Sales, Marketing & Social Media Today

I write about the three topics that I am most passionate about; Sales, Marketing and Social Media. These topics are covered from my experiences in outside sales and marketing. My objective is to use my expertise to help business and the individual.

How to use Market Research, Competitive Intelligence, Customer Marketing, & Product Marketing to Product Increase Sales

Before businesses can sell anything, they need to determine if there is a market for their products and services.

Most businesses will not necessarily be creating new product categories. As a result, they will be entering into a marketplace that already exists. This is true if you are a re-seller or distributor of products and services. Once you decide that there is a market for your products and services; you need to study your competitors.

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Smartsheet.com template

You can see who your competitors are by doing internet research, reading trade publications, and attending industry trade shows. On the internet, you can view your competitors’ websites. Once you have all of this information you need to determine the sales, and marketing channels that you will use to sell your product. Are you going to sell products via a website, direct mail, social media marketing, retail space, trade shows, or a direct sales force? There are many options available to you.

Knowing who could use your product is also something important to consider. If you do not have any existing customers you will need to be the Sales rep for your business to get yourself set up in the marketplace.

To be able to make an effective Sales Presentation to a customer, you will need to compile your Marketing research in competitive analysis and intelligence chart.

You will need to perform a SWOT analysis by assessing your strengths and weaknesses, opportunities, threats compared to your competitors on the products you offer, the price, quality, the service, reliability, stability, expertise, company reputation, location, and appearance of your business along with how important it is to the customer.

This is a must-do even if you do not hire sales reps. But if you, do it should be part of their training. This competitive analysis should be done regularly.

This is how you can apply Marketing research to drive your product sales.

Product Marketing 

What is the role of Product Marketing?

I covered the Product Marketing Community workshop to find out.

Workshop Topics included how to:

  1. Build and execute go-to-market plans
  2. Develop actionable buyer insights
  3. Create effective Messaging and Content for buyers
  4. Enable Sales and Product Teams

Businesses should identify their ideal customer.

What are the challenges of Product Marketing?

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Just as Marketing has a plan or brief, Product Marketing does.

SmartSheet.com Product Marketing Template

Here are nine things to address in a Product Marketing Brief.

  1. What does your company do? Does your product offering align with your business goals?
  2. What are the features of your product? Do others understand what you are building and why?
  3. Does this Product address gaps in the Market? Include an overview of a Competitive, win-loss, and, SWOT analysis.
  4. Who is your ideal customer or target market? Include an overview of findings of demographic, psychographic, and buyer persona research. Does your product solve customer pain points?
  5. How will you measure product success?
  6. What are can go wrong? Can failure be anticipated and corrected?
  7. What is the roadmap and schedule of the product? Who’s responsible and in charge?
  8. Who needs to be included in the project and who needs to approve deliverables?
  9. How will goals be tracked? How often will they be monitored? What insights are you trying to glean from the data?

Creating a Buyer Persona

A buyer persona is a guide to understanding the needs, challenges, and pain points of customers.

Questions to ask

What are these customers’ habits?

What concerns, needs and challenges do they have?

What actions are customers taking to address their needs and challenges?

Why do customers need to take these actions?

This question may be applied to multiple action steps described in Hooked by Nir Eyal as the 5 Whys.

What makes them want to buy?

Where do they look for information?

What type of content and medium do they use to access the information?

What days and times are the most likely to look for information and consume content?

It is important to note that businesses with multiple products and more than one target market will need to create buyer personas for each ideal customer.

Where to obtain information on the Ideal Customer

1. Interview current customers and prospects.

2. Send out targeted surveys via email, direct mail, and Social Networks. Offer incentives such as gift cards and discounts to encourage people to provide the information needed.

3. Read biography and history books about your ideal customer.

4. Study the news.

5. Study existing research conducted by Market Research firms.

Building buyer personas will result in:

1. Creating and implementing better and more targeted product messaging and communication

2. Getting the product in front of customers who truly will benefit from its use

How have you used Market Research, and Product Marketing to increase Sales?

Share your thoughts in the comments.

Additional places to find my content and blog

WordPress: http://dangalante.me/

Tumblr: http://www.askdangalante.com/

LinkedIn: https://www.linkedin.com/today/author/DanGalante

Medium https://medium.com/@DanGalante

YouTube https://www.youtube.com/trendsettingsm

Anchor https://anchor.fm/dangalante

About Me

I’m a Strategic Marketer with Field Sales, Sales Enablement, Content Creation, and, Classroom Teacher/Trainer skill-sets using Marketing to drive Sales/Growth.

As a Marketer, I’ve worked with Start-Ups, a Political Campaign, and a Digital Marketing Conference. I’m certified in Inbound Marketing with classes in Marketing, Product Management, Product Marketing, SEO, SEM.

Before teaching, I was an Outside Sales and Marketing Rep. selling and marketing dental products to Dentists using consultative selling, trade show marketing, field marketing, and market research.

I publish Sales, Marketing & Social Media Today a blog covering industry events and trends.

Articles and insights have been featured, mentioned, and, referenced in:

Tractica in the News

The Future of AI

https://medium.com/@DanGalante/the-future-of-ai-insights-from-the-ai-summit-ab6267eca70b

Digital Marketing World Forum

https://www.digitalmarketing-conference.com/key-insights-from-digital-marketing-world-forum-north-america/

Voice Summit

Compilation: Our Favorite Post-VOICE Coverage So Far

https://www.voicesummit.ai/blog/compilation-our-favorite-post-voice-coverage

Engage Bay

7 Steps to Align your Marketing Automation Strategy

https://www.engagebay.com/blog/marketing-automation-strategy/

Relay 42

The Role of Technology in Customer-Centricity

https://relay42.com/resources/blog/the-role-of-technology-in-customer-centricity

Databox

How to Improve Marketing and Sales Alignment (Gave background)

https://databox.com/how-to-improve-sales-marketing-alignment

Onalytica

Named as a Top STEM Influencer for EdTech and Education Industry Insights.

http://www.onalytica.com/blog/posts/stem-top-influencers-brands-publications/

The Arizona Republic

http://yourbusiness.azcentral.com/handle-top-10-sme-sales-objections-24845.html

Twitter Ads Blog

https://blog.twitter.com/2014/how-smartphone-users-engage-on-twitter-three-key-findings

Paper.li’s Wall Of Fame via Scoop.it

http://www.scoop.it/t/all-things-paper-li/?tag=Dan+Galante

I’ve been honored for my Social Profiles

•LinkedIn SSI Score in the Top 1%

•SlideShare for being in the top 5% of profiles viewed in 2014

•LinkedIn Profile was in the top 1% of profiles viewed out of 200 million members in 2012

I’m seeking a full-time role in:

Inbound Marketing, Digital Marketing, Content Marketing, Product Marketing, Demand Generation, Social Media Marketing, Sales Enablement Enablement, Sales Strategy, Marketing Strategy, Employer Branding, Recruitment Marketing. Reach out to start a conversation on LinkedIn or email me at dan@dangalante.com

Posted 48 weeks ago

Sales, Marketing & Social Media Today

I write about the three topics that I am most passionate about; Sales, Marketing and Social Media. These topics are covered from my experiences in outside sales and marketing. My objective is to use my expertise to help business and the individual.

The Reasons People use Marketing & The Challenges & Priorities of Marketers

I asked my LinkedIn audience If the Sales and Marketing function merged and run by Sales, What would be your main focus? Why?

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As you can see, 68% of those surveyed said that increased lead generation and demand generation was a top priority. What this means is that people see Marketing as a vehicle to increase Sales and Revenue.

Marketing also serves as an Enablement for Sales Teams, Customer Success, support, and even employer branding. Many companies have created a dedicated enablement function. Companies sit employer branding and Recruitment Marketing in HR. However, there are still a lot of companies without dedicated enablement and employer branding functions.

Everyone looks to the marketing department. The lines between product, marketing, sales, and customer success are blurring. Marketers need to be able to serve different parts of the organization.

Marketers do traditional work of branding, advertising, market research, content creation, and enablement, but these tasks support the larger goal of increased Sales and Revenue. Marketers impact Sales by filling up the Sales pipeline, pre, and post-sale. In the end, Marketers need to make a business case to justify their existence.

Why do People use Marketing?

People use Marketing for different reasons and they have different sets of challenges concerning the Marketing they do. I conducted two surveys of my LinkedIn audience.

I asked the following:

1. What do you hope to gain from your marketing efforts?

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Based on the survey, most people want the marketing mix of brand awareness, leads, sales, and revenue in exchange for their marketing efforts.

2. What is your biggest marketing challenge? Why?

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Based on survey findings, 56 percent of people use Marketing for a mix of brand awareness, lead generation, and revenue. In terms of Marketing challenges, 70 percent said that Content Marketing was the biggest.

What should be the main priorities of Marketers? What do you hope to gain from your marketing? What is your biggest marketing challenge?

Share your thoughts.

Additional places to find my content and blog

WordPress: http://dangalante.me/

Tumblr: http://www.askdangalante.com/

LinkedIn: https://www.linkedin.com/today/author/DanGalante

Medium https://medium.com/@DanGalante

YouTube https://www.youtube.com/trendsettingsm

Anchor https://anchor.fm/dangalante

About Me

I’m a Strategic Marketer with Field Sales, Sales Enablement, Content Creation, and, Classroom Teacher/Trainer skill-sets using Marketing to drive Sales/Growth.

As a Marketer, I’ve worked with Start-Ups, a Political Campaign, and a Digital Marketing Conference.

I’m certified in Inbound Marketing with classes in Marketing, Product Management, Product Marketing, SEO, SEM.

Before teaching, I was an Outside Sales and Marketing Rep. selling and marketing dental products to Dentists using consultative selling, trade show marketing, field marketing, and market research.

I publish Sales, Marketing & Social Media Today a blog covering industry events and trends.

I’m seeking a full-time role in:

Inbound Marketing, Digital Marketing, Content Marketing, Product Marketing, Demand Generation, Social Media Marketing, Sales Enablement Enablement, Sales Strategy, Marketing Strategy, Employer Branding, Recruitment Marketing.

Open on title, industry, company, location, and level. Reach out on LinkedIn or at dan@dangalante.com to start a conversation.

Posted 46 weeks ago

Sales, Marketing & Social Media Today

I write about the three topics that I am most passionate about; Sales, Marketing and Social Media. These topics are covered from my experiences in outside sales and marketing. My objective is to use my expertise to help business and the individual.

Press & Industry Highlights of The 2022 New York Auto Show

The New York Auto Show is back after a two-year pause because of the COVID-19 pandemic. I had the privilege of covering the event over the past two press and industry days at New York’s Jacob Javits Center. It was great to be back. One of the events was hosted in the new Pavilion built at the Javits Center. Mark Schienberg, President of the Greater New York Automobile Dealers Association  opens the Auto Show at the awards breakfast.

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I want to congratulate Audi, Hyundai and Mercedes for winning world car awards.

The Hyundai Ioniq 5 wins a World Car award at #NYIAS 2022!


There was a shift in the type of cars, trucks, and SUVs at the auto show. This year the show was made up mostly of electronic vehicles and hybrid vehicles. This change is because of changes in the industry and US government policy to improve the environment. They pledge to sell only electric vehicles or EV’s by 2035. This is a global trend. This is information that came out of the World Traffic Symposium, which was held yesterday.


The show was based on two levels and there were three EV test tracks where drivers could drive Electronic Vehicles. This is a fun exhibit that I recommend that you experience. Ford had one and Hyundai had one. There was an additional track on the lower level where you could see more hybrid cars, trucks, and SUVs. You can also see EV Charging stations on the lower level. For kids not old enough to drive, they also had arcade-style racing games. There is something for everyone at the show. Here is a new Corvette!

 You can find additional pictures posted on Instagram.


There were also some new vehicle role-outs and major press announcements from KIA, Hyundai, Chrysler, and Jeep. You can see them below.

Kia   


Hyundai


Chrysler


Jeep 


The show is open to the public starting today at the Jacob Javits Center located at 429 11th Avenue New York, New York 10001. How to get to Auto Show.  The Auto Show runs from Friday, April 15th, through April 24th, 2022.  The hours are as follows Monday - Saturday from 10 am to 7 pm and Sundays from 10 am to 7 pm.  General admission tickets are $17 for adults and $ 7 for children. If you want early access for this Friday or Saturday tickets are $45 for adults and $7 for children.  Tickets can be purchased here.

What are you hoping to see at the auto show? If you have attended the auto show, what was the most exciting thing that you have experienced?

Posted 42 weeks ago