GDA's Demand Generation

...Creating Quality Leads and Marketing Strategies

Most sales organizations can do a pretty good job responding to leads or opportunities… but what if nobody calls today? How effective and consistent is your organization at initiating sales and marketing opportunities? Growth Development Associates, Inc. (GDA) provides its customers with a powerful planning tool that targets eight different “sales-finding” strategies targeted at three different customer groups: My customer, Their customer, and Nobody’s customer. GDA further facilitates the development of a live set of strategies right in the classroom. To determine whether this offering is right for your organization, ask yourself:

• Does your company have enough leads?
• Does each rep have enough quality leads?
• Are you your prospect’s teacher?
• Is your pipeline 3x your organizational objectives?

GDA’s Demand Generation – GDA’s Sales and Marketing Management lead generation workshop featuring GDA’s Self-fulfilling Prophecy

The Demand Generation sales and marketing class teaches a powerful and simply-structured methodology for maximizing the likelihood of repeating the ace performance every time. This sales and marketing planning methodology facilitates thorough identification of and preparation for success and provides for step-by-step elimination of the points of failure or weakening of planned results.

Workshop Agenda

• Objectives - Strategies - Tactics Identification and Development
• Breakthrough Strategic Planning Skills
• Live Break-Through Strategies

Benefits

As a result of this workshop, attendees should be able to prepare and debug powerful sales and marketing strategies, from a simple sales call to elaborate marketing programs that have provable, high probabilities of success. Customer programs will become demand generation, sales calls will become business deals, and planning sessions will become self-fulfilling prophecies. GDA customers, by implementing Demand Generation techniques, have turned previously benign events and activities (such as seminars, prospecting campaigns, product announcements, and tradeshows) into lead generation engines, creating tens to hundreds of highly qualified leads at will.

Call GDA at 800-966-4321 for more about Demand Generation.

Demand Generation can be combined with Consultative Selling, Quantifying Benefits and Preferred Partner to implement a complete and proven sales curriculum for record level growth.

Frequently Asked Questions

1. Who have you conducted these Demand Generation Programs for? This is a powerful course that can be implemented as a stand-alone class or as a key component in an evolving curriculum. Organizations that have utilized GDA’s Demand Generation workshop to create new sales and marketing programs include Tellabs, Hewlett Packard, Altair Engineering, ANSYS, Dassault, and RetroBox. Hewlett Packard used this workshop internally, then funded its use with resellers across the country. Tellabs has used this to create quarterly regional sales initiatives in both North America and Europe.
2. Who should attend these workshops? The Demand Generation workshop is for sales and marketing management. This workshop has also been delivered to marketing only audiences, sales only audiences, as well as combined sales and marketing audiences. Some of these events have been attended by a single business segment, but many of them have crossed organizational lines relative to product, sales, geographic, or customer set responsibilities. In every case, the workshop has been productive and effective in identifying new business potential and sales strategies.
3. What good is it to teach the sales force these skills if corporate marketing isn’t in the room? When corporate marketing is in the room, the potential for powerful buy-in at several different organizational tiers can integrate marketing strategies and sales initiatives to deliver self-fulfilling results. When corporate marketing is not available to participate in these workshops, the course design enables Sales Managers to develop, debug and implement programs locally without dependence on corporate resources.
4. Should management attend these workshops? Absolutely! In most cases, workshops results benefit not only from field management participation, but also from product managers, sales support managers, proposal managers, regional managers and division executive attendees. It is not unusual for the workshop to serve as the setting for a communications breakthrough where the senior leadership better understands the frustrations felt by the field, or the field hears first-hand why strategic decisions have resulted in less than optimum short term conditions. In either event, when the workshop has the benefit of both management authority and field enthusiasm, the results are tangible and profound.

GDA’s Tapestry program is a powerful field implementation consulting tool that incorporates proven GDA hands-on expertise in the design, development and implementation of new Demand Generation customer education sales programs.