May 28, 2020 –
Why Are We Having a Hard Time Identifying Customer Needs?
Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15...MORE >
July 5, 2011 –
The legacy processes are different. The talent is hired biased towards operations. Some of the sales people are ‘washed up’ old operational managers. Heck, sometimes there isn’t even a Sales Leader. Just a couple Sales Managers reporting to the General...MORE >
June 30, 2011 –
The efforts of your marketing team, are creating demand for your product or service, that drives targeted traffic to your website in order to convert visitors to highly qualified leads.
Granted, we all are going to have distinct criteria for what consitutes a lead, and...MORE >
June 22, 2011 –
The stats will change your mind:
10% of all qualified leads will close within 3 months
Another 16% will close within 6 months
Another 19% will close in one year
That’s 45% of all qualified leads will end up buying from you or your...MORE >
June 20, 2011 –
The client’s knowledge of the industry, company, and product will be more robust than the sales consulting firm’s knowledge in these areas. The implications of this are worth discussing in more detail.
Industries have a life cycle and a structure. Industry...MORE >
June 19, 2011 –
In this Chief Sales Officer interview, we will describe how Andrew Somoza constructed a perfect go-to-market sales strategy for Vendormate, Inc. The result was a 25% market share and a doubling of revenue every year over a 5-year period. Earlier...MORE >
June 17, 2011 –
David Meerman Scott wrote Real Time Marketing and PR. Gary Vaynerchuk wrote The Thank You Economy. Both critically acclaimed authors, are evangelists for the social movement. Each with a unique story to tell, both with a similar takeaway value:
One to one...MORE >
June 14, 2011 –
One of the most important pieces of data for a sales force to understand is Market Potential.
Sure, Market Potential is hard to determine and/or expensive to buy. But, a sales force risks compromising every strategic decision that is necessary...MORE >
June 6, 2011 –
Our client had an interesting challenge:
Mature sales channel with 340 certified partners
$1B in channel sales
Sales volume had been flat for the past 18 months
Goal was to increase revenue by $100M
They tried imposing higher targets but it did not achieve the...MORE >
June 5, 2011 –
“So what?” you might ask. “Sales reps can prospect and sell. They can find their own leads and convert them to customers. That’s their job anyway. That’s what they get paid for.”
If this was 1997 you would be right in...MORE >
June 4, 2011 –
Break-Even Analysis Methods
There are three break-even analysis methods designed to help measure Cost of Marketing. Each addresses different but related parts of a company’s needs.
Conventional: determine the number of units to be sold such that gross revenues equal total marketing...MORE >
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