Eliminate the two Black Holes in your Marketing and Sales Process to Increase the Value of Your Company
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| By Mark Friedman |
There are two Black Holes that lurk in most companies’ Marketing and Sales processes that systematically suck sales and profit performance out of them.
How large are these Black Holes?
In a study conducted by Performark, it was estimated that annual Business-to-Business direct marketing program spending is more than $100 Billion! Although the size of these Black Holes varies by company and it is directly proportional to the size of their Marketing budget and the effectiveness of their Sales Lead Management system.
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Why Should You Demand “Customized” Solution Selling Training For Your Sales Force?
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| By Philip Nasser |
I met a gentleman recently who has been a senior sales executive with a Fortune 1000 firm for the last 20 years. He shared this story with me. “I am approached non-stop by companies who say they have the best sales training program for my sales team. Over the years, I have purchased many of these programs hoping to improve the productivity of our sales folks and squeeze out some additional efficiency. In almost every case, I have been disappointed with the outcomes. Since my results have been less than impressive, I no longer even take their calls. I don’t trust they can deliver what we need.”
When I asked why, in his opinion, the programs were unsuccessful, he said essentially they were too general and did not reflect the situations his sales force encounters in their day to day work. Citing one specific he said the training did not help his sales people uncover inefficiencies in the prospect operation because the discovery models were too generalized. In another, the role-playing sessions did not approximate the real-life prospect situations sales people encounter.
The reaction of this executive mirrors closely what we have heard from executives over the years. Possibly you have been in a situation where sales trainers were brought in to teach you and your sales teams the “latest” skills and can relate to the feeling of disappointment after the training session was completed. The training just missed the mark. Sales executives should demand that sales training be customized for their sales force so they are assured the training will be on the mark.
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Defining Sales Leakage |
| By James Obermayer |
Sales leakage, that is the loss of potential sales for whatever reason, can have a devastating effect on an organization if not properly dealt with. Sales expert James W. Obermayer of Cerius Consulting Group addresses the problem in the following article.
"Me? My company? We're doing fine," said the company president. And then he looked up from his desk, and asked, "Tell me again what you mean by sales leakage. We're making quota. Almost. Don't think we have any leakage. Tell me more about it."
"Maybe you don't have it, "I said, "But most companies have some degree of it." Sales leakage is like a dripping faucet. An occasional drip here and there isn't too painful. But a leaky faucet can waste thousands of gallons of water each year. Translate the leaky faucet to sales leakage from 25 or 30 points in the enterprise and you have enough accumulated leaks to prevent your sales team from making quota."
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New Strategic Alliance
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Buchalter Nemer is a full-service business law firm that supports an array of industries – among them, apparel, banking, entertainment, finance, health care, intellectual property, litigation, real estate and tax – in regional, national and international markets. Their overarching goal - getting the best results for the client in a timely manner with sensitivity to cost - has engendered client loyalty. |
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