Best Buyer Identification

To develop the best prospects to go after, it is important to identify who your “best buyers” are now. Best buyers may fit in to several different groups. These groups can be prioritized in terms of importance and sales potential as you may have several groups with unique characteristics that vie for best buyers.
To identify [...]

Integrated Sales & Marketing Plans

For years, companies have established sales activities and marketing activities as separate yet related entities. The preeminence of sales has often overshadowed marketing’s critical role. In truth, in order to boost Awareness then Preference of your offering(s), both sales and marketing are vital and both need to be planned together as ONE.
Customers first [...]

Sales Team Assessment

Many companies have one or multiple sales teams who sell directly to prospects or who sell through third party channel partners to prospects.  One way to help increase sales is to assess your sales team(s) and the sales approach(s) used for inside sales or outside sales – whether selling direct [...]

Competition

It is rare for a company to have no competitors. In most industries, there are a number of competitors who are vying for sales from prospects.  In some cases, competitors are the incumbent choice making it difficult to displace.  In other cases, your company may be the incumbent and needs [...]