Telesian Technology

Friday, January 22, 2021

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Technology & Manufacturing: Marketing, Web Development, E-Business

IMPACT Marketing: MBC™
Managing the Buy Cycle Workshop

Does your sales team keep getting bogged down at the same point in the sales cycle?
Do you know how your marketing messages and tools are being used during the sales cycle?
Is your product always selected over competition but you struggle to get the PO signed?

IMPACT Marketing: MBC is an advanced training session that shows your marketing team how to propel the technology buyer through the sales cycle with high impact messaging, tools, and collateral.

Does your sales team use messages and tools during the sales cycle without regard to buyer needs?
Propel the buyer through the sales cycle with IMPACT Marketing: MBC. Find your best sales leverage by applying this proven methodology that focuses on marketing strategies and tactics tailored around the buying cycle. Designed to help marketing teams understand the buying cycle from the buyer's perspective, IMPACT Marketing: MBC matches information and messages to the most urgent needs and propels the buyer through the sales cycle.

Do your distributors give away all their collateral on the first sales call, then have nothing left to address the advancing needs of the buyer during the sales cycle?
Align informational needs with the buying cycle. When materials, messages, and programs are designed to address a buyer's informational needs, your sales effectiveness will soar. Marketing delivers messages and value propositions that meet the buyer's changing needs as the sales cycle progresses. This approach enables sales to focus on selling and developing the relationship with the buyer versus creating defensible positioning on the fly. It focuses on helping sales move a prospect through the steps of the sales cycle quickly and effectively, and complements a complex sales methodology.

Are you reps crafting off-the-cuff, one-off messages when faced with competition?
Develop crisp, consistent messages that differentiate your products and services. IMPACT Marketing: MBC helps marketing develop multi-tiered message strategies that center on identifying pains of buyers and businesses, and create a sense or urgency around those pains through messages and positioning tactics. Once pains are identified, sales can build a sense of urgency and help prospects understand the impact of not addressing the pain, which helps drive purpose and closure.

8 Reasons To Attend This Training

  1. Learn how to leverage the buying cycle to shorten the sales cycle.

  2. Increase your sales effectiveness by developing materials, programs, and tools designed to propel a prospect through the sales cycle.

  3. Learn how and when to apply message strategies throughout the buying cycle, and how to competitively differentiate your products and services.

  4. Improve your message effectiveness by tailoring messages around buying needs and buying teams.

  5. Increase marketing's value within the sales team and throughout the organization by delivering more effective sales tools that serve a specific purpose.

  6. Create a common marketing strategy framework and dictionary to help improve your overall sales & marketing effectiveness.

  7. Identify informational gaps that exist in the current process and sharpen existing materials based on where they have the most impact in the buying cycle.

  8. Learn how to apply this training immediately through "hands-on" exercises.

Who Should Attend?

This training is designed for marketing professionals who are responsible for creating messages, positioning, materials, sales tools, and programs to support sales and fuel revenue growth.


Two (2) one-half day on-site sessions delivered by Telesian's team of strategic marketing and communications professionals.

Typical Agenda

Day One

I. Introductions, Why are we here, Goals
II. Why the Buying Model
III. Introduce the Buying Model
     a. Review Each Stage
     b. What's Happening
     c. Activities
     d. Messages that Resonate
     e. Getting to the Next Stage
IV. Exercise One: Mapping Sales Tools
V. Assign homework for Day Two

Day Two

I. Introduce Multi-Tiered Messaging Strategy
II. Identifying Pains
III. Linking Solutions to Buyer Pains
IV. Competitive Positioning
V. Exercise Two: Breaking Down Buying Team Messages
VI. Exercise Three: Mapping Trigger Events and Pains


To bring IMPACT Marketing: MBC to your marketing organization, contact Telesian Technology at 508-755-5242 or e-mail Juliann Grant at . Discounts offered to groups of three or more.