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Develop your Sales Presentation using the Balance Scorecard

Written by: Joe Dager

Article Overview: Most of us know the strategic use of the Balance Scorecard. We use it or at least a variation of it, to run our business. If it is good for your business, would it not be something that is simple and straight forward for your customer. A quick overview of the four areas of the Balance Scorecard:

Develop your Sales Presentation using the Balance Scorecard

Most of us know the strategic use of the Balance Scorecard. We use it or at least a variation of it, to run our business. If it is good for your business, would it not be something that is simple and straight forward for your customer. A quick overview of the four areas of the Balance Scorecard:

• Financial: How do we look to shareholders?
• Customers: How do customers see us?
• Internal process: What must we excel at?
• Innovation and Learning: Can we continue to improve and create value?

Balanced Scorecard aligns organizations to new strategies: away from the historic, short-term focus on cost reduction and low-price competition, and toward generating growth opportunities by offering customized, value-added products, and services to customers.

All this sounds pretty good so why don't we just reverse the strategy and make our Sales and Marketing presentations accordingly?

To measure your product or services value to your customer organizations:

• Financial: What increase in revenue or decrease in cost are they going to achieve?
• Customers: What will allow them to leapfrog or succeed more than their competition?
• Internal process: What will change and how do you minimize the worst case scenario?
• Innovation and Learning How easy is it to implement and who is involved?

If we continue on and follow the best practices for using the Balanced Scorecard. Our approach would continue by keeping objectives simple, use others(most specifically our customers) to help develop specific objectives, link objective to revenue increase/cost reductions and clearly state and communicate objectives.

This may not be totally encompassing of a good presentation but if these four scorecards areas were accounted for in every presentation, would you improve your likelihood of success?

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Article Tags: balance scorecard, sales presentation, variation



Related Forum Posts
Re: Sources of Cash - Thanks for the help. The items will be recorded in the Balance Sheet. But why does the Balance Sheet always balances. Is there a specific reason
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
niche forum categories - I think Kevin just touched on the point that I was going make... and that is developing 'categories' that stick. Sales and Marketing may be too broad for example. However I can almost guarantee you that you would see many more sign-ups if you tailored a category to 'internet marketing' for newbies. I've seen this work on other forums, however, [i:1i903wkn]it can get a little frantic[/i:1i903wkn]... Fine tuning the categories, or expanding the scope should be effective. I think a lot of IM folks are surfing right on by because they're not finding what they're looking for here... Just a few thoughts: Better Blogging Developing Info Products Internet Marketing Presentation Skills More How to's Another point is... a lot of people don't know that they can benefit from participating in forums. The signature links to their site - if they have one - can / should be motivation enough to get more involved. The more internet savvy members that have signatures seem to stick around more... Don't you think?
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Essential Leadership skills - Vision Values Mission Strategic Thinking Decision Making Communication Team Bonding People Development Coaching / Mentoring / Guiding / Grooming Presentation Thanks Robert


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