Historically, the relationship between marketing and sales has been (to put it politely) problematic. Often there is lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions. But in an age of cautious spending, no company can afford to have sales leads disappear because of poor internal processes. …
The concept of ‘A Moment of Truth’ remains as true today as it did when Jan Carlzon first implemented at Scandinavian Airlines (SAS Group) in the 1980’s. The concept of ‘A Moment of Truth’ refers to any time a customer comes into contact with a business, however remote, they have an opportunity to form an …
Listen closely. Your lead sources are trying to tell you something. Some are shouting, “I’m a wellspring of sales-ready leads! Focus your energy and resources on me.” Others are grumbling, “My leads are expensive, and they don’t convert. Cut me loose. Now.” Are you getting the message? One important way of evaluating your sales leads …
Savvy sales and marketing professionals know that all prospects are not created equal. Lead quality varies widely based on a large number of factors. Understanding what those factors are can give organizations that work with leads and prospect a significant advantage over their competition. A recent study looked at historical data, across millions of leads, …
FACT: New customers do not contribute to the profitability of the businesses in the first two years after acquisition. The acquisition of new customers can cost five times more than satisfying, retaining and potentially cross-selling and upselling to current customers. It is therefore vital that, as a business, the Customer Lifetime Value if understood and …
How many sales metrics are you using to make strategic decisions? The recent explosion of business intelligence and analytics tools has resulted in an organizations ability to measure every sales metric possible. Often the problem is not a lack of KPI’s, rather too many Key performance Indicators (KPI’s). For most businesses 5 KPI’s is …
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