The 5 pillars of business, you need to know.

Across industry sectors, this is what I’ve learned, and how I learned it.

The pathway to success for your business, is that of least resistance.

It can be broken down into the following components

TARGETING

1. Company / persona research. What are the triggers and cross reference points that enable you to sell their story?

Account level, why is this good for them? — based on their goals and mission.

Job boards, Your favourite to use - That will tell you — hiring, new to role, financials, -if tasked with implementing changes, growing?, budget?

Apollo.io — Check comparisons of companies you have won with in the past.

Humantic AI— DISC personality profiled, and list segmented -> what content per persona.

Reply.io— you can also create the lists specification

Cross reference that with ;

Previous — Closed / Lost — Bid Contracts and RFP/RFQ — interviews, what were the actual objections. List them.

Thats the sweat spot between, educational to get you here + isolating and overcoming objections = promise land. Built that.

*You could also get some of this feedback from third party connections, from undertaking a podcast.

Now, whether thats Sales or Marketing creating content that encompasses all that, it doesn’t actually matter.

What matters, is that it’s right and hits the mark.

CHANNEL — DELIVERY

1. You could utilise the above content, via push ads. -> connected to buyer intent signals.
2. You could utilise the above content, via permission based creative.
3. You could do both.

Call company and ask for permission to show them (via a video content listed above ) showing them how win, and where it would get’s them.

Combo’s — cell phone, voicemail, LinkedIn , WhatsApp Telegram Messenger

and ask if they received and their thoughts on the content. Find where they are, to have that conversation. That may even be in back ending Slack

PURCHASE PATHWAY

If buying from you is too difficult.

Surprise surprise customers won’t buy.

You need to make this, well communicated.

Friction free.

Easy.

How do you do that?

You be very clear on what that looks like from the start.

DEAL

If you have bedded down the signed agreeables in your Communication Plan early, you won’t come unstuck, NOT knowing if the deal will pass, legal, credit, and exceed expectations at Customer Success.

COMMERCIAL HANDOVER.

Within the pack.

You should have

Completed and approved credit

Completed and signed order

Completed and signed communication plan.

Containing ;

-Visitation cycle ? How often

-Video call cycle? How often

-Phone call cycle ? How often

-Parking — Where / Permit no Permit / Validation available yes no

-Gifts — What do they expect / Coffee / Donuts / Lunch?

-Back up contacts for site(s) — Should be a no brainer but their contact details, and location.

-Agreed KPI’s

-Stakeholder contacts for QBRs.

There has been alot of talk recently about using chatgpt, to build out the communication plan handovers, and that its ground breaking.

But in reality we are really only getting back to business basics.

The outlines I have seen on Linkedin, from chatgpt pertinent to this, are what we did prior to 2010.

Backwards to go forwards.

SUMMARY.

What I have learned across multiple industry sectors, is that it is, this easy.

Getting all these components right, you will win.

It’s that simple.

#ManderovicMethods #ClosedCircuitSelling #Marketing #Revenue #Deals