New approaches to sales and marketing strategies


When writing a business plan you of course need to think about your Marketing Strategy and Sales Strategy. The Chase Market Velocity blog has an interesting and useful way of looking at traditional approaches for marketing and sales strategies compared to web-based (or more IT centric) approaches. These are:


 





































Traditional Enterprise Sales/Marketing


“Web 2.0” Enterprise Sales & Marketing


Marketing strategy


 


Product marketing: Focus groups


Have a “conversation” via blogs (book, blog) and aggressively use web usage analytics


Awareness generation: Print advertising, direct mail


Internet media advertising (search, email, blogs, etc.)


Awareness generation: Media tours, Press releases


Influence the influencers


Demand generation: Tradeshows, Seminars


Thought leadership webinars


Sales Strategy


 


Target Audience: Direct sales to Business/I.T. Decision Makers


End run traditional buying processes to get consumer/end user adoption first building internal credibility and grassroots support


Sales Force: Hire high-powered direct sales force


Tightly integrate a telesales team with web leads to qualify (and close) leads


Segmentation: Target Fortune 500 as first customer


Pursue SMB market before Enterprise


Pipeline Management: traditional tools


Web lead funnel management


 


The full blog entry is at http://marketvelocity.blogspot.com/2005/12/what-does-vinod-khosla-know-about-web.html


 

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