Tag: Market

  • Who is a Marketer?

    Who is a Marketer?

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    Many people would think that marketer is a person that only stimulates the demand for products and services on the market. In other words marketers are trying to convince people to buy stuff they don’t need. Well, it is not that simple. A marketer is a person who uses marketing methods to promote a product. There may be many marketers but there are only a few successful marketers. The main way in which the success of a marketer is measured is through the growth in the revenue and profits of the company. There are some ways in which a marketer can become successful.

    The first thing that marketers have to do to increase growth in the company is to find a suitable way to relate revenue growth with the marketing. This can be done if the marketer is able to quantify a fixed percentage of the revenue growth as an outcome of some specific marketing activities.

    An example of this can be- advertisement campaign during the first and second quarter led to a 10% revenue increase. When the marketer is able to define revenue as a product of marketing activities, he/she becomes empowered enough to define the return on investments (ROI). This gives the marketer additional authority on business decisions.

    A successful marketer has to drive the other sectors of a business into taking possession of new technology and tools- things that can enhance customer satisfaction. For instance, in British Telecom, marketing is in charge of the IT department. They seek to better customer interaction with the help of developing Web based services.

    The existing tools of sales that are already present are reviewed time and again and efficiency is sought to be augmented. Customer is the main stay of present day business. Everything revolves around the customer. Therefore modern day business cannot survive without marketing occupying the main place to drive various technologies and tools. This is required for customer satisfaction.

    Marketing also provides services and guidance to the organization. Details such as the future requirements of the market are all provided to R&D and engineers by marketing professionals. This is done so that the company can keep track with the changing demands of time and make products accordingly.

    Simultaneously, marketing also acts along with sales to find opportunities. Products have to be taken through appropriate channels; these are suggested by these two operations. The behavior of potential and current customers is adjudged by these two- customers not only buy products they also influence the mechanism of future products. If there is any innovation in new products and services, it is done by marketing and sales.

    A successful marketer will also be a strategic leader. They can head different projects starting from product innovation to positioning, pricing to communications. A successful marketer needs to think with a vision. A successful marketer will also employ such people who can do a lot more than their counterparts who are present in competing companies.

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    Source by Pepik Smith

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  • Why Every Entrepreneur Needs An Exit Plan

    Why Every Entrepreneur Needs An Exit Plan

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    When an entrepreneur starts a business, it makes sense for them to consider what the long-term strategy is for the idea. If there is no way to create an exit strategy, it might not be the right business choice (depending on your life goals).

    Let’s look at reasons every entrepreneur needs an exit strategy and the different types of exit strategy.

    People Get Burned Out

    If your business is run only by you, and you’re the only face of your business, it can cause serious problems with burnout. Forming an idea in your mind and putting it down on paper about how you’ll exit the business and approximately when, can help you avoid burnout because you know what the options are.

    You May Want to Retire Some Day

    Lots of entrepreneurs, especially individual freelancers and service providers, have the idea that they’ll simply work forever. The problem with that is that you’re probably vastly underestimating how you’re going to feel in a few years. If you’re 30 today, you have no idea how you’re going to feel at 50 or 60. If you plan for an exit, it doesn’t mean you have to stop, but it’s good to have a plan in case you ever do want to retire.

    Helps Create Better Decisions

    When you have your business planned out from start to finish, you’ll have an easier time making business decisions that work. If you are open to retiring and someone offers you money for your business, you may be more likely to take up the offer.

    Enhances the Value of Your Business

    Creating a business that can exist with or without you naturally ups its value. The reason is that it can essentially live forever if it’s adopting and changing based on the market rather than on the people working there.

    To Make More Money Faster

    If you’re open to selling and you build your business to the top of the earning curve, selling it at that point can be a real winning move. When you break it down mathematically, every business looks like a bell curve with a top-earning moment that can last for years and years – but probably won’t last forever. Selling at the top of the bell curve will garner you more money with less work than keeping it until it goes down.

    Types of Exit Strategies

    There are several existing strategies that you may want to investigate as you’re building your business, so that you can plan on doing what is most realistic for your type of business. Some options include an initial public offering (IPO), liquidation, mergers, acquisitions, selling and more. What will work for you depends on the type of business, the lifetime potential of the business, and more.

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    Source by Jon Allo

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  • Pompeii by Marry Beard

    Pompeii by Marry Beard

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    Marry Beard’s Pompeii succeeds in several quite different and sometimes surprising ways. This is a guidebook, a history, a survey of social relations, a description of culture and religion, a catalogue and analysis of art, and an archaeological record. It is also an excellent read, highly informative, enlighteningly descriptive and scrupulously accurate.

    Pompeii is a complicated site. At first glance, it may appear to be very simple. One day in 79 AD a coastal town in modern-day Campania, near Naples, which was then at the heart of a Greco-Roman culture, was buried under volcanic ash that spread from the eruption of the nearby Mount Vesuvius. The town was completely destroyed, smothered under metres of ash. The disaster progressed quickly giving the town’s inhabitants little chance of escape, let alone a chance to gather their possessions. This naive description might thus suggest that all archaeologists need to do is uncover what the ash buried, and first century life in a Roman town will be revealed.

    The reality, however, is somewhat different. The volcano did erupt and did bring about the end of Pompeii. But the town had previously in AD 62 suffered an earthquake, which had damaged many buildings, some of which was still not repaired in AD79. And Pompeii has been excavated many times. Some digs a couple of centuries ago extracted treasures for the titillation of monarchs, before volcanic ash, original construction materials and much of the historical and other material was randomly piled back to fill the holes. On the other hand, some areas have never been excavated and others still wait to be uncovered, but possibly not for the first time. Much work in previous centuries was undocumented, so who would know? Only the finds, and only some of those, were lodged in museums, and the provenance of many of those remains unclear.

    Such a complicated history presents tremendous difficulties for modern archaeologists. There are many layers of possible interpretation, many potential complications. A great strength of Mary Beard’s book is that she always acknowledges these difficulties and, where simplistic, convenient or fashionable positions might create more attractive copy, consistently she is cautious with her assertions and considered in her conclusions. Refreshingly, where evidence is lacking, contradictory or merely open to interpretation, she usually leaves the matter open, thus allowing the reader to appreciate how hard it is to be definitive about the unknown.

    Descriptions of everyday life in the first century AD are in many ways reassuringly familiar, with one significant exception. The modern reader may be rather shocked by how much daily life seems seemed to revolve around sex. But Mary beard does point out several times that this may be an overstatement. One is tempted to imagine how a modern town might be seen, if, once buried and uncovered, all that could be identified were advertising hoardings along a street where the only shop not to be obliterated sold sex toys. Our contemporary lack of knowledge about Pompeii’s inhabitants is illustrated by our inability to decide what might have been stored in the terracotta jars that were built into many of the town’s shop fronts. Mary Beard points out that theories they might have contained wine or oil are undermined by the simple fact that terracotta is porous, so it is more likely they contained dry goods. In one shop, a jar may have been a till, because it was found to contain a stash of small coins. But who knows whether the shop’s owner, frightened by a sudden eruption, merely tipped a box of small coins into the jar in a vain attempt to fill the box with more valuable possessions that might be carried?

    The area of life that was clearly different in first century AD was that of religion and beliefs. There seemed to be a market in gods, as well as one in goods, and most buildings seem to have paintings or altars dedicated to a panoply of deities, drawn from several different traditions. Whether people did pick and choose, or whether people’s origins or ethnicity dictated allegiance, we simply do not know.

    Pompeii clearly did have its own version of mass entertainment, both in theatre and amphitheatre. There was even a famous riot after a disputed contest, where supporters from a nearby town fought with locals. It made regional news. There was also a local language that was not Latin, but we have precious little of its literature.

    A concept such a slavery, which in the modern mind is inextricably linked with the trade of recent colonial powers, is yet another aspect of ancient Roman life that is more complicated than contemporary assumptions allow. Mary Beard regularly refers to the complexity of these relationships throughout the text and long before then end we feel we really have learned something about a culture that quite suddenly feels much more distant than a mere couple of millennia.

    Mary Beard’s Pompeii is a brilliant book that is worth reading in itself. But anyone who has visited or plans to visit the site will find it brings the experience or memory completely to life. It is a comprehensive description of the site and its culture, but makes clear that there are still stones to be turned. Unusually, however, readers who previously might have thought they were well-informed on the history, culture and archaeology of Pompei might just find, after reading this book, that they knew rather less than they thought.

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    Source by Philip Spires

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  • What Is Affiliate Marketing In A Nutshell?

    What Is Affiliate Marketing In A Nutshell?

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    Affiliate marketing in a nutshell is you promoting other people's products and services in exchange of a share of commissions.

    It can be digital products such as e-learning programs – which comprised of e-books in PDF, video courses, software tools and website templates – and physical goods as in things that people like you and me buy everyday from shops for consumer and entertainment purposes.

    To sign up as affiliate is very simple. Simply do a Google search for affiliate programs and you will find dozens in the result listings. But from my 10 years of internet marketing experience, Amazon, ClickBank, Market Health and JVZoo are by far the most popular. While Amazon deals with consumer products, ClickBank and JVZoo specialize in digital ones I just mentioned above. Market Health – as its name implies – mainly focuses on healthcare products. Besides these, you can also promote services as well like autoresponder, domains registration and web hosting that most marketers need as their online tools to start their own online businesses.

    While those companies focuses on rewarding you with commissions for every sale you generated for them, there are others who paid you for every lead you get for them whether or not that prospect buys. This comes under the term of Cost Per Action or CPA marketing. Never Blue and Peerfly are 2 most popular networks that stand out while you can also scout for others via Offer Vault and O'Digger CPA search platforms.

    Upon signing up, you will be given a choice of whether you want to receive your commissions via checks or direct bank deposit depending on where you live. For ClickBank, you need to generate at least 5 sales before being issued a check and option of whether you want to continue receiving checks or direct deposits. For Amazon, you need to generate at least $ 100 in commissions before receiving a check if you are living outside US or have those same 2 options if you are American.

    Once you are approved, you can start promoting their products and services. Because most of my 10 years has been spent on promoting Amazon and ClickBank, I will touch upon them. Now as much as it is important to learn and earn, you need to focus on who your target prospects are and how you can help them with their needs and wants. For Amazon, the answers are very obvious. I normally look for the best sellers, hot releases and products with at least 4-5 star ratings. But for ClickBank, I will look for those who pay commissions of at least $ 30 and with high gravity as in most affiliates promoting before I considered whether I should do the same as well.

    Upon deciding on what to promote, I simply placed ads first through classified websites like Adlandpro, Adpost, Backpage, Craigslist and Gumtree for quick cash for a start. Then I focused on creating content for long-term passive income such as writing articles, blogging, e-books, press releases and videos.

    For information products, I normally link them to my squeeze page and over time once they become my subscribers, I followed up with them on not just email promotions but content and links to my blog posts.

    For physical products, that will be my affiliate sites I am sending my visitors to. But I do my best not to make my site look like an affiliate site but a really professional-looking e-commerce site using WordPress, Ink Themes and WooCommerce. So far I have promoted air purifiers, digital cameras, guitars, kindles, robot toys and seasonal gifts like Thanksgiving, Christmas and Chinese New Year.

    Now with emergence of Facebook as an all-in-one social media and marketing platform, I now channeled my time and efforts towrds it. Such as fanpages, groups and ads which enable me to target my ideal prospects on based on their age, gender, interests and earning potential based on their occupations.

    On the whole, affiliate marketing is like referral marketing but done mostly online and can still earn you a great long-term passive income if you know how and what to do correctly and regularly. It is not a get rich quick scheme but a plan that helps you to earn long-term passively.

    Even without meeting and even talking to people as compared to traditional marketing like direct sales and telemarketing.

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    Source by Amuro Wesley

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  • Building a Multi Level Marketing Business

    Building a Multi Level Marketing Business

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    A multi level marketing business is only successful if the business owner can strike a balance between selling the product or service and building a sales group or downline. Be particular about how you present yourself and your business. A professional image will bring you success faster than a sloppy appearance.

    Sales

    To make money with a multi level market business you need to sell products or services. Some multi level marketing businesses use a home party model. Others use seminars and internet sales. The best way to be successful is to find a business model that suits your personality.

    While giving your sales presentation, drop hints that you are looking for people to do exactly what you are doing. The key is to be friendly and look successful. What you say is just as important as how you say it. For example; a very successful person who sold educational books through a home party plan would tell people that “I am looking for people who want to help promote literacy in children.” Compare the phrase “selling books” to “promoting literacy in children.” Which phrase sounds more appealing to you? Are you selling vitamins or helping people live healthier lives?

    Attend seminars, watch videos and read books to become familiar with multi level marketing techniques. Books by Zig Ziglar and John Q. Maxwell contain very helpful information. Both authors have extensive knowledge about sales and building successful business relationships. Find out what others in your business are reading.

    Investment

    To be successful in a multi level marketing business, you will need an upfront investment of time and money. The startup cost is much greater than the initial purchase of products. If you are serious about making career income from a multi level marketing business you will need to invest in a business phone, a computer with internet access, a color printer and scanner, business letterhead, and business cards. A website is very helpful and adds legitimacy to your business.

    Business clothes are another expense. You will not be successful selling in a t-shirt, jeans, and sneakers. Even when you are starting out, you need to look like you are making money. Dress according to the product you are selling. Know your target customers. If you are selling to working class individuals dress business casual. For upper-level business clients, a suit is required.

    Building Contacts

    Building contacts is the key to successful multi level marketing. Initially make a list of everyone you know. These are your initial sales calls. When you contact these individuals, ask them for names of people they know who might be interested in this opportunity. Networking is the key to being successful.

    Successfully combining sales, image, and networking will bring you success in your multilevel marketing business adventure. The initial investment of time and money will repay you many times over once your business is up and running. Network to meet as many new people as you can as this is the fastest way to grow your business.

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    Source by Ron Malezis

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  • How To Leverage An E-Retailer’s Online Success To Launch Your Business At Warp Speed

    How To Leverage An E-Retailer’s Online Success To Launch Your Business At Warp Speed

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    If you follow a system that leverages the trust, reach and the extensive user base of one of the world’s most successful online business entities, you can’t help but succeed. In fact, you can expect to do ten times better than if you tried to start your own business from scratch.

    This is what attracts many online entrepreneurs to join Amazon’s e-commerce initiative, which is designed to help independent sellers to dip into their proprietary infrastructure, custom software, integrated payment processing and other resources to sell products to a global marketplace. The company profits from the small share in profits generated from all the resulting commercial activity on its digital platform, making it a win-win deal for both parties.

    Entrepreneurs find it particularly exciting that there’s rich potential and unlimited upside profit potential from exploring synergies that exist within Amazon’s commerce platform. This makes it simpler to adopt the right approach to establishing a Web store.

    It takes most of the risk, trial and uncertainty out of online selling and does away with the need to include technical experts on the launch team to tackle any software glitches or website problems that can crop up at the most uncomfortable and inopportune moments.

    By following a system to sell products on the e-commerce retailer behemoth, taking advantage of their evolved and tested platform, software and payment processing facilities, a beginner to online retailing can save countless hours and huge expenses in building or renting out such capacity. It also offers an inexpensive way to test out offers and see if a model or product resonates with the customer market.

    The difficulty lies in understanding Amazon’s complex mechanisms and learning how to leverage it to one’s advantage. Naturally, this led to the establishment of some experts as ‘coaches’. These business coaches conduct the necessary research, testing out each tactic and strategy to come up with a comprehensive plan to speed up the learning curve.

    Some coaches promise to reveal how to build an entire business selling physical products of your own on Amazon’s digital platform. Trainees can learn how to start sourcing, branding and selling things online to a vast and growing audience. Such training gives any serious entrepreneur the opportunity to build a full-fledged business by tapping into the ready-to-buy audience that throngs Amazon.

    And for those who can’t schedule coaching sessions or attend an event for training, a practical alternative is do-it-yourself courses that teach these fundamentals. The bottom line is that it has become relatively easier to launch an online business on the back of an established online retailer’s success.

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    Source by Cumba Gowri

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  • The Best Forex Trading Strategies

    The Best Forex Trading Strategies

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    Traders have been in debate to what the best Forex trading strategies are for years. That debate is likely to continue for many more years to come. What most people that are new to Forex trading want to know is what is the best and how can we identify it as the best. I want to first of all consider what a trading strategy is then look at two different types and asses them both.

    A Forex trading strategy or system is simply a set of rules a trader will use to enter, exit and adjust his trade. The strategy may consider fundamental analysis, technical analysis or a bit of both. The answer to which is the best cannot be determined by simply looking at the results of a strategy but by looking at the trader as well. Psychology is the single biggest issue traders’ face when carrying out a winning or losing trade. The ability to be able to stick to your own rules during a losing or winning trade can be challenging. It is for this reason many traders will turn to automated trading systems to beat the psychological issues they are faced with. Auto trading using EA’s has its benefits but it is a proven fact that markets are in fact random which means a strategy working today may not work tomorrow.

    What about a mixture of both?

    You could be the best analyst in the world and still be a terrible trader! How many times have you taken a trade with all your analysis in your head then exited early or not taken the trade at all. A common scenario is not taking the planned trade because you couldn’t commit then taking a random trade that wasn’t planned and losing. Sounds ridiculous when you read that scenario but it happens every day.

    Imagine a system where you could use your own analysis to set up a trade then use a trading system to take over and carry out your settings so you didn’t have the Psychology to deal with. Surely this would be the best Forex trading system. The good news is these trading systems are about but not many people are giving them away. You could however have a program coded for you that takes trades based on your rules and eliminates the psychology. If you have a system that works on a manual basis but only works with certain market conditions then this could be the best Forex trading strategy.

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    Source by Adam Woods

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  • Different Types of Direct Marketing Lists

    Different Types of Direct Marketing Lists

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    Direct marketing delivers your marketing message directly to a group consumers or businesses on a personalized level (such as a telephone call or via a personal email message). It’s a form of marketing that provides the recipient with a direct call to action. The following are the three main types of direct marketing.

    Mailing Lists

    Direct mail is one of the most common forms of direct marketing and an essential part of an integrated marketing campaign. Companies promote their products and services with a provocative mailer. Direct mail campaigns provide your prospects with a tangible piece of mail to read at their leisure. Direct mail campaigns are extremely effective and when they are personalized and customized to a specific target audience can have great response rates.

    Telemarketing Lists

    Telemarketing is the process of calling prospects on the phone to promote your products or services. This can be done using your own sales staff or by subcontracting out to a call center. Telemarketing is vital in creating brand recognition, building customer relationships, nurturing leads and of course, closing sales.

    Even with its bad reputation, telemarketing still plays an important part of any direct marketing campaign. Telemarketing is personal and interactive, and capable of providing an immediate response. As effective as telemarketing is, you need to be sensitive to your prospects’ willingness to receiving unsolicited phone calls.

    Telemarketing campaigns work best when the telemarketing lists are highly targeted, with accurate data that matches your current customer’s profiles.

    Email Lists

    Email marketing is an effective way of reaching out to new prospects or following up with existing customers. Email marketing is extremely versatile, and you can easily customize your marketing messages to various market segments, or for prospects in different stages of the sales funnel.

    Email marketing can be used to nurture customer relationships, provide company and product information, drive website traffic and to promote direct sales. The emails can be as elaborate or as simple as needed.

    Most people check their emails on a daily basis, making email a very effective marketing method for your business. However, email marketing should be used responsibly, and it is extremely important to have your customers’ consent before sending emails.

    The most successful direct marketing campaign will use a mix of marketing methods. Repetition is very important in any type of marketing efforts. The more you can get yourself out in front of prospects, the greater the chance of being remembered. Try a direct mail campaign with a telemarketing follow-up or an email blast in conjunction with a direct mail campaign. A Multi-Channel campaign also allows your prospects multiple ways to communicate back to you.

    Regardless of the method, the key aspect in any direct marketing campaign is the ability to target the marketing message to a specific audience. With properly defined target market, you can deliver your message directly to those who have a greater probability of purchasing from your business. This allows businesses of all sizes focus their marketing budget and resources where they’re most likely to get results.

    It’s very important, before starting any direct marketing campaign, that you understand the different regulations governing each method of communication. The responsibility is yours to make sure you are compliant. Legitimate list brokers and managers should be able to confirm that the lists they are providing comply to the various rules and regulations. If you are uncertain, do not hesitate to ask.

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    Source by Greg Rubin

    Views: 0

  • Multi Level Marketing Principles

    Multi Level Marketing Principles

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    Multi level marketing or MLM is a business model that creates an opportunity for the average person, who is teachable, and who has desire and perseverance, to earn extra income from the comforts of their home. Legitimate multi-level marketing companies usually require a small start-up cost. Multi-level marketing relies on selling to consumers and establishing a market for quality products. That is, once you have a happy customer (customer service is one of the things reps get compensated for, a potential reason it’s not easy or to everyone’s liking, and may be a reason so many don’t succeed), you can rely on repeat sales and repeat commissions. In the majority of multi-level marketing programs, commissions are paid way down the line so the more people you and your team bring on, the better.

    The multi level marketing form of business practice has received a fair amount of negative press and to be honest in some cases justifiably so. The reason for this is due to the number of pyramid schemes. Pyramid schemes, however, are not concerned with sales of the products. Pyramid sales involve schemes in which the right to sell new memberships in the pyramid are sold under the guise of selling a product. While you may find that some pyramid schemes will offer a product for sale, the product is sold from one level to another instead of selling to customers. Distributors at the bottom are then left with a large volume of overpriced goods that cannot be sold. Nevertheless, network marketing still has mass appeal to many individuals looking to escape the corporate world.

    Before you start your journey into multi-level marketing, remember the simple fact that even the most successful products will have partial market penetration. Still, some entrepreneurs have built very successful companies on this concept because the main focus of their activities is their product and product sales. Remember, no marketing plan will ever decide your multi-level marketing success. Sell yourself first, then the products and the marketing plan. Successful distributors, who have recruited and trained a large number of sellers, also have to assume ongoing wholesaling and managing responsibilities as well as making sales to their own retail customers. The most successful network marketers today are merely using their relationships to inspire others to purchase specific products. The ability to start with a program that you find interesting and beneficial to you is a key component to success.

    Indeed, network marketing by its very nature entails that all participants strive to assist each other in making a successful business to enrich the group as a whole.

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    Source by Don Downes

    Views: 0

  • 5 Tips for Improving Performance in Small Sales Teams

    5 Tips for Improving Performance in Small Sales Teams

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    In my years of experience in sales and sales management, I have observed many small and medium sized sales teams. Often, they struggle to perform at capacity and hit their goals and it's frequently a sales management issue. Sometimes it's because the CEO or business owner is the de facto sales manager and is wearing many hats. They are often just too busy running their business or spread too thin. Sometimes they're the technical experts in their field and their expertise and time is being used to improve products, systems or services. It's sometimes because a top performing sales person was promoted into a sales management role and their strength lies in salesmanship and delivering revenue to the business personally rather than in a broad sense. Below are five things you can do to improve sales management in your company now.

    1. Planning
    Many business owners have at best a rudimentary sales plan. If they do have one, often times it consists of higher and higher sales goals, without accounting for what will drive that new business. Will a new product line be added, a new market be opened or new additions made to the sales team? Will the company be able to support the added expense while markets are opened and new sales people trained? How much risk will the company bear? A good but simple sales plan takes this into consideration. Takeaway: Make a better sales plan with concrete steps to get to the desired goal.

    2. Modernize
    There are many new technologies that make it easier to interact with prospects. Among them are CRM systems, collaboration tools, the cloud, dialers, email tracking, prospect and customer information systems. Existing systems are being upgraded all the time with the newest capabilities. All are designed to more efficiently and effectively reach more buyers, disseminate information, warm them up and help make sales. Social media platforms allow a business to extend its reach inexpensively and makes your business more visible to search engines such as Google.com. Takeaway: Evaluate new technologies on a regular basis to make sure you are keeping up and modernize as needed.

    3. Training
    Training sales people serves three purposes. The first is that it provides them an opportunity to hone and refresh their skills. The second is that it reminds them that performance is important and that expectations for them performing well are high. The third is that it shows a willingness to invest in them and that they are part of the long term plan for the organization. Takeaway: Make sure you offer training to your sales people every year (a sharp ax cuts better than a dull one).

    4. Lead Generation
    All businesses need sales and most small and medium sized businesses are subject to the feast / famine paradigm. When they're busy, the first thing that gets pushed aside is prospecting for new business. Until business slows down. Then there's a flurry of sales activity and soon business is back where it should be. For a while. Most small businesses don't have bandwidth to prospect effectively in a consistent way.

    Lists should be highly targeted and refreshed regularly. Technology should be used and a proven process followed. The technology should reinforce the process rather than detract from it. Top management should enforce the use of the technology and following of the process. Utilize social media and blogging to widen your reach inexpensively. Finally, no one can be an expert on everything so get help from the professionals when needed. Takeaway: Make prospecting part of the company routine and culture and call in the experts when needed!

    5. Measurement
    You get what you measure is the old adage and it's mostly true. The challenge is top management often has a hard time pinning down the exact actions, activities and behaviors they are trying to encourage and measure. Here's a practical example. Maybe top management believes that offering free webinars will increase sales since it worked well in the past. So the goal is to run well attended webinars.

    How will these webinars be promoted to prospects and clients? Will a set of emails be sent, starting a few weeks before the first webinar? Then a prospect list with email addresses will need to be purchased and loaded and a compelling email invitation created.

    Will prospects be called and told about the webinars? Then phone numbers will be necessary, a script will need to be created and a person designated to make the calls. To track call results, an activity report should be created and run on a regular basis to test the messaging, to make sure the calls are being made and to analyze the prospect responses. Will the report be grouped by prospect type (or industry or state or city or source)? Then that data will need to be captured or imported for each prospect.

    Finally, reports should measure the success of each webinar, so that results can be tabulated. How many people registered and attended are important to measure, as well as what happened to the prospect once the webinar was complete to determine the ROI. Takeaway: Create reports that measure actions, activities and behaviors that drive sales success, run them regularly and share the results.

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    Source by Jerry Crowley

    Views: 0