This is a general presentation of the capabilities of our 30+ seasoned professionals

1. Introducing Minds&More
SEPTEMBER, 2012

2. Essence of Minds&More
• Minds&More supports clients to grow their business by building capabilities in
marketing, sales and transformation.
Market Strategic Transformation Marketing Sales Brand & Communication Capturing
Analysis Planning Management Management Management Management Value & Return
• Our clients can rely on our proven methodologies and flexible service
solutions: consulting, program & project management and interim management.
• Our team of 30+ seasoned professionals inspire, challenge, train and coach our
clients and take accountability to realize tangible results through excellence in
execution.
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3. Minds&More’s focus on enabling positive business growth
Marketing Sales Transformation
Creating, communicating Boosting commercial Building organizational
and delivering offerings effectiveness to best focus, capabilities and the
that have value for capitalize on market necessary change to win
customers opportunities more in the market
illustration of our expertise, leveraging proven methodologies
• Market Assessments • Sales & lead management • Defining or aligning on vision &
• Segmentation, targeting & • Funnel planning® mission
positioning • Creating sales opportunities – • Shifting the paradigm and change
• Product management & marketing Conceptual Selling®* management
• Go to market plans & activation • Managing opportunities - Strategic • Innovation & NPD processes
• Integrated communications Selling®* • Organizational design
management • Managing relationships - Large • Building customer centric or
• Pricing & value capturing Account Management Process®* solution led organizations
• (Employer) brand management • Value based selling and pricing • Internal communications
• Customer experience & loyalty • Negotiating success • Coaching & capability building
• Marketing performance & • Leveraging your CRM tools • Marketing & sales alignment
scorecards • Partner channel management • Building employee engagement
offering flexible service solutions by seasoned professionals
CONSULTING – PROGRAM & PROJECT MANAGEMENT – INTERIM MANAGEMENT
*Miller Heiman Sales Performance Methodologies
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4. Sample profiles of our 30 seasoned professionals that
enable positive growth for our clients
Benny Van Calster, Partner Tru Lefevere, Associate
16 years experience in marketing, product, 25 years experience in sales, marketing
and go to market. Focus: B2B and ICT communication & business development.
sectors. Focus: B2B, ICT sector and new ventures.
Jo Van Crombruggen, Associate Pieterjan Kempynck, Partner
20 years experience in marketing and sales 17+ years experience in people, change
activation, 360 campaign optimization, management and marketing capability
MARCOM, and social media. Focus : B2B and B2C. building. Focus: B2B, Services, and Energy.
Francois Delvaux, Partner
Marianne Dewandeleer, Associate
17+ year experience in marketing and sales:
20+ years experience in corporate marketing,
Strategy, planning and alignment, value
employer branding, program management;
450+
based pricing, and building sales capabilities.
change. Focus: B2B Services, ICT.
Focus: B2B, start-up and large.
Years of
Daphne Gevers, Associate Myriam Vangenechten, Partner
15 years experience in marketing, product and 20+ years experience in marketing, operational
portfolio management, market development, marketing, program implementation. Focus: B2B
Experience
customer experience and integrated incl. Utilities, Energy, and Insurance.
communications. Focus: B2B, ICT, Services.
Pascal Hall, Partner Gregoire Vanderveken, Associate
20+ years experience in building sales 20+ years experience in strategy, building
capabilities and channel management, sales capabilities, coaching. Certified Miller
coaching. Certified Miller Heiman® . Focus: Heiman® . Focus: ICT, Services, Large or
Large or complex sales force environments. complex sales force environments.
Cindy De Schouwer, Associate
15 years experience in helping companies to
grow their brands through effective marketing,
marketing communications, planning and go to
market. Focus: B2B, B2C and services.
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5. Challenges We Address
• We work closely with our clients to solve in pragmatic way the marketing,
sales & organization challenges
1 Address gaps in sales and marketing
alignment of an organization
2 Build the marketing and go-to-market
skills of client teams Enhance
3 Help bring a product to market capabilities and
performance of the
Fill a people resource gap in the
4 sales & marketing
marketing organization
organization
Support a change implementation
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initiative
Help sales to better sell and capture value
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of a company’s products and services
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6. BUSINESS GROWTH NEEDS WE HELP TO SOLVE
Need to build
specific skills and Need specific marketing Need a clear go to market plan
capabilities in sales resources for specific and processes to get there
or marketing time frame
Need relevant marketing, sales or transformation
capabilities to help grow our business
Need help on a specific
Need to better project, program, or
align sales and transformation Not enough sales
marketing teams leads in our pipeline
to enhance our or opportunities not
revenues progressing
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7. We build long-term trusted relationships with our Client
Our collaborative process:
Adapt to changing circumstances or needs
Active Listening We actively listen to the challenges and needs of
our clients
Structure the Problem We define the problem to solve, the scope of the assignment
Together and the change challenge
Use our network of professionals to explore solution paths
Define Solution Paths
for the problem, and work with client to set clear success
and Success Metrics
metrics
We collaborate with client organization to implement the
Implement and Track
selected solution(s). We track progress of deliverables, quality
Quality
of service rendered and ensure desired results realized
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8. WHY IS GOOD MARKETING & SALES ALIGNMENT IMPORTANT?
• Companies that are BEST IN CLASS in sales and marketing
alignment achieve better performance
MORE UNIT GROWTH compared GROW FASTER
5.4 % to poorly aligned organizations
Improvement in DEAL CLOSURE CLOSE
38 % rate MORE DEALS
LOOSE
36 % Improvement in CHURN rate
LESS CUSTOMERS
Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™
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9. COMMON IMPEDIMENTS TO HIGH PERFORMANCE
PLANS PEOPLE
• Objectives not explicit • Strategy and plans
• Strategy not blisteringly are not 'owned' by all
clear the stakeholders
• Plan not actionable • Gap in marketing &
• Resources not clear sales alignment
• Lack of buy-in or
shared goals
• Gap in skills or
resources needed
EXECUTION
• Resources mismatch
• Lack discipline of execution of:
• Actions
• Buyer progression
Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™
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10. WHAT WE OFFER: FUNNELCAMP TM
• FunnelCamp™ is a single, intensive, 3-day planning workshop to provide your
organization with the change required to break down impediments to growth.
• The facilitated program specifically addresses the most common Sales and
Marketing management issues in business today, while delivering a highly-
actionable Sales and Marketing plan to prosecute your strategy.
Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™
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11. EXAMPLE OF OUTPUTS: FUNNEL PLAN TM
Your Funnel Plan spells out
your objectives, a strategy
the whole team buys into
and understands, the
granular objectives -
broken down into month,
quarter, year – for the life
of the plan.
Clarity as to the tactics you
will employ to achieve this
result, and the steps you
will take as you build
towards rhythmic execution
of the plan.
Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™
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12. SALES: WE HELP BUILD SALES CAPABILITIES AND PERFORMANCE
Creating Opportunities Manage Opportunities
Conceptual Selling® Strategic Selling®
Optimizing Every Interaction with Comprehensive Strategy and expand
Customers (Use of Green Sheet the expertise and effectiveness of the
tool) sales professional to win complex
sales (use of the Blue Sheets tools)
Executive Impact
Strategy for Securing Executive Negotiate Success
Approval Win-Win Sales Negotiations that
Strengthen Customer Relationships
Securing Strategic
Appointments
Effective Contact Strategy for
Generating Quality, High Value
Appointments
Management Execution Manage Relationships
Driving sales process adoption Large Account Management
through coaching to increase use of Process (LAMP®)
effective communication behaviors Strategic Planning for Protecting
and Growing Key Accounts
Strategic Selling® Funnel
Management Channel Partner Management
Implementing Customized Funnel Optimizing Results from Indirect
Management Distribution
Minds&More is certified & distributor partner for Miller Heiman® Sales Performance Methodologies
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13. Minds&More – sample of clients we are doing More for
Fast growing SMEs
Household Names… Industry Leaders…
& Entrepreneurs…
We serve companies in private & public sector, from big corporations, to PME companies who need marketing, sales or
transformation to realize business growth. We also assist start-ups that have interesting propositions for the market but
need external marketing or sales muscle. Minds&More is serving clients domestically or on European level.
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14. CONSULTING SERVICES
PROJECT MANAGEMENT
Our Services STAFFING & INTERIM
TRAINING & COACHING
SALES and MARKETING
AUDITS & ASSESSMENTS
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15. Minds&More Services
• Consulting Services: Marketing consulting assignments supporting the business
agenda and providing strategic recommendations, change and implementation.
• Project Management: Management of marketing, sales or internal change
projects, often in the context of business evolution and innovation.
• Staffing Solutions: Providing help on finding permanent resources or providing
qualified temporary/interim resources in marketing and sales.
• Training & Coaching Services: Building competencies of your organization
and/or change agenda through development programs and coaching .
• Marketing Audit & Assessment Services: Helping a company find quick wins
to boost profits and achieve more marketing & sales efficiency and effectiveness.
We assess an organization’s capabilities (people, processes, structure & enablers).
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16. Gregoire Vanderveken, Associate
Mobile: +32 (0)495 582 221
Email: Gregoire.Vanderveken@mindsandmore.biz
MINDS&MORE cvba
Park Hill | Jan Emiel Mommaertslaan 16B | 1831 Diegem
Tel. +32 2 704 49 40, info@mindsandmore.biz
www.mindsandmore.biz