Achieving Higher Revenue by Sales & Marketing Teams

 Is your company’s Sales & Marketing Organization positioned to meet the high growth revenue demands you expect of them?

Are you continually disappointed that you are missing sales revenues targets because you believe:

• 1.       Your company lost opportunities to competitors that should not have been lost. Additional frustrated can only come when you get only general intelligence on these losses. This “feedback” includes: “we were a close second” or “we lost because our price was just too high”.  This intelligence does not help improve your sales & marketing strategy for the future.

• 2.      That your proposals , sales & marketing material do not effectively communicate the merits of your products and services to your customers & the marketplace (e.g.. are your proposals too “boilerplate” ?; and

• 3.      Your company present sales & marketing process does not take advantage of all the integrated capabilities & assets available to your marketing & sales team and strategic alliance partners. Bringing these skills & assets together in an integrated “best practices” approach could greatly help improve your chance of success with many potential customers.

 

In our experience, correcting these problems can go a long way in helping many sales & marketing organizations dramatically exceed their target revenue goals.

Our professionals have been assisting sales & marketing organizations meet high revenue goals for over 20 years. Many of the successful companies that exceeded their high sales targets have implemented some common best practices.

Over the years, we have documented and improved on these common best practices as the foundation of our Sales & Marketing Effectiveness Consulting Services.

 

 This service offering is based on a number of “Sales & Marketing Best Practices”. We believe these “best practices” are the “lessons learned” by other successful companies and can be the basis for future companies who wish to improve the results of their sales & marketing organization to drive high growth sales.

The first step is usually to conduct a 360 degree evaluation of your company’s sales & marketing process including your selling approach; key measurements; procedures & sales & marketing materials. The objective of this review is to assure that your sales & marketing processes is integrated and that it is directly focused on the needs of the marketplace. The goal is to assure that every team member and every sales & marketing document is relevant to the potential customer.  This review should engage customers; potential customers; the sales force; & strategic alliance partners as meaningful participants. It should evaluate present market strategies; customer strategies; marketing plans; sales material; sample proposals templates etc. Many of our clients that completed this review believe that the insight they gained from this 360 degree evaluation helped significantly.  Many increased sales by repositioning their company & the products & services in the marketplace based on the information that was obtained in this review.

Once the review, and an appropriate action plan, is completed, we will have the “game plan” to move forward and take the necessary steps to upgrade the sales & marketing activities to drive greater revenue. Potential additional steps could include implementing a more effective ongoing process for collecting sales & marketing intelligence information; ongoing training of the company’s sales force related to the company’s strategy as well as product and service positioning; implementing a more effective process for product/service launch; implement a more effective process for gaining effective customer feedback; and much more.

Companies who have implemented these best practices have reported increased sales by experiencing an increase in both the number of leads generated and their proposal “hit rates”. They found that implementing these new “sales & marketing best practices” gave them the analytics to evaluate the effectiveness of their present sales & marketing processes as well as the tools to implement change.

Please call me if you have any questions or would like any additional information.

Joe Bonocore

jbonocore@bonocore.com

415-924-9992