 |
Message from Anne
During tough times, continued investment in sales and marketing is critical. Because of our decades of experience, we bring a “Fresh New Look” to markets, products and selling processes – that people within your organization may have missed. We can bring a New Direction and Energy to your Sales & Marketing – we know what works.
Please let us know if we can help. |
| |
 |
Message from Katie
During these tough times, stay positive and focused:
| • |
Keep it simple – resist the temptation to send reps in lots of different directions |
| • |
Now, more than ever, you need a structured sales process with tracking – you cannot manage what you cannot measure |
| • |
A little training can go a long way to rejuvenate and energize sales reps |
|
|
 |
Revenue Gains in Tough Times - These are very tough times – but they create great opportunities. Acting quickly to adjust is critical – strategically the direction must be right and tactically quick, sure-footed implementation is essential. Possibilities include:
Capture Competitor’s Customers – Now is the time to implement a Strike Force – locating, qualifying and capturing a failed or failing competitor’s customers. Listen to their needs. Continue to deliver a clear and consistent message on how you are different and why you should be the supplier of choice. Act quickly.
Retain Present Customers – And maximize your revenue with them. Reach out to them immediately. Understand how these tough times are affecting their business. Ask how their business has changed and what can you do to help. Now is the time to make certain that your resources are aligned with your customers and their markets.
Try a New Selling Approach – Treat your large and small potential customers differently. – Treat your large potential customers by over delivering on sales, service or delivery. Become more effective to all, with a new selling approach – try more effective use of websites, emails, white papers, etc. And in these tough times, customers expect change – so now is a good time to implement.
Beef Up Prospecting – Define your “Best Customer” Profile - don’t waste valuable selling time on prospects that are a bad fit. Generating leads and moving them through each step in the sales process will build a solid and secure sales funnel with qualified prospects that have a high chance of closing.
|
 Charlotte Harvard Business School Alumni Events
An observation from Anne – in tough times, alumni networks mean more. We are having record setting crowds and the business insight from speakers and attendees has been stupendous. Please let me know (amayfield@mayfieldconsulting.com) if you would like to be my guest at our next meeting. Anne |
|
