Minds More Introduction
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Minds&More is a consulting firm that supports clients' business growth through capabilities in marketing, sales, and transformation. They offer proven methodologies and flexible solutions including consulting, program/project management, and interim management. Their team of over 30 seasoned professionals helps clients through excellence in execution to achieve tangible results. Minds&More focuses on enabling positive growth through marketing, sales, and transformation services. They build long-term relationships with clients through active listening, structuring problems collaboratively, defining solution paths and metrics, and implementing and tracking solutions.
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Minds More Introduction
- 1. Introducing Minds&More SEPTEMBER, 2012
- 2. Essence of Minds&More • Minds&More supports clients to grow their business by building capabilities in marketing, sales and transformation. Market Strategic Transformation Marketing Sales Brand & Communication Capturing Analysis Planning Management Management Management Management Value & Return • Our clients can rely on our proven methodologies and flexible service solutions: consulting, program & project management and interim management. • Our team of 30+ seasoned professionals inspire, challenge, train and coach our clients and take accountability to realize tangible results through excellence in execution. 2
- 3. Minds&More’s focus on enabling positive business growth Marketing Sales Transformation Creating, communicating Boosting commercial Building organizational and delivering offerings effectiveness to best focus, capabilities and the that have value for capitalize on market necessary change to win customers opportunities more in the market illustration of our expertise, leveraging proven methodologies • Market Assessments • Sales & lead management • Defining or aligning on vision & • Segmentation, targeting & • Funnel planning® mission positioning • Creating sales opportunities – • Shifting the paradigm and change • Product management & marketing Conceptual Selling®* management • Go to market plans & activation • Managing opportunities - Strategic • Innovation & NPD processes • Integrated communications Selling®* • Organizational design management • Managing relationships - Large • Building customer centric or • Pricing & value capturing Account Management Process®* solution led organizations • (Employer) brand management • Value based selling and pricing • Internal communications • Customer experience & loyalty • Negotiating success • Coaching & capability building • Marketing performance & • Leveraging your CRM tools • Marketing & sales alignment scorecards • Partner channel management • Building employee engagement offering flexible service solutions by seasoned professionals CONSULTING – PROGRAM & PROJECT MANAGEMENT – INTERIM MANAGEMENT *Miller Heiman Sales Performance Methodologies 3
- 4. Sample profiles of our 30 seasoned professionals that enable positive growth for our clients Benny Van Calster, Partner Tru Lefevere, Associate 16 years experience in marketing, product, 25 years experience in sales, marketing and go to market. Focus: B2B and ICT communication & business development. sectors. Focus: B2B, ICT sector and new ventures. Jo Van Crombruggen, Associate Pieterjan Kempynck, Partner 20 years experience in marketing and sales 17+ years experience in people, change activation, 360 campaign optimization, management and marketing capability MARCOM, and social media. Focus : B2B and B2C. building. Focus: B2B, Services, and Energy. Francois Delvaux, Partner Marianne Dewandeleer, Associate 17+ year experience in marketing and sales: 20+ years experience in corporate marketing, Strategy, planning and alignment, value employer branding, program management; 450+ based pricing, and building sales capabilities. change. Focus: B2B Services, ICT. Focus: B2B, start-up and large. Years of Daphne Gevers, Associate Myriam Vangenechten, Partner 15 years experience in marketing, product and 20+ years experience in marketing, operational portfolio management, market development, marketing, program implementation. Focus: B2B Experience customer experience and integrated incl. Utilities, Energy, and Insurance. communications. Focus: B2B, ICT, Services. Pascal Hall, Partner Gregoire Vanderveken, Associate 20+ years experience in building sales 20+ years experience in strategy, building capabilities and channel management, sales capabilities, coaching. Certified Miller coaching. Certified Miller Heiman® . Focus: Heiman® . Focus: ICT, Services, Large or Large or complex sales force environments. complex sales force environments. Cindy De Schouwer, Associate 15 years experience in helping companies to grow their brands through effective marketing, marketing communications, planning and go to market. Focus: B2B, B2C and services. 4
- 5. Challenges We Address • We work closely with our clients to solve in pragmatic way the marketing, sales & organization challenges 1 Address gaps in sales and marketing alignment of an organization 2 Build the marketing and go-to-market skills of client teams Enhance 3 Help bring a product to market capabilities and performance of the Fill a people resource gap in the 4 sales & marketing marketing organization organization Support a change implementation 5 initiative Help sales to better sell and capture value 6 of a company’s products and services 5
- 6. BUSINESS GROWTH NEEDS WE HELP TO SOLVE Need to build specific skills and Need specific marketing Need a clear go to market plan capabilities in sales resources for specific and processes to get there or marketing time frame Need relevant marketing, sales or transformation capabilities to help grow our business Need help on a specific Need to better project, program, or align sales and transformation Not enough sales marketing teams leads in our pipeline to enhance our or opportunities not revenues progressing 6
- 7. We build long-term trusted relationships with our Client Our collaborative process: Adapt to changing circumstances or needs Active Listening We actively listen to the challenges and needs of our clients Structure the Problem We define the problem to solve, the scope of the assignment Together and the change challenge Use our network of professionals to explore solution paths Define Solution Paths for the problem, and work with client to set clear success and Success Metrics metrics We collaborate with client organization to implement the Implement and Track selected solution(s). We track progress of deliverables, quality Quality of service rendered and ensure desired results realized 7
- 8. WHY IS GOOD MARKETING & SALES ALIGNMENT IMPORTANT? • Companies that are BEST IN CLASS in sales and marketing alignment achieve better performance MORE UNIT GROWTH compared GROW FASTER 5.4 % to poorly aligned organizations Improvement in DEAL CLOSURE CLOSE 38 % rate MORE DEALS LOOSE 36 % Improvement in CHURN rate LESS CUSTOMERS Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™ 8
- 9. COMMON IMPEDIMENTS TO HIGH PERFORMANCE PLANS PEOPLE • Objectives not explicit • Strategy and plans • Strategy not blisteringly are not 'owned' by all clear the stakeholders • Plan not actionable • Gap in marketing & • Resources not clear sales alignment • Lack of buy-in or shared goals • Gap in skills or resources needed EXECUTION • Resources mismatch • Lack discipline of execution of: • Actions • Buyer progression Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™ 9
- 10. WHAT WE OFFER: FUNNELCAMP TM • FunnelCamp™ is a single, intensive, 3-day planning workshop to provide your organization with the change required to break down impediments to growth. • The facilitated program specifically addresses the most common Sales and Marketing management issues in business today, while delivering a highly- actionable Sales and Marketing plan to prosecute your strategy. Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™ 10
- 11. EXAMPLE OF OUTPUTS: FUNNEL PLAN TM Your Funnel Plan spells out your objectives, a strategy the whole team buys into and understands, the granular objectives - broken down into month, quarter, year – for the life of the plan. Clarity as to the tactics you will employ to achieve this result, and the steps you will take as you build towards rhythmic execution of the plan. Minds&More is official distributor of FunnelAcademy™, FunnelCamp™ and FunnelPlan™ 11
- 12. SALES: WE HELP BUILD SALES CAPABILITIES AND PERFORMANCE Creating Opportunities Manage Opportunities Conceptual Selling® Strategic Selling® Optimizing Every Interaction with Comprehensive Strategy and expand Customers (Use of Green Sheet the expertise and effectiveness of the tool) sales professional to win complex sales (use of the Blue Sheets tools) Executive Impact Strategy for Securing Executive Negotiate Success Approval Win-Win Sales Negotiations that Strengthen Customer Relationships Securing Strategic Appointments Effective Contact Strategy for Generating Quality, High Value Appointments Management Execution Manage Relationships Driving sales process adoption Large Account Management through coaching to increase use of Process (LAMP®) effective communication behaviors Strategic Planning for Protecting and Growing Key Accounts Strategic Selling® Funnel Management Channel Partner Management Implementing Customized Funnel Optimizing Results from Indirect Management Distribution Minds&More is certified & distributor partner for Miller Heiman® Sales Performance Methodologies 12
- 13. Minds&More – sample of clients we are doing More for Fast growing SMEs Household Names… Industry Leaders… & Entrepreneurs… We serve companies in private & public sector, from big corporations, to PME companies who need marketing, sales or transformation to realize business growth. We also assist start-ups that have interesting propositions for the market but need external marketing or sales muscle. Minds&More is serving clients domestically or on European level. 13
- 14. CONSULTING SERVICES PROJECT MANAGEMENT Our Services STAFFING & INTERIM TRAINING & COACHING SALES and MARKETING AUDITS & ASSESSMENTS 14
- 15. Minds&More Services • Consulting Services: Marketing consulting assignments supporting the business agenda and providing strategic recommendations, change and implementation. • Project Management: Management of marketing, sales or internal change projects, often in the context of business evolution and innovation. • Staffing Solutions: Providing help on finding permanent resources or providing qualified temporary/interim resources in marketing and sales. • Training & Coaching Services: Building competencies of your organization and/or change agenda through development programs and coaching . • Marketing Audit & Assessment Services: Helping a company find quick wins to boost profits and achieve more marketing & sales efficiency and effectiveness. We assess an organization’s capabilities (people, processes, structure & enablers). 15
- 16. Gregoire Vanderveken, Associate Mobile: +32 (0)495 582 221 Email: Gregoire.Vanderveken@mindsandmore.biz MINDS&MORE cvba Park Hill | Jan Emiel Mommaertslaan 16B | 1831 Diegem Tel. +32 2 704 49 40, info@mindsandmore.biz www.mindsandmore.biz