Is your manufacturing plant’s summer shutdown looming? Take this opportunity to evaluate and boost yourmarketing plan. For many manufacturers, focus on production, cost reduction and human resource issues often leave little time for lead generation. Use the next few weeks to evaluateand hone your...
You’ve just read the dreaded words, “Your BLOG is due tomorrow.” Your reaction is, “What am I going to write? This could take me hours!” Your next step might be to deploy one of the following tactics: How important is the blog anyway? Who...
Sales is strategic – you do things a certain way in a certain order because, based on experience, you know it works. There’s always some room to get creative and be flexible, especially ina world where buyers are often educated about your products and...
In my work helping companies build their businesses in the manufacturing, engineering, and technical markets, I often receive pushback about the importance of inbound, digital, and outbound sales and marketing. So many of the prospects I deal with on a day-to-day basis insist they don’t...
It doesn’t matter what industry you’re in – manufacturing, technical or industrial or something else – at some point, we all need to select software for our company. If you’re looking to purchase or implement software, it’s typically because you don’t yet have a system or you’ve...
Successful sales forecasting results in increased revenue streams. We sat down with our resident sales expert,Michael Murphy, for a high level discussion into what makes sales forecasting successful.What is a sales cycle and how does it factor into sales forecasting? A sales cycle is...
You’ve probably heard of sales enablement, but you might wonder what it means exactly. I think of it this way: if you work in sales, any tools, processes, or systems you use to become more efficient and productive at your job are part of...
The dynamic between sales and marketing activities has taken a vast jump as a result of the expansion of internet and digital marketing. It’s 2021 and the world of B2B marketing and sales has been online for a while now. What’s another thing that’s...
Inthe last installmentof this series, we talked about the importance of metrics and analyzing data in the Revenue Performance Management (RPM) process. The next step is optimizing the cycle so the leads and the sales keep flowing. When we optimize something we study the...
As we’ve outlined, there arenine steps to effective Revenue Performance Management.Let’s look closer at step one. Step 1: Find leads or be found by prospects. Of course you must find or be found by prospects, but first you must define who those leads or...