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BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL
WORLD3 building blocks to be prepared for the future.
Frie PétréCEO & co-founder Howaboutsales.com
AGENDA
Disclaimer
3 building blocks to be prepared for the future
Conclusion
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD
DISCLAIMER
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD
DISCLAIMER
NO PUBLICITY!
Easy-to-use Business Relationship Management Software (BRM)
DISCLAIMER
FAIR PLAY!http://techstartupday.be/awards/
YOU WERE BORN TO
SELL
AS A KID
YOU WERE BORN TO
SELL
AS A TEENAGER
YOU WERE BORN TO
SELL
AS AN ADULT
CHANGE
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD
1. DIGITALLY CONNECTED
2. INCREASED SPEED
3. MORE DATA
4. AUTOMATED
4 MEGA TRENDS THAT IMPACTED B2B SELLING
3 BUILDING BLOCKS TO BE PREPARED FOR
THE FUTURE
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD
BUILDING BLOCK 1
HYPERPERSONALIZ
E
BUILDING BLOCK 2
MULTIPLY YOUR
FUNNEL
PROLIFERATION OF CHANNELS &TECHNOLOGIES
UNORGANIZED & UNPRIORITIZED
MULTIPLY YOUR FUNNEL STEP BY STEP
SET OBJECTIVES AND MEASURE EVERY TRACTION FUNNEL
Marketing Objectives
Lead Measure Lag Measure Frequency Yearly Budget Touch point Resposible
(follow-up) Celebration
CHANNEL Events-attending+retargetting 1 event/month/AE 2 leads per event Monthly € 1.000 S&M scrum W/F SEA BRM 1 campaign/month 1 SQL/month Daily € 2.000 S&M scrum W/F
SEO BRM-(cfr. E-paper, blog, etc) 1 iteration/month 1 SQL/month Monthly € 0 S&M scrum W/F FB Marketing BRM-B&I 1 campaign/quarter 1 SQL/quarter Quarterly € 2.000 Heartbeat F FB Marketing BRM-Agric 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F FB Marketing BRM-Manuf. 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F FB Marketing GE-BRM-B&I 1 campaign/quarter 1 SQL/quarter Quarterly € 1.000 Heartbeat F LI marketing BRM-BRM 1 campaign/quarter 1 SQL/quarter Quarterly € 1.500 Heartbeat F LI marketing GE- BRM-B&I 1 campaign/quarter 1 SQL/quarter Quarterly € 1.000 Heartbeat F LI marketing BRM-Agri 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F LI marketing BRM-Manuf 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F AP-Agri + retargetting Continuous 1 SQL/quarter Quarterly € 1.500MoaHB F AP-Manu+retargetting Continuous 1 SQL/quarter Quarterly € 1.500MoaHB F Direct Mail B&I 1 campaign/semester 1 SQL/semester Semesterly € 1.500MoaHB F
€ 15.000
BUILDING BLOCK 3
USE TECHNOLOG
Y
MARKETING TECHNOLOGY LANDSCAPE
chiefmartec.com
27
CRM-SATISFACTION IS LOW
BEST OF BREED
OVER ONE SIZE FITS
ALL
TOP OF THE FUNNEL
AUTOPILOT
TOP OF THE FUNNEL
UNBOUNCE
DIRECT SALES
CLOSE.IO /SALESLOFT
INDIRECT SALES & ACCOUNT
MANAGEMENT
NO PUBLICITY!
Easy-to-use Business Relationship Management Software (BRM)
TOMORROW
TODAY
CONNECTIONS AND PROCESSES WILL BE
DIGITALLIZED
TRANSACTIONS WILL BE HELD IN AN INTEGRATED
ECO-SYSTEM.€
TOMORROW
3 BUILDING BLOCKS TO BE PREPARED FOR THE FUTURE
1. HYPER PERSONALIZE
2.MULTIPLY YOUR FUNNEL
3. USE TECHNOLOGY
QUESTIONS OR REMARKS
friepetre.com
@friedrichpetre
WWW.
Happy to help !
