There are four distinct phases that an entrepreneur will go through: launch, expand, optimize, and scale. While the time frame for each phase is different for many entrepreneurs, the objective is to get through these phases as quickly as possible to have a scalable business.
Most small and emerging businesses have a strong core competency- something that they practice to effectuate success. It could be the way you deliver your solution, it might be the design of your product or it could be your total customer experience.
Regardless of what, exactly, your niche expertise entails, the point is that every organization has its strengths and conversely, each has its weaknesses. If, as a leader, it falls on your shoulders to make critical business decisions in regards to challenges, then you should consider implementing the following problem resolution method
As a leading decision-maker, you are called upon to make strategic business decisions every day. For some, making decisions is a real challenge. Regardless of your role in an organization, when pressed to make a decision, some become frozen with the fear of making the wrong call. Should we make this hire? Which benefits package should we choose? In what market should we invest limited sales and marketing resources? There is an endless list of decisions sitting in your inbox right now awaiting you to make the call.
It’s been my experience that most B2B marketing departments work at a different frequency than the sales organization. Marketing seems to be looking for Mr. Right, while a salesperson is looking for Mr. Right Now.
Of course there are various motivations for these behaviors, and the obvious factor is compensation. While most marketing resources are salaried with MAYBE an annual bonus structure for meeting certain performance goals, the sales force is generally working to make a monthly or quarterly sales quota. So the marketing person and the salesperson enter the conversation with completely different perspectives on the revenue growth process.
According to a number of sources, the average tenure of a sales leader is about 18-19 months. That means on average it takes sales managers about 6 quarters to eventually resign or, more likely, get fired.
The reasons to outsource your sales and marketing functions to an expert sales and marketing company are many. For most businesses the reasons are also unique. Outsourcing the early stage demand generation or sales appointment setting might be all that is needed and, for other businesses, outsourcing the complete sales process all the way through order-capture and account management is the right move.
Over the years our company, ProSales Connection has worked with businesses based in other parts of the world that wanted to enter the US market, but thought that the effort and cost required was prohibitive for start-ups and smaller, fast growing businesses. But, that is simply not the case anymore.
If you have ever had a horrible sales meeting with a prospect where nothing seems to go your way (and we all have), then you have probably made one of these common mistakes. There are 3 common mistakes sales people make during sales meetings. These mistakes are bound to ruin a potentially great sales meeting.
