PHASE 13: FIELD MARKETING

Integrate corporate Marketing with Sales by executing marketing tactics in the field.

 

Corporate programs without localization fail to produce revenue. Each region is different, and each message and program need to be adjusted to meet the needs of the different customer types. Field marketing is the connective tissue between corporate and the field. Marketing budgets are best utilized when the field positively influences the corporate Marketing Strategy.

Rapid Diagnostic

1. Field Marketing has a set of revenue-based outcomes they must achieve on a quarterly basis.

2. Field Marketing activities are selected based on the expected Return on Marketing Investment (ROMI).

3. Your Field Marketing team has a defined strategic focus that is aligned with Marketing and Sales.

4. Your Field Marketing team has its own objectives-based budget.

5. Field Marketing play an active strategic role between Corporate, Sales, and Marketing.

6. Field Marketing engages in a two-way dialogue with prospects when executing its tactics.

7. Marketing tailors its messaging on the field level depending upon location and event.

8. Field Marketing actively provides feedback collected in the field back to the Corporate Marketing team.

9. Sales utilizes Field Marketing on a regular basis and is satisfied with the support provided.

10. Underperforming Field Marketing activities are immediately cut from the budget.

Deliverables

• Field Marketing Plan (includes Roles & Objectives)

• Localized Campaign Execution Plan

• Geo/Industry-Specific Content Plan

• Local/Regional Event and Conference Plan

• Local/Regional Association Plan

• Local Sales Enablement Plan

• Field Marketing Scorecard

STRATEGY AREA
CONTENT TYPE
INDUSTRY
Channel Partner Scorecard
November 13 2019
Channel Partner Scorecard
VIEW
Conversational Commerce Guide
October 29 2019
Conversational Commerce Guide
VIEW
Sales Kickoff is Dead - How Market Leaders Use Acceleration Summits
October 14 2019
Sales Kickoff is Dead - How Market Leaders Use Acceleration Summits
VIEW
previous
1 of 140
right
Loading...
Sales Strategy
The Impact of a Third-Party Perspective on Customer Experience
As CEOs and CMOs continue to invest in customer experience programs, many are starting to build internal teams responsible for measuring and improving CX.   Brad Christian, Chief Customer Officer of Market Force, challenges this approach.   In this interview segment, Brad unpacks why...
Read More
Marketing Strategy
How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience
Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies.  Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages.  They create this differentiation not only with great products...
Read More
Marketing Strategy
How the “Digital First” Failure Has Driven a Revenue-Generating Customer Experience
What Is Digital First?   Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the...
Read More
Marketing Strategy
How Customer Journey Mapping Can Save Your Marketing Budget— and Your Brand
How often do you get excited at the prospect of going to the DMV? Never? Maybe it’s the long lines, the harsh fluorescent lighting, the hard plastic chairs, or the rude clerks. Perhaps it is the fact that you can...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS