Interactive, free download that you can flesh out and tailor to suit your own Sales & Marketing / CRO needs.

1. Contact:
Ed Alexander
(781) 492-7638
fanfoundry@gmail.com
customer loyalty, minted daily
draft
Sales & Marketing
Development Plan
For the Chief Revenue
Officer
1

2. Introduction
Get your own
The interactive framework on the If you think this tool
Navigation tip: next page shows a comprehensive would be useful for
Sales & Marketing Development your own planning,
You can view this Plan for a typical profit enterprise. development, training
slide deck in and review purposes,
sequence, or click
on main topics, click here
For demonstration purposes, a few
tabs and arrows to subtopics in the two right-side to skip to the end for
jump around quadrants are color-shaded (light instructions on how to
quickly get this file as a native
red, yellow or green) according to
MS PowerPoint file
the Legend to demonstrate how the (.ppt) that you can
use of “traffic signals” as a color “flesh out” and tailor to
scheme might aid interpretation. your heart’s content.
2

3. Click main
topic s & tabs
to view
subtopics The Big Picture Brand Promise & Mission
Distribution Evolution Model Market Segmentation Total Accessible Market
Sales and Strategic Segment
Perpetual Distribution Marketing
Term Pricing Model Ideal Customer Profile Title with Pains
Strategy Framework Top Targets
Transactional
3rd Party Landscapes
Outside Competitive Landscape Differentiators
Inside Direct Sales
Barriers
eStore
Positioning
Ecosystem Value Proposition
Messaging
Co-marketing
System Integrator Partner Strategy
Technology Advertising
Direct Marketing
Lead Generation Telemarketing
Qualification
House & Outside Events
Sales Process Development Sales Pipeline Sales & Partner Marketing
Sales Tools
Marketing Analytics
Quota/Domain Math
Territory Management
Development Models & Metrics
Marketing Cloud Action Chains
Sales Incentive Plans Sales Management Plan Reporting
Sales Process
White Papers
Collateral
Schedules and Milestones Content ROI Tools
People, Process, Resources Project Management Blog Articles
Customer Testimonials
Rapid Deployment Direct
Deployment Directors & Advisers
Co-Led Funnel Clients & Partners
Partner Communities Employees & Members
Staff Augmentation
Public, Pro & Industry
Renewals
LOB Penetration Account Development Customer Integrated Promotional
Corp.Penetration Development Marketing Transactional
Program Plan Web Properties Resource Plan
Satisfaction
Referenceability PR Plan
Maintenance Renewal Speaking Engagements
Customer Asset Management Legend PR / Analysts Blogging
Existing Business
Community Industry Analysts
Active Planned/Inactive 3
Financial Analysts/VC
Developing Not Included

4. What follows is a breakdown of all topical
areas in each quadrant, with space
available for elaboration on each topic.
4

5. Sales & Distribution Strategy
Distribution Evolution Model
Pricing Model
Direct Sales
Partner Strategy
Sales Pipeline
Sales Management
back to main
5

6. Sales &
Distribution
Strategy
Distribution Evolution Model
back to main
6

7. Sales &
Distribution
Strategy
Pricing Models
• Perpetual
• Term
• Transaction based
• Asset based
back to main
7

8. Sales &
Distribution
Strategy
Direct Sales
• Outside
• Inside
• eStore
back to main
8

9. Sales &
Distribution
Strategy
Partner Strategy
• Ecosystem (Reseller, Partner, etc.)
• Co-marketing
• System Integrator
• Technology
back to main
9

10. Sales &
Distribution
Strategy
Sales Pipeline
• Qualification Criteria
• Sales Process Development
• Sales Tools
back to main
10

11. Sales &
Distribution
Strategy
Sales Management
• Quota / Domain Math
• Territory Management
• Incentive Plans
• Process (suspect > prospect > close)
back to main
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12. Customer Development Program
Project Management
Deployment Funnel
Account Development
Customer Asset Management
back to main
12

13. Customer
Development
Project Management
• Schedules & Milestones
• People
• Processes
• Resources
back to main
13

14. Customer
Development
Deployment Funnel
• Direct
Rapid Deployment
need: FAQ, process doc
• Partner
Co-Led -
Staff Augmentation
Need: implementation partner
back to main
14

15. Customer
Development
Account Development
• Renewals
• Line of Business Penetration
• Corporate Penetration
back to main
15

16. Customer
Development
Customer Asset Management
• Satisfaction
• Referenceability
• Maintenance Renewal
• Existing Business
• Communities
back to main
16

17. Strategic Marketing Framework
The Big Picture – Raison d’etre
Market Segmentation
Ideal Customer Profiles
Competitive Landscape
Value Proposition
back to main
17

18. Strategic
Marketing
Framework
The Big Picture – Raison d’etre
• Brand Promise
• Mission
back to main
18

19. Strategic
Marketing
Framework
Market Segmentation
• Total Accessible Market
back to main
19

20. Strategic
Marketing
Framework
Ideal Customer Profiles
(duplicate & complete one of these slides for each segment)
• Segment
• Title with Pains
• Top Targets
back to main
20

21. Strategic
Marketing
Framework
Competitive Landscape (SWOT)
• 3rd Party Landscape
• Differentiators
• Barriers
back to main
21

22. Strategic
Marketing
Framework
Value Proposition
• Positioning
• Messaging
back to main
22

23. Integrated Marketing Plan
Lead Generation
Marketing Funnel
Sales Tools
Communities
Web Properties
PR / Analysts
back to main
23

24. Integrated
Marketing
Plan
Lead Generation
• Advertising
• Direct Marketing
• Telemarketing
• House & Outside Events –
• Partner Marketing
back to main
24

25. Integrated
Marketing
Plan
Marketing Cloud
• Analytics
• Models & Metrics
• Action Chains
• Reporting
back to main
25

26. Integrated
Marketing
Plan
Content
• White Papers
• Collaterals
• ROI Tools
• Portal
• Customer Testimonials
back to main
26

27. Integrated
Marketing
Plan
Communities
• Directors & Advisers
• Clients & Partners
• Employees & Members
• Public, Pro & Industry
back to main
27

28. Integrated
Marketing
Plan
Web Properties
• Promotional -
• Transactional –
• Resource Plan -
back to main
28

29. Integrated
Marketing
Plan
PR / Analysts
• PR Plan
• Speaking Engagements
• Blogging
• Industry Analysts
• Financial Analysts / VC
back to main
29

30. Get a free copy of this template as a native
Powerpoint (.ppt) file that you can use in
planning, developing and reviewing your
own sales and marketing programs.
Great for training, too!
click here
or contact:
Ed Alexander
+1 (781) 492-7638 EST (UTC-4)
fanfoundry@gmail.com
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