hpg capabilities

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(Specific Client) Corporation

Sales and Marketing Development Process

with Horizon Performance Group

Horizon Performance Group, Inc.2649 Calle Alegre, Pleasanton, CA 94566

Phone: (925) 461-4358 Cell (925) 918-2021

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Meeting Objectives

• Confirm information on your organization's needs• Communicate core competencies• Share marketing ideas and experiences• Create a common understanding of results that

will be achieved• Establish benchmarks and measures of success• Answer any questions

Horizon Performance GroupPlan Project Overview

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HPG Expertise

Horizon Performance Group assists clients with the development of their sales and marketing organizations.

We are a focused training and consulting company that improves the bottom line results of direct selling by:

Linking

Marketing ObjectivesToSales StrategiesAndSkill Development


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Selling+Marketing Challenge

Markets Are changing radically

Companies Need to be more creative and customer responsive

Customers Inside/Outside have become more sophisticated and business oriented

Salespeople Are chasing fewer customerswith a more complex buying processand smaller budgets


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AheadSellingTHE FUTURE ISN’T FOUND - IT’S INVENTED

How will products/services be sold in the future?Transparent departmental objectives that are synergistic towards corporate goals

Bundled and custom-tailored solutions

Timely customer strategies will drive organizational resources

Increased demand on marketing programs to be “on target” and monitor an ROI

Integrated marketing and customer strategies will force sales managers to broaden their expertise


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Innovating Your

Message/Delivery:

Project-Structured

Market-SpecificCustomer-Focused


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Example….Example….HPG Impact - Client Partnership


Customer Focus

F&B’s

SWOT

SalesExcellence

Promotion/Pricing

ProductDevelopment

SolutionProviders

Creative Marketing

Competitive Advantage

Design Value Delivery Value

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• To analyze and contrast direct competitors via a third party resource– establish baseline for continuous analysis and monitoring– adjust sales and service message to maximize impact

• To create advantage through horizontal partnerships to establish competitive immunity

• Analyze business opportunities to provide better/differentiated presentations targeted towards product/service launches

• More effective business management by developing employee’s skills/knowledge on focused niche markets

• Seamless Client Team approach to solving customer needs


Example….Example….HPG Impact - Client Opportunities

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• Provide the What, How and Where to sell and deliver value to customers

• selection of the “right”customer--Niche Marketing• objective carve out of niche markets--DRG, CPT, incidence rates• gaining customer insight to increase market share and retention

• Systematize skill training worldwide • provide a transportable program to Sales & Service• address local market distinctions, i.e., Capitation vs Fee-for-Svc.• methods of measure pre & post • expandable platform/ongoing process, i.e., beyond a training event

• Linking marketing objectives with sales strategies• connect programs with sales and service execution


Example….Example….HPG Impact - Client Objectives

10Horizon Performance Group

Plan Project Overview

• Assessment– Metrics for program ROI– Direct vs channel partner comparison– Field travel/conference call f/u reports

• Design– Transportable– Outsource activities– Train-the-Trainer certified– Pre & Post measurements– Tools– Follow-up progress reports

Example….Example….HPG Impact - Deliverables

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Outside the BoxBox Marketing-Examples

• Communications with External Customer– First Internet Symposium in Dx

– Customer Oriented Selling

– Objective/Analytical Strategic Sales Planning

• Communications with Internal Customer– One Page Business Planning online

– Incentive programs


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Outside the BoxBox Marketing-Examples

• Communications with customers– Financial

• CPRR Billing

• Lease, sale or rental of capital equipment

• Forecasting Accuracy

– Clinical• Clinical/financial outcome studies

• Protocols via internet


HPG Process Overview

Horizon Performance GroupTraining Plan Project Overview

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Process Overview

CONFIRMMANAGEMENT

SUPPORT

DO NEEDSANALYSIS

(Gaps & Competencies)

PRESENT TRAININGACTION PLAN

YES

YESACCPETED

NO

NOPROGRAM

NOTTRAININGPROBLEM

NOPROGRAM

OR NOTSUFFICIENTPERCEIVEDNEED

REVISE

NOPROGRAM

NOTACCEPTED

APPROVEDFORDEVELOPMENT

DESIGN/DEVELOPTRAINING

DESIGNMEASUREMENT& FOLLOW-UP

SELECT ANDTRAIN TRAINERS

VALIDATE WITHPILOT GROUP

COLLECT DATA,ANALYZE, MAKE

CHANGES

IMPLEMENTWITH FINALMATERIAL

MANAGEMENTREVIEW

MANAGEMENTREVIEW

REDESIGN

NOWORK

ON-GOING

MONITOR & ENHANCE

IDENTIFIEDNEEDS

SALES PROCESSANALYSIS

SALES PROCESSALIGNMENT


MONITORPROGRESS

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HPG Client Project Objectives



Training Plan Project Overview

Project Objectives - Example

Foundation & Skills

Development

Building on the

Foundation

Ongoing Learning To

and Thru Performance

3 Days 1 DayField

Application90-180Days

• Implement an ongoing account strategy• Develop strong customer relationships• Prepare for and open the sales call• Establish, maintain and focus the sales dialogue• Identify relevant and significant customer needs• Thoroughly qualify each sales opportunity• Recommend approaches and present solutions• Clarify and manage customer concerns• Gain customer commitment and close the sale• Close the call and follow through on commitments


Training Plan Project Overview

Integrated Sales Development

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HPG - Resource Rich

• Strategic Intent planning processes• Organizational development and training in clinical Dx• Process oriented, professional team develops custom

tailored programs tied to organizational goals• Extensive network of competent, experienced, highly-

trained business consultants• Affiliates positioned across the United States• Certified in multiple sales models and time mgmnt.• Licensed provider of software communication and

planning tool for upper to middle management.


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“Excellence is not an act, but a habit.”

Aristotle

“The best way to predict the future is to create it.”

Peter Drucker


hpg capabilities

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