Tools, Models and Metrics

Need new Sales and Marketing idea solutions? Need to do an internal Sales and Marketing consulting project? Need some case studies in best practice Sales or Marketing? Here are the tools available to our members. Some are free and available to all.

Overall tools	1 Free to Non-Members	2 Members Only	3 Available as part of Consulting Project
Go to Downloads page
How-To Benchmark – a Dummy’s Guide
132 Process Benchmarks – extract
132 Process Benchmarks – long version
52 Metrics

Tools	1 Free to Non-Members	2 Members Only	3 Available as part of Consulting Project
1. Portfolio Planning
Planning Template
Situation Audit Process Flow
White Paper: Short Version
White Paper: Full Version
Checklist: “When to use Portfolio Planning, and when to use Brand Planning”
2. Brand Planning
Planning Template
White Paper: Short Version
White Paper: Full Version
Checklist: “When to use Portfolio Planning, and when to use Brand Planning”
3. Insights and Research
White Paper: Agency Performance and Remuneration
Checklist: “How to Brief an Agency via Hypotheses Development”
4. ATL and BTL
White Paper: Measuring Agency Effectiveness
White Paper: Measuring Advertising Reach and Frequency Effectiveness
White Paper: Small Budget and BTL promotion and communication
Ad School: Short Version; How to Produce Ads that Sell
Ad School: Full Version; How to Produce Ads that Sell
5. Customer and Category
White Paper: Trips and Traps in Measuring Shopper Behaviour
Process Flow: How to Brief Shopper (not Consumer) measures
Process Flow: Integrating Customer Marketing to Activate Brands
6. Channel and Wholesaler
White Paper: Why Channel Plans are more urgent than Account/Customer Plans: Short Version
White Paper: Why Channel Plans are more urgent than Account/Customer Plans: Full Version
Template: Strategic Channel Plan: Short and Full Versions
Checklist: Do you need Channel Plans?
Process Map: How Channel Planning Activates Portfolio and Brand Plans
7. Global and National Customer Management
White Paper: Global Retailers Concentration and What You Need To Do – TODAY!
Checklist: 10 Threats to Address when you Customer Has Been Acquired
Template: Global Account Planning Tools
Process Map: How to Integrate Global Account Plans and Global Drive Brands
8. National Account/Customer Management
White Paper: How to Prevent Your Key Customer Managers from “Giving Away the Farm”: Short Version
White Paper: How to Prevent Your Key Customer Managers from “Giving Away the Farm”: Full Version
Template: Account Plan Templates, 101 – Simple, Intermediate, Advanced
Checklists: We have over 30 other Checklists Available to Members Click here to email us an enquiry
White Paper: How to Optimise Terms of Trade: Short Version
White Paper: How to Optimise Terms of Trade: Full Version
Checklist: 10 Metrics to Measure your Terms’ Effectiveness
9. Knowledge Management
White Paper: Can Knowledge Management Contribute to the Top-Line? Short Version
White Paper: Can Knowledge Management Contribute to the Top-Line? Long Version
Questionnaire: How Good is your Sales and Marketing Knowledge Management?
10. Trading Terms
White Paper: How to Optimise Terms of Trade: Short Version
White Paper: How to Optimise Terms of Trade: Full Version
Checklist: 10 Metrics to Measure your Terms’ Effectiveness
11. Field Sales Effectiveness
White Paper: CRM in FMCG; Will it Ever Take? Short Version
White Paper: CRM in FMCG; Will it Ever Take? Full Version
Template: Prioritisation Tool for Activating Multiple Channels and Brands at Territory/Account Level
Checklist: Perfect Call Steps
12. Supply Chain
White Paper: TBA
White Paper: TBA
Template: TBA
Checklist: TBA
13. Forecasting Delivers Customer Satisfaction
White Paper: TBA
White Paper: TBA
Template: TBA
Checklist: TBA
14. Community of Practice Minutes
Salesforce productivity and efficiency
Brand activation in channels

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