This webinar looks at 3 key elements for building marketing and sales activities in your business: 3 essential components of marketing and sales; How to build a Sales Pipeline for your business; How do “I make it happen?

1. Russell Cummings
Strategic Business Development
September 2014

2. Marketing is a very strategic process
Have covered elements in previous
webinars
Strategy allows you to develop a
Promotional Plan
Should link Marketing, Promotions &
Sales

7. Networking
Broadcast1-on-1

8. There are many ways to do this:
CRM
Spreadsheets
Whiteboard
Key elements: Stages in your Sales Process
Deal Info, Probability %, Est $, Prob $
Track the Prob $ against Income Matrix
Simple Sales Pipeline is on the website

9. Pipeline Stage Criteria Probability Guidelines
Project Won Successful Project 100%
Proposal Written Proposal
Submitted
30% to 80%
Scoping Actively discussing an
opportunity
5% to 20%
Ideas still a concept No active discussion
with clients
2% to 5%
See resources for a short video and example pipeline
spreadsheet.

10. Make sure you have a clear
Marketing Strategy
Break it down to an Income Matrix
Create a Promotional Plan
Develop a Sales Pipeline

11. Russell Cummings
Business Consultant
M: +61 414 929 585
W: www.sbdbusiness.com.au
E: russell@sbdbusiness.com.au
Thank You