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Marketing Action Plan

Improve Your Sales & Marketing Action Plan

Is it time to write a Sales & Marketing action plan that will actually help generate leads and create sales (and actually be used by the business)?

Many companies start the process but end up creating wishy washy documents that have no business benefit.

Here are 11 steps which we use when helping our clients to think ‘outside the box’ and get organised.

Improve Your Sales & Marketing Action Plan

1. Vision

  • Give yourself space and room to think.
  • Take a moment to think about the longer term and ‘bigger picture’ for your business.
  • Where is your business heading?
  • What do you want from your business;
    • is it more turnover,
    • more profitable customers or
    • to expand a new market?

2. SWOT not SWAG

Get your team (or trusted advisors / associates) together and firstly think through

  • What is great about the business,
  • What your customers like
  • What you are best known for.

Then think about the areas where you could improve,

  • Maybe some products or services that are not being promoted
  • What elements of the business are holding you back – remember its critical to be objective and honest. Otherwise you will end up with SWAG (please feel free to ask if you are unsure about SWAG)
  • List your biggest opportunities and note any possible threats to your business.
  • Remember – Ask your customers for feedback.

3. Define your markets and customers

  • Look at which markets you are operating in. (From a jargon perspective this activity is called segmentation)
  • Group together any products or services which are aimed at a similar market.
  • Divide up your customer base into types of business or types of people so you can work out what makes them tick.
  • Now identify the most profitable products, services and markets for you
  • Are there any markets that you could expand into or are there some markets / sectors that either need boosting or exiting ?
  • Who are your customers?
    • Can you divide them into groups by
      • demographic,
      • type of business
      • industry sector.
    • Could your existing customers buy more products or services from you (upsell / cross sell)?
    • Are there new customers in sectors that you need to attract to your business?

Its important to remember from a  business development perspective it is far easier to sell to customers who already know you and so they are often a good place to start.

4. Competitors

From experience this is one area where many businesses participate in SWAG. It is important that data collected is factual and robust (not anecdotal or assumed)

  • Who are your competitors in each market place? Yes for each different product or service you provide you will potentially have a completely different set of competitors
    • Direct Competitors
    • Indirect Competitors
    • Future Competition
  • What are their strengths and weaknesses from the perspective of PUV
  • How do you compare especially in light of PUV and Pricing

5. Why Should I Buy From You?

  • Ask yourself what makes your business different?
  • What is it that people actually buy from you?
  • Is it your excellent product range, your unique services or is it the way you sell?

Note: We often find that customers buy “emotionally – even on B2B transactions” because of the relationship with a company and they like the service.
Remember: Ask your customers directly and find out exactly what they value.

6. Your Customer’s Pain Points

  • What are the issues that keep your customers awake at night?
  • What are their concerns when buying your product or service?
  • What is your customer looking for that would significantly transform their performance?

Note: You will only gain these insights by talking in detail and getting really inside your customers shoes

7. Prioritise

  • From all this analysis, which are your best opportunities from a product / customer perspective?
  • Where are you going to get the best return on investment for your business?  
  • Do you have a new product or service that you need to communicate to existing customers?
  • Do you need a campaign to attract new customers and expand your market?

8. Clarify the critical PUV’s

  • For each of your customer types you need to establish the top 3 PUV’s
  • The best way to identify these is engage in detailed conversations and discussions with your customers.
  • These PUV’s should not be about your business but primarily you need to identify what your customers need to hear?

9. Communication and Promotion

  • Unfortunately this is the sexy and tangible point and  often the place where people start.
  • In our experience over the last 20 years companies have wasted huge amounts of money and time by creating and implementing  incorrect communication and promotion
  • Activity 9 is so important we will dedicate a separate dedicated article to the activity and include the development of your sales and marketing action plan

10. Action – Make It Happen

Once you have your sales and marketing action plan developed you can then get on with the actions.
The purpose of the plan is to generate sales and marketing actions so get on with it.

11. Measure & Review

  • All sales and marketing activities that you perform should be measurable
    • Tracking telephone calls
    • Website analysis
    • Analysing proposal to sales conversion ratios
    • Number of people who click on an e mail link
    • Sales conversion for those who respond to an advert
    • The measurement points are endless and we will look at these in detail in future articles

Improve Your Sales & Marketing Action Plan

For more information on Sales & Marketing click here or call Andrew Goode on 01733 361729 or e mail   For more information on marketing and sales services click here

The Benefit of Customer Lifetime Value

Use the formulas and model provided above and start calculating CLV for your business today. Customer lifetime value is an incredibly useful metric. It tells you which customers spend the most at your business and which ones will remain loyal to you for the longest amount of time.

If you would like to know more about Customer Lifetime Value contact Andrew Goode MBA, MSc, FCIM Click here to arrange a call

Other articles linked with marketing metrics that may provide additional insight. Marketing metrics and analyticsmarketing ROI Planning , marketing revenue analytics and Marketing Measurement Metrics and Website Design

The 10 Elements Of A High Performing E Mail

Essential Elements For Your Next E Mail Campaign

From our experience of completing e mail campaigns for clients over the last 7 years we believe there are 10 elements that should be considered as part of your e mail.

1. A clear attention grabbing E Mail Subject line

  • Having the title “Newsletter” as your subject line is unlikely to create a sense of urgency to read
  • Equally having a subject line “Rocket Propel Your Sales by 300%” might grab your attention but if you are unable to substantiate will lead to a high level of frustration

2. An actual person as the sender

  • Receiving an e mail from admin / sales / enquiries might be the functional way to remove direct contact but is very impersonal. If the e mail is going to customers you manage then you should be prepared to put your name against it.
  • If you have a personal relationship then don’t lose it with an impersonal e mail. Many people will look at who the sender is first and if the email is from someone they don’t know then the e mail is deleted.

3. Company branding

  • Whilst we always recommend that make my logo smaller cream is used, it is important that once an email is opened it is easy to identify which company / organisation the email is from

4. Appropriate segment / Personalised content

  •  Managing your list as with all marketing activities is critical and never more so than with e mail campaigns.
  • If you have different customer types then these need to be segmented, that way you can send content that is both personalised and relevant to the appropriate segment

5.. Value proposition and context

  • If you are sending emails to a person then the general rule is that the content should be of value / useful. That way hopefully they will
    • Either click a link within the e mail or take an appropriate action from within the email
    • Read the subject line and then delete
    • Worse case scenarios being that they report the e mail as spam or choose to unsubscribe from the list

6. Obvious focused call to action

  • If the purpose of the e mail is to inform and stimulate action then it should be really easy to identify what to do
  • Buttons, boxes or clearly defined hyper links will help
  • I will include examples in the next news post on e mail marketing

7. Relevant Image

  • If you are lucky enough that the person opens the email to actually get to the content
  • Then if there are words or images the images will be the element that the person automatically focuses on
  • Therefore chose your images carefully and make sure that it is both relevant and interesting
  • Importantly reduce the size of the image to ensure it is optimised for display on the web. A huge multi mega bit image will be slow to load

8. Social sharing buttons or links – A secondary call to action

  • A good e mail delivery package will have the capability built in to allow e mail sharing or social sharing
  • These should appear towards the bottom of the e mail and provide an additional call to action for the recipient

9. Link to a privacy policy

  • Always good practice to tell your recipients about how you are managing their details

10. Unsubscribe link

  • Last but not least you should always give your recipients the opportunity to easily unsubscribe
  • This complies not only with e mail good practice but should actually be seen as a positive approach
  • If someone genuinely is no longer interested in your products or services better that they are no longer in your system than you thinking you have a huge list of prospects who are ready to buy, when that isn’t the case

Want to pick up the phone and speak to us about your Strategy, Website, Marketing or Business Development project?
Call us on: 01733 361729

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