Tag: Sales Efficiency

What is wrong with Lead Generation?

New Year brings a renewed focus on Lead Generation and New Business development. Unfortunately most salespeople (up to 50%) will be well short of their target. In most cases targets are reasonable, in line with remuneration and experience and most companies have good products and an effective marketing function. It is a classic situation and one that’s easily remedied.

So what is going wrong? More..

Posted: January 5th, 2011 / No Comments /

Identifying Opportunity

Salespeople have a hard time.

If you are lucky they will join your organisation with a network of contacts that will help them generate immediate revenue. It may even be enough to cover their first quarter’s wages. However, there comes a point where the low hanging fruit runs out and opportunity generation gets a whole lot more difficult. More..

Posted: October 28th, 2010 / No Comments /

Payment by Results

Many companies struggle to get a regular flow of good quality opportunities for their salespeople. The main reasons for this failure are:

1. Poor quality or difficult to use database.
2. Limited regular and consistent marketing.
3. Ineffective cold calling by sales professionals.
4. Mixed experiences with traditional telemarketing.

It all adds up to limited numbers of new business meetings, weakened pipelines and missed targets. More..

Posted: October 4th, 2010 / No Comments /

Winning New Business

Last week we promised we would show you how digital marketing can help you compete for and win new business. The following article is the result of over ten years experience, thousands of successful client campaigns (and quite a few successful campaigns of our own). It should help you design and execute your own revenue generating activity.

More..

Posted: March 9th, 2010 / 6 Comments /

Selling In The Information Age

In a recession you need to recognising poor sales performance fast. However many companies fail, not because they don’t know what good performance is but because accurate information on poor performance is difficult to obtain. More..

Posted: July 2nd, 2009 / 1 Comment /

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