CRM Success Story |
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MagnaFlow Uses Leadership On-Demand for High Performance Sales Activity
Auto enthusiasts familiar with MagnaFlow recognize the company as the worldwide leader in performance exhausts and expect top of the line technology and durability standards from its product lines. Brand recognition of MagnaFlow is an advantage for its sales force, but its tenacious team does not take it for granted. Although the company’s vice president of sales and marketing believed that the company’s reputation for performance products gave them a competitive edge to sales opportunities, he’d been in the automotive aftermarket industry long enough to know that slow time-to-market and unresponsiveness to areas of sales concerns could open the door for competitors to steal market share. To get a better understanding of potential issues, opportunities and to increase customer service, the company purchased a new customer relationship management (CRM) solution. MagnaFlow’s goal was to use technology to enhance its leadership position and to increase market share.
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Cerius In The Capital – latest news from our Washington DC office |
In the News
Kristen McAlister of Cerius (or just say “Cerius”) was featured on Blueprint for Wealth hosted by Wayne Zell. Wayne hosts a weekly show on Federal News Radio AM 1500 and AM 820 every Saturday at 10:00am ET. If you’d like to listen to the interview click here
Upcoming CEO Recommended Events
Chief Executive Magazine’s CEO2Gov Summit in Washington DC For more information click here
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What is "really" stopping your from making Sales?
by Pamela Wasley
Gaps in speed to market? Sales people not meeting their quotas? Confused as to what your customers want? Lack of a real marketing plan that helps feed sales? Any of these strike a nerve in your company? Or are you chalking it all up to a "bad economy"?
These are different times. No longer can a company depend on just being an order taker. Instead of just reacting, we need to be innovative, proactive and productive based on our customer’s wants and needs, which are constantly changing.
I loved what Chip Connelly, author of the book “Peak”, said, “Markets will always be changing. We cannot survive just by taking orders and riding the wave of market growth." In today's market conditions, we have to "identify needs, work with our partners and customers, and solve real problems that give our customers an exceptional value in the offers we make them. We have to give them peak experiences that make them want to come back for more. After all, isn’t that why we are in business?”
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New Channels, New Lead Sources Emerging channels like social media and virtual meetings present new opportunities when it comes to mining for sales leads.
The B2B sales landscape is changing. What once was a space that consisted primarily of face-to-face meetings between salespeople and prospects has evolved into a dynamic digital network of communication channels that is significantly altering the way sales organizations interact with prospects, leads, and customers.
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Marketing for CEOs
Simple in principle - Difficult in practice
By Robert M. Donnelly
Two management philosophers, Peter Drucker and Jim Collins, have given us some simple thoughts to ponder:
Drucker - A business is created to capture, grow and please customers. The difference between one business and another is the team.
Collins* - To win we need to (1) get the right people on the bus, (2) get the wrong people off the bus, and, (3) get the right people in the right seats. * From “Good to Great”
I agree, but there is also another element to consider which is the difference between Marketing and Management.
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