Archives for marketing

Calculating the True Cost of Marketing

9th April 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Lead Distribution, Lead Generation, Paperwork Minimization, Qualifying Prospects, Sales Management, Sales vs. Marketing, Target Marketing, The Leaderboard, Top Producers, marketing     

Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today.
But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to [...]

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Explaining The Sales Cycle

5th April 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Customer Testimonials, Follow-Up Systems, Lead Distribution, Lead Generation, Qualifying Prospects, Sales Management, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, The Sales Cycle, marketing     

Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople.
They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to [...]

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Freeing Salespeople from the Burden of Marketing

5th April 2010 by Frank under Contact Management, Education-Based Marketing, Lead Distribution, Lead Generation, Market Research, Print Collateral, Qualifying Prospects, Sales vs. Marketing, Target Marketing, The Sales Cycle, Top Producers, marketing     

Too often, I see companies placing the burden of Marketing on the shoulders of their salespeople, obscuring their true function and diminishing their effectiveness.
In The World’s Greatest Sales Team, I imagine a firm which gives salespeople every opportunity to succeed by relieving that burden, allowing their salespeople to do what they [...]

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