Are you struggling to close deals and are losing customers to your competitors? The reason could be that your sales and marketing efforts are not fully integrated.
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The vast majority of products and services in B2B address a need that is already addressed. The customer is spending on a solution today, their current ‘habit.’ And the job of a salesperson is to change this habit. It requires the proverbial ‘better mousetrap’ or at least the appearance of a better mousetrap.
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And here is a list of alternatives to the just-checking-in-email, if you do not have a good reason but want to find one. For all these, there is one overriding principle: make sure that what you send is relevant to the prospect. Otherwise, they will - rightfully so - consider it spam, and it will devalue every future interaction you have with them.
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The most basic measurement of sales success is revenue per month. With a limited number of hours each month, the measure of success translates to Sales effectiveness per hour.
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It starts with the long list of the things that need to get done, making sure that everything unnecessary stays off the list. What remains is still way more than there is time in a day.
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Lack of attention and respect towards internal customers was leading to poor customer service, missing parts in deliveries, and an overall inability to achieve the desired double-digit sales growth. Only after addressing those internal issues did the company regain reputation and growth externally.
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