Integrated Enablement Marketing Aligns Marketing Departments with Sales Teams

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Launch International traverses the marketing and sales disconnect with a full range of sales enablement deliverables.

Marketing professionals are very familiar with the customer's buying cycle -- that is, the stages prospects go through as they become valued customers. In addition, marketing teams are likely familiar with their company's sales cycle methodology the stages salespeople go through as they work to close a sale.

What is often lacking in most companies is the synchronization between marketing efforts and sales processes. And, that's where Launch International can help.

As a creator of best practices in sales enablement, Launch International specializes in helping marketers align their communications and enablement tools with the sales process. We call it Integrated Enablement Marketing (IEM), and it helps marketing prove synchronization with business goals. It's our unique methodology, and it's based on experience, grounded in strategy, and focused on results.

"Producing results is what counts. That's why our methodology is so appropriate, so unique, and so on-target. Every engagement has two key elements: a consensus of strategy, and an execution plan based on sales value," noted Eric Nitschke, vice-president of client services at Launch International.

An initial consultation provides the forum for sharing the strategy and defining a company's expected results. We're not just good listeners; we can be active participants in helping decide the most appropriate way to solve the marketing challenge at-hand. That's because we've learned from years of experience that the deliverable companies need isn't always the one they're thinking about. In fact, we often hold this session before we're even engaged, because until the strategy and goals are clearly defined, it is impossible to properly execute.

By having a more systematic and proven way for marketing organizations to align resources across buying and selling cycles, marketers can:

  • Reassess existing tools and resources to ensure they are being leveraged to deliver maximum value
  • Deliver the right sales tools to sales organizations at the right time in the sales cycle
  • Improve selling focus throughout direct and indirect sales organizations
  • Create more meaningful interactions between salespeople and customers/prospects
  • Accelerate buying cycles through more targeted messaging and communications
  • Allocate budget dollars with maximum efficiency
  • Prove synchronization with sales

For more information, contact Eric Nitschke at 215-230-4340 or enitschke @ launchintl.com

About Launch International

Launch International provides strategic marketing and sales enablement services for technology companies, providing support in both strategic and tactical areas. Typical strategy engagements focus on messaging for companies, target markets and solutions, as well as defining appropriate strategies and execution tactics for deliverables across the buying and buy-in cycles. On the tactical side, we develop a full range of sales enablement deliverables such as sales kits for direct/indirect organizations, white papers, web and print communications, presentations, case studies and executive briefing tools.

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Eric Nitschke
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