing activities required to generate measurable sales response from your marketing program:

• Print Advertising;
• Direct Mail;
• Trade Shows;
• B2B Online Advertising;
• Web Site Optimization and Development;
• Video and Multimedia Production;
• Market Testing;
• New Product Launch Programs

3.) Lead Development

The role of marketing no longer ends at generating leads alone. Company marketing programs must also extend to ongoing lead development, the “marketing program after the marketing program.” We help your company establish lead development programs that work alongside your company’s sales team over the length of your sales cycle to make the case for how your product or service solves the prospect’s business problem.

BMI Consulting implements effective lead development programs by helping to identify your company’s unique, proprietary expertise, and developing this knowledge into lead development communications programs that support your company’s sales teams in their ongoing communications with their prospects.

Effective, targeted communications programs used in lead development are the fastest, most efficient methods for your sales team to answer the most likely questions their prospects have on your product, to neutralize objections and concerns raised by the prospect, and achieve buy-in from other decision-makers at the prospect's company, to help move prospects to their final purchase decision, faster.

4.) CRM/Marketing Integration

B2B sales teams are experiencing the benefits of greater efficiency, response, and measurability using CRM systems, but company marketing departments often must re-engineer their marketing programs to generate the sales response required to make marketing programs accountable for returns when measured using CRM systems.

BMI Consulting helps your company integrate its marketing program with your CRM system, by helping you establish the required programs and processes across the major areas where B2B marketing programs intersect with your company’s CRM system:

• Effective CRM marketing campaign development and measurement;
• Tracking and measurement of marketing programs (campaigns) utilizing CRM;
• Lead capture and tracking in CRM systems;
• Developing content and templates for CRM marketing document libraries;
• Integrating CRM with sales cycle lead development programs;
• Executing online marketing and keyword search lead generation programs interfaced with CRM

5.) New Business Development

BMI Consulting works with your sales and business development teams to support major account selling efforts, joint ventures, co-marketing and distribution deals, and other major business growth and sales opportunities. Business development services provided by BMI include:

• Developing and executing prospect approach strategies and tactics;

• Developing customized content and messaging for high-level business development presentations

6.) Sales and Marketing Turnarounds

When market conditions change and cause marketing programs to underperform or fail, rapid action is required to identify the causes of poor response, develop new marketing programs, and get these new programs into action immediately.

This is especially true in the current economic environment, where a marketing program that "works" under stable economic conditions is much less effective today, or where good economic conditions mask poor marketing execution or inadequate sales support.

BMI Consulting can assist your company in developing emergency and rapid-response marketing programs to reposition and re-launch your company’s marketing program, to boost immediate sales response.

7.) Sales Support and Field Marketing

Next to lead generation, responsive support of company sales efforts and diligent field marketing are the two most important roles for marketing for companies serving B2B markets. Effective sales support is an integral part of every consulting assignment we undertake, because it is necessary to meet the requirements of marketing's "number one customer," sales. Examples of sales support services provided by BMI Consulting include:

• Re-engineering of marketing deliverables for document template libraries;
• Developing strategic communications strategies, deliverables, and prototypes for major account presentations;
• Marketing support for response to prospect “trigger events”

Contact Us to Discuss Your Marketing Program

For more information on BMI Consulting services, and for a confidential discussion of your company's marketing program and requirements, contact Eric Gagnon, Director, BMI Consulting, at: (540) 349-2438, or e-mail: eric@businessmarketinginstitute.com