The Marketing and Sales Problems We Solve:

The principle reason for marketing is to drive revenue results.  The reason so many CEOs have such little faith in their marketing departments is that these departments do such an underwhelming job at helping generate revenue.

There are many reasons for under performance.

  • Marketing fails to understand their customer needs because they are too internally focused.
  • They may be under-resourced
  • They try to drive too many projects at one time without focus on those that have the most impact.
  • Or they are stuck in the nineties using yesterday’s tools and tactics to solve today’s problems.
  • Lastly, they fail to consider the sales organization as a primary client.

At Prairie Sky we believe in a different approach.  Ask first what results you want, and then determine the business issues preventing you from achieving these results.  Focus on what it takes to solve these issues.  Do that with relentless execution.  Measure the results, learn, and repeat.   Quickly.

Prairie Sky Group offers services in each of the following areas guided by the questions in each section.

Lead Generation Services:

  • Does my Sales and Marketing have a common definition of a lead?
  • Is my Sales team receiving enough leads from Marketing?
  • Are the leads qualified?
  • Are leads being distributed and tracked effectively?
  • What are the top three reasons for leads failing to progress?
  • Is the close rate high enough?  Why or why not?

Learn more about the Prairie Sky model for lead development.

See how one Prairie Sky lead program generated new leads.

Market/Buyer Definition and Segmentation Services:

  • Has my Marketing team targeted the correct market segments, the criteria for these segments, and the reasons why these criteria are important?
  • Are the correct potential prospects identified within these segments?
  • Who are the buyers within each segment?
  • Have we determined the personas for each buyer?
  • Do we watch buyer behavior to help guide prospects and sales?
  • What are the key buying needs for each segment or product line?
  • Are market territories assigned logically?
  • Do we understand our competitive position?

Learn more about the Prairie Sky approach for segmentation and needs identification:

See how a Prairie Sky program improved account targeting and territory optimization:

Market Message Development Services:

  • What is your story?
  • Has my marketing team developed compelling messaging for our brand, our market segments and for each buyer?
  • Have these messages been tested?
  • Is our messaging consistent from marketing to sales?
  • How is sales messaging established and sustained?

See how a Prairie Sky program improved market messaging.

Read the Prairie Sky messaging post series starting here.

Sales Development and Enablement Services?

  • Do we follow a sales process?
  • Is our forecasting predictable?
  • Is our use of SFA optimized?
  • Are we getting the most from our proposals and RFP responses
  • Is our sales team trained?

See three Prairie Sky programs for sales development.

You can also participate in our industry leading marketing and sales assessment processes in each of these areas.  To learn more <link>