Posted on 15/04/2015, 12:06
For most SME’s growing sales is often seen as the holy grail; steeped in mystery and shrouded in myths surrounding the art of selling and ‘gift of the gab’. In reality Sales are like any other business process when approached in a systematic manner.
With a structured sales process any business can improve their sales performance and better understand the critical issues inhibiting sales growth and identify specific improvements in their product or service delivery to align their offering more closely with their customer’s needs and ultimately get their customers to ‘buy’ rather than be ‘sold’ to!
So what are the 5 key areas that a structured sales process needs to address?
The effects of even relatively modest gains in each of the last 4 Key Areas above will generate exponential gains to your bottom line….. by improving each by just 10% would result in an overall increase in gross profit by 46% ; improve your leads by 10% as well and your gross profit would be up by a massive 61%!
It’s not only Hagrid’s three headed beast of Harry Potter fame that goes by the name Fluffy. Marketing has been “accused” of being ‘fluffy’ by which it is meant that it is not measurable, not accountable and it is unclear how it impacts the business.Read More
So you have your marketing plan sorted out (if not, see our previous blog in this series for some useful pointers). Now you just need to make it happen.Read More
Those that plan … win! A good marketing plan dovetails with your business plan. Together they act as a navigation system for your business: assessing the conditions and setting the strategic direction.Read More