Are You Satisfied with the Results of Your Sales and Marketing?
Research, conducted by the Arizona Commerce Authority (ACA) among 150 rapidly growing businesses, identified sales and marketing weaknesses as the most significant obstacle to their growth strategies. Companies in multiple sectors, including bioscience, information technology, advanced materials/manufacturing and the aerospace and defense industries expressed common concerns:
- Creating and articulating a compelling value proposition
- Leveraging marketing tools
- Scaling – When to pull the trigger?
- Creating a sales strategy
- Closing the sale
- Managing the cost of sales
In their article “A Sales Execution Strategy Guide for Technology Startups” (Technology Innovation Management Review, October 2011, 32-36), Ian Gilbert and Stephen Davies write, “Typically, startup organizations will ‘take a product to market’ focusing on the technology with no attention paid to the actual execution of sales. Therefore, traditional product commercialization efforts often amount to little more than a ‘build it and they will come’ approach to growth, which is about as effective as one would expect. Consequently, many companies are only modestly successful in their early growth efforts.”
We Have a Solution.
The ACA is bringing in Afterburner, a business consulting team of current and former fighter pilots, U.S. Navy SEALS and other elite military professionals who leverage their expertise to help Arizona’s businesses connect strategy to execution and to develop agile, high performing teams that continuously improve and adapt to today’s complex business environments.
The Afterburner professionals will provide a full day of interactive sales and marketing strategy and execution training beginning with an introduction to the Flawless Execution Cycle. Participants will utilize their learning in a planning scenario where each is assigned a unique role requiring their active involvement in order to create an effective plan.