opportunity management Archives - Page 2 of 3

Strategic Sales Optimization: Crafting an Objective Management Structure for Industrial Sales Success

Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable. When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door. However, a second look reveals that… “Strategic Sales Optimization: Crafting an Objective Management Structure for Industrial Sales Success”

How to establish a clear cause and effect relationship between business marketing promotional expenditure and sales

and how to fast-track the growth of your business in the process. Over lunch, a CEO recently admitted to me that his financial controller was using his organisation’s profits to build quite a substantial commercial property portfolio. When I asked if this was best use of his organisation’s free cashflow, he smiled, “How did I… “How to establish a clear cause and effect relationship between business marketing promotional expenditure and sales”

How to Convert Industrial Sales Opportunities into Sales

Tell me, how’s your conversion rate? Specifically, is your organisation converting the optimal percentage of sales opportunities into sales? My bet is that you’ll find this question hard to answer … for two possible reasons: You don’t know what your optimal conversion rate is. You can’t bring yourself to be happy with a conversion rate… “How to Convert Industrial Sales Opportunities into Sales”

Building a High-Throughput Sales Process for Industrial Sales and Distribution

Applying the Theory of Constraints to the design, resourcing and management of the sales process [Presented at: TOCICO Conference, Miami 2004] Introduction The traditional sales process is hard to manage and all but impossible to scale. This paper introduces a radical new approach to sales process design, resourcing and management. The result of this approach… “Building a High-Throughput Sales Process for Industrial Sales and Distribution”

Is your marketing manager redundant?

You know, I’d hate to be a marketing manager in a typical service-based firm. The problem is, in such a firm, there’s precious little for a marketing manager to manage! Here’s a person with no authority, no direct reports, a tiny budget, and no process to oversee. A person who’s only mandate (to ’get the… “Is your marketing manager redundant?”

Business marketing by numbers: How to dial up next year’s sales figures

If I had a dollar for every time someone asked me what percentage of their sales they should be spending on advertising, I’d be writing this column from Aspen! Problem is, it’s simply the wrong question to ask. And I’ll show you why… Let’s assume that the objective of your advertising is to generate sales.… “Business marketing by numbers: How to dial up next year’s sales figures”

Is all unrequested e-mail necessarily spam?

If you’ve attended any of our recent breakfasts, you’ll know that I am a big fan of e-mail perodicals – or ’eBulletins’, as I call them. Now, whenever I mention eBulletins, someone asks, ’But Justin, isn’t broadcast e-mail spam?’ My answer: ’Well it is, and it isn’t!’ You see, it all depends on your definition… “Is all unrequested e-mail necessarily spam?”

Salespeople must sell!

In a process built along the lines we advocate it is critical that salespeople pursue a ‘sale’ at each business-development appointment. Now this sale may not be the achievement of the ultimate objective. In many cases it’s just permission to move to the next step in the (standardised) opportunity-management process. It may be that salespeople… “Salespeople must sell!”

Why accurate estimating may be costing you sales

Years ago, I remember consulting to a small printing firm. As is often the case in job shops (make-to-order manufacturers), estimation was the system constraint. Obviously, this wasn’t a good thing. It meant that customers wanted to buy printing; that production had the capacity to fulfill their orders; but that estimating was limiting the flow… “Why accurate estimating may be costing you sales”

How to turn customers into clients – and clients into advocates for your business

If you stop and think about it, there are probably many companies you deal with automatically. You don’t stop to think about price, quality, service, or convenience – you just instinctively make your purchasing decision. We might be talking about your printer, your doctor, your real estate agent or your computer supplier. But then we… “How to turn customers into clients – and clients into advocates for your business”

Tag Archives: opportunity management