Marketing & Sales

We intentionally call this practice area “marketing and sales” because marketing is the front-end of the sales process. Marketing is both an organizational function and a set of processes for creating, communicating and delivering value to customers and managing customer relationships in ways that benefit the company and its stakeholders. Marketing is also “the 4 Ps” – product, pricing, promotion , and people. Whether you’re an emerging growth company or a mature, 40-year-old manufacturing enterprise, no sales effort will produce the right outcomes if you don’t execute the 4Ps effectively. We admittedly have a very strong bias that marketing and sales, while inextricably tied, are separate disciplines that require their own focus.

Adapting to these changes is especially important in marketing and sales. Because technology changes the playing field, buyers have more choices and are more familiar with competitive options before they ever have a real conversation with a salesperson. And, because we have more sophisticated tools, particularly marketing automation and CRM tools, a shift is occurring from transaction management to relationship management. Marketing must become more customer-centric where the focus is not on the product, but on how the product is used. With information overload a real threat, the effective use of technology has become an imperative for today’s sales professional.

- No matter what size of company you are responsible for, you need both an effective marketing plan and an effective sales plan. ZTF and team will help you focus on the 3 Key Rules for Growth – 1. Don’t lose the customers you have and grow the ones that are most profitable; 2. Win over competitors’ customers where possible; 3. Develop new markets and new customers.

Let us help you find, develop, keep and grow your best customers A sample of our services includes the following:

• Development of Marketing and Sales Plans that are tailored to your company’s current situation and its vision for growth.

• Sales & Operations Planning to ensure alignment of forecasts with production capabilities.

• Voice-of-the-Customer interviews and research analysis to develop actionable insights.

• Organization structure assessments and recommendations.

• CMO for hire engagements.

• Sales training and coaching.

• CRM (customer relationship management) implementation.