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 [...]
Archives for Qualifying Prospects
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, Marketing, Paperwork Minimization, Qualifying Prospects, Sales Management, Sales vs. Marketing, Target Marketing, The Leaderboard, Top Producers
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, Marketing, Qualifying Prospects, Sales Management, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, The Sales Cycle
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 [...]
tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Customer Testimonials, Follow-Up Systems, Lead Distribution, Lead Generation, Marketing, Qualifying Prospects, Sales Management, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, The Sales Cycle
Freeing Salespeople from the Burden of Marketing
5th April 2010 by Frank under Contact Management, Education-Based Marketing, Lead Distribution, Lead Generation, Market Research, Marketing, Print Collateral, Qualifying Prospects, Sales vs. Marketing, Target Marketing, The Sales Cycle, Top Producers
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 [...]
Supercharge Your Sales with Laser-Sharp Target Marketing
5th April 2010 by Frank under Market Research, Print Collateral, Qualifying Prospects, Sales vs. Production, Target Marketing, The Sales Cycle
Looking for that “one thing” you can do that will supercharge your sales and make your salespeople incredibly happy and productive?
Try this: Focus all your marketing energy and resources on one or more specific target markets. Believe me, it’s critical to your sales success.
But how do you do that? How do you [...]
The World’s Greatest Sales Team?
23rd March 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Customer Testimonials, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Market Research, Motivation & Inspiration, Online Audio, Online Video, Orphan Customers, Paperwork Minimization, Print Collateral, Qualifying Prospects, Role Modeling, SEO, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, Target Marketing, The Leaderboard, The Sales Cycle, Top Producers
This site was born out of frustration.
Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly [...]
tagged in Compensation Plans, Contact Management, Corporate Transparency, Customer Relationship Management, Customer Testimonials, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Market Research, Marketing, Most Valuable Profession, Motivation & Inspiration, Online Audio, Online Video, Orphan Customers, Paperwork Minimization, Print Collateral, Qualifying Prospects, Role Modeling, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruit Vetting, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, SEO, Target Marketing, The Sales Cycle, The Sales Leaderboard, Top Producers, Zen Selling
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