Marketing Solutions That Drive Results

8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com

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Align the Selling Process with the Buyer’s Journey

Focusing on the buyer’s journey and working to make their life (not yours) easier is truly a differentiator.

Here is one example of a seller who understood the buyer’s journey and added value at every step.

UNTROUBLED& UNAWARE

The seller will be successful when they:

Help customer become aware of their problem

ACKNOWLEDGEPAIN

Help them identifyand prioritize pain,build trust

DEFINENEED

Help define the need, build consensus & trust

RECEIVEORDERS

Provide offer thatmeets requirements,build trust

RATIONALIZEOPTIONS

Help prepare &prioritize offers,build trust

SELECT FIRSTCHOICE

Make it easy forthem to selectyour offer

ENGAGE

Ensure your offer can maximizetheir result

WEB-SITE,TRADE SHOWS &ADVERTISEMENTS

Help customer become aware of their problem

WHITE PAPERSANDCASE STUDIES

Demonstratesexpertise

SOLVE PART OFTHE PROBLEM,FREE OF CHARGE!

DemonstratesCommitment toCustomer’s Success

PROVIDE PROPOSALTHAT MEETSBUYER’S NEEDS

Careful withover-shooting whatis actually needed

CONTINUE TOBE A VALUEDCONSULTANT

Continue to ProvideValuable Information

DELIVER AS PROMISED& ON TIME

Sales and Marke ng the Six Sigma Way, by Michael J. Webbwith Tom Gorman, 2006 Kaplan Publishing

First Understand The Customer’s Buying Journey

The buyer has a problem and needs information, and eventually a solution to their problem. They will readily pay for a solution that solves their problem.

Helping Companies FIND, WIN and KEEP Customers

Companies today are struggling to differentiate their products, their services and their company. Doing more with lesshas become standard operating procedure. Most companies are working harder than ever, but are finding it difficult to achieve the desired growth?There are opportunities for many companies to dramatically improve their performance by looking at their selling process. The selling process can be defined as everything is takes to Find, Win and Keep customers; this includes marketing, sales and service.

UNTROUBLED& UNAWARE

ACKNOWLEDGEPAIN

DEFINENEED

RECEIVEOFFERS

RATIONALIZEOPTIONS

SELECT FIRSTCHOICE

ENGAGE

8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com

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FIND WIN KEEP

Measure Performance Throughout the Sales Process

Think of the selling process as a production process. Develop solid definitions up front and use proven tools to measure the performance, making adjustments as needed.

It’s critically important to have seamless transitions between Marketing, Sales and Service. Everyone pulling in the same direction.

LEADS QUALIFIED LEADS PROSPECTS OPPORTUNITIES ORDERS SUPPORT REPEAT

Some % drop out at each step (some are filtered out)It’s best to filter out unqualified leads & prospects early

Your investment (cost) increases throughout the process Is value added at each step?

About KTS Marketing Solutions

Managing Partner, Tim DeRosett has 20 years experience in marketing, business development, and sales within indus-trial automation and high-technology companies. With experience in LEAN and Six Sigma methodologies, we bring process improvement to marketing, sales and service. KTS delivers consultative services to high-technology and automation product and services companies. We have developed proven tools and methodologies that can be applied to most high-tech business-to-business companies.

We have developed proven tools and methodologies that can be applied to most high-tech business-to-business companies. Additional services include the following.

Customer Value Mapping helps discover your customer’s challenges and drivers and determine how well you

meet their needs.

Discover, Develop and Deliver your company’s VALUE. Starting with the Customer Value Map we provide

recommendations for today and tomorrow.

We deliver differentiation and accelerated growth with Product Management and Product Marketing services

such as product roadmaps, product specifications, product launch plans and sales tools.

CustomerValueMap