Senior Executives:
Are Your Sales and Marketing Teams Missing their Numbers?
(Yet Working Harder Than Ever?)
Download this Four Step Approach
to Improving B2B Sales Performance
This is the video version of this page Visit the non-video version of this page
Sales and marketing teams missing their numbers are a huge challenge.
Declining sales, poor forecast accuracy, feast-or-famine cycles, and unpredictable results can damage cash flow as well as morale. Your sales and marketing leaders are working furiously to do the right thing.
So, why don’t things seem to get better? Click on the video below to find the answers you need:
Download the B2B Sales Performance Improvement Kit Now
It is time to take a fresh approach. The evidence is available to make your sales and marketing work faster and more efficiently.
Fill out the form below and you’ll discover a disciplined, reliable approach for producing revenue. Most importantly, you’ll see how your salespeople will respect and appreciate it.
The B2B Sales Performance Improvement Kit includes
- Screen Capture Videos: The Four Steps to Improving B2B Sales Performance
- Access to the Free Sales Process Basics Area, including these whitepapers:
- Short email course illustrating the B2B Sales Performance Improvement Kit
- Customer Value Mapping: How to Make Marketing and Selling Easier
- What Impact Does Your Sales Process Have on Your Financial Statements?
- Subscription to Free SPIF! the only weekly newsletter devoted to sales process improvement.
Michael
You came to Thermo Scientific about two years ago to train us in Madison (and I guess in a sales meeting we had in Nashville as well) on value proposition. At that time I was a product manager in the marketing product development group and right after the training I took the opportunity of your offer to send us a copy of your book. In fact, before moving to the US in marketing, I worked in sales and service management for 15 years, and during your training I found myself always in agreement with your statements, both verbal and written in the book. Then, I decided to practice on your suggestions in the development of the product I was managing in 2006. The last year we finally introduced the new product and despite different expectations we had for the AOP product mix, the new product allowed us to exceed bookings year on year by 135% in units and 150% in volume. I do not know how much of this is due to the product values (customer process-centric developed) and how much to the way we presented it, but I surely wish to thank you for having ’standardized’ or made ‘lean’ the way I now envision product development in marketing.
Thanks
Federico,
I appreciate your comments Fredrico. Congratulations on your success, and I hope it continues!
All the best,
Michael
Michael:
You are definitely on to something with your SPIF presentations. It is enabling me to better represent my offering to my clients. I am a big believer in process. There are several offerings in the market that talk around what you are explaining. The difference I see, you are covering all bases in a comprehensible manner that field people can relate too and implement. In my world we call it an enterprise solution versus a point solution. Keep up the good work.
Dear Michael,
I really appreciate your site and videos. Thank you for your insights and guidance.
I’ve noticed that in the midst of the financial crisis, there’s a lot of bashing and cynicism towards performance recognition and inspirational efforts in the workplace. Just check any bar in lower Manhattan! It’s a shame.
As a VP leading over 100 salespeople, I’ve found that the hard fact
is that QUALITY performance recognition works. Not just for morale,
but in dollars. I have been using a couple of different tools to help me retain good people and to inspire excellence in them, which = larger sales figures. A#1 tool is a personal, elegant recognition concept called Design Your Inspiration ( http://www.dyi.successories.com ) . Intelligent, customizable with
any words or great quotes you want to use (such as those on this very site). All on framed art photography prints.
Again, the quality of these, and the MEANING emparted, makes them
highly effective for me. It has made an amazing difference! So while the
cynics shed tears in their beers, we’re laughing all the way to the bank!
Thanks again. Jim
Great info, thank you for making this available on your blog.
Agreed on QUALITY performance recognition. I think you have to make the salesperson WANT the recognition, and if you have recruited properly, this ideal should be instilled in a salesperson’s ego.
And just a follow-up…Michael, I checked out that site you mentioned and I may employ it as well. The customizable aspect of this attracts me as a good performance recognition tool. thank you.
Good writing for newbies like me! Waiting for your next post.
The marketing mix is always one that’s tough to get right. Over the years we found that our customers are using promotional merchandise because of the longveity of the messages that businesses can put out there.
We are coming out of the blocks strong and have an effective model. I am always looking for ways to improve the end result
Awesome advice. Thank you for putting this on your blog!
The most important aspect to successful internet marketing is understanding your target audience and selling things people want to buy and having them actually buy it!
A lot of companies could use this information. I think it’s a challenge everyday to try to build a better way to closing orders and improving end results. If it’s good enough for Dupont it must be worth something. Awesome video!!
Nice read. I found your site on facebook and i have your article bookmarked on my personal read list!
I’m a fan of your Website. Keep up the good work
Making money with marketing!
Great read. I found your article on facebook and i have your page bookmarked on my personal read list!
I’m a fan of your site. Keep up the good work
Awesome, thanks for the tips.
This four step approach looks like something to check out to be sure. Thanks for sharing this with us.
It was a contentment getting to your site a short while ago. I came up here just now hoping to find out new things. And I was not disappointed. Your ideas upon new approaches on this area were insightful and a great help to me. Thank you for making time to create these things and for sharing your ideas.
Very nice. This gives me some ideas and inspires me alot. Thanks!
Product Marketing is process to provide information about strategy, lead generation, channel support and manages the sales for product integration.
Product marketing is a way of trying to introduce the product in the market. It is a way of telling product buyers on what is the product all about. It is where you give out specifications of the product such as the use of the product, the quality and the price.
Michael,
It’s a shame that so many sales managers give so little thought to the many inputs to sales performance. Turning sales from a haphazard, somewhat superstitiously operating organization and into a process defined and driven one is the key to bringing “predictability” into the sales (and marketing) function.
Great presentation.
Gogo
I think this is among the most vital information for me. And i am glad reading your article. But should remark on some general things, The web site style is great, the articles is really nice : D. Good job, cheers
A man that seeks truth and loves it must be reckoned precious to any human society. – Epictetus
This is something that every small and medium company should be learning from. Very good piece of information.
I have been reading out some of your articles and its nice stuff I will make sure to bookmark your site