Business Development, Marketing and Sales - The Vitendo Method

The Vitendo Method

The Vitendo Method is elaborated to help companies with business development, marketing and sales.

The method signifies going over a number of steps together where we analyze the company as well as create concrete actions that will help you sell more and become more efficient.

Our method means going to the bottom with identifying both market and products and then moving on to more hands-on actions that will help increase the sales of your company.

1. Create a common ground for market and sales.

Go through the flow in the Vitendo Method in order toagree on what to do.

The purpose is to make the company grow with good profit.

2. Set goals (discuss today’s goals and possibly set newgoals, assess today’s strategy and so on).

For each item below we decide on action, who willbe responsible and a dead-line!

3. Strategic analysis – through the product and marketmatrix (the PM matrix) we sort out products and servicesand define markets or customer groups according toturnover and profitability.

It’s simply a matter of deciding on assortment and choosing who you want to sell to.

4. S.W.O.T analysis is made on the PM matrix where wetry to find strengths, weaknesses, opportunities andthreats based on product and market.

We also discuss different ways of making the companygrow, i.e. we apply Ansoff’s growth strategy.

5. Customer directory – we create a customer directory containing both existing and potential customers.

6. We pick out contacts from the customer directoryand make a note of their credentials.

7. Packaging – we describe the company, its productsand services based on customer benefit, aiming to makeproduct leaflets.

Normally we start with a work shop where we use thecontent in the PM matrix.

When we have completed texts for the company as wellas for product and service, we SEO write these (that isadjusting the texts for search engine optimization)in order to optimize Google hits/searches.

8. Strategic meeting with the staff. Discuss strategies with the staff and make sure thatthe ideas are well received.

9. Success stories.We create reference stories about satisfied clients whowe have already delivered to and we also SEO writethese.

10. Prizing.We evaluate the prizing for your company’s productsand services in addition to looking at settlement andoffer patterns.

11. Producing films and images.We film and take pictures of the manufacturing of thecompany documenting the customer benefit of theproducts and services.

12. Presentations.We make presentations of the films and the imagestogether with the packaged and SEO written text.

13. Product leaflets.We prioritize what sales material to produce in regardsto product leaflets with design, brochure, offer folderetcetera and finally we produce it in accordance withthe prioritization.

14. Translation of the material mentioned above.We translate the packaged texts to the language thatthe market in question requires.

15. Personal sales - We create a booking script where we clarify what to say when you meet a customer for the first time.

- We construct a model with questions to choose from during the customer visit.

- A sales binder containing sales tools is assembled.

16. Prioritization.We rank the most important companies to visitaccording to the customer directory and book ameeting with them.

It is crucial to make co-visits and coach new salesmen.

17. Social media.We prioritize in what social media you should be presentand then create accounts in those.

18. Creating content in social media.We publish packaged texts, films and images in thedifferent accounts created.

19. Updating of web page. We distribute packaged texts and adjust the currentwebpage (if there is no web page, we build one).

It is important that the texts are well presented inorder to get good search results.

20. We create micro sites, i.e. mini web pages wherewe publish packaged texts with pictures and possiblyfilms and presentations.

21. Choosing other channels.Creating a plan on how to use other channels such asdistributors, agents, editorial press (press release),fairs, ads, radio, web shop, adwords, apps etcetera.

22. We build routines on how to handle web pageand social media.

23. Finally we produce an activity list regardingfollow-up and in-service training of the staff.

We also educate distributors, agents, customers andothers as well as create a plan for the future containingmeasure, who will be responsible and a dead-line.

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